My wife was a coward

Home Builder with Long Island Cash Home Buyer


Many agents are cowards when it comes to prospecting. ( MY wife was in the coward category - the idea of asking strangers for business terrified her) passive prospecting was made for her. If you are not in the coward category, consider yourself fortunate and enjoy active, as well as passive, prospecting. 


Passive Prospecting


    1.         Use the third party approach with everyone that you meet in your daily routine. “By the way I’m in real estate, if you know anyone that’s interested in buying or selling a house would you please give them my card.” 

     2.   Wear your name badge.  This will attract people to you like bees to honey. This technique is custom made for cowards and very effective. Be sure you always have business cards in your pocket ready to give out.


     3.         Keep a car sign on your car, especially when you have it parked in your driveway, this informs every one of your neighbors that you are in real estate.


     4.          Include a business card with every bill you pay. Hey, you never know where the card will end up, and we can refer business anywhere in the world and receive a referral fee if the people we referred buy a home from the company we referred them to.


     5.         On-line… Facebook, Linkedin, Twitter, Blogging, Active Rain


     6.         Leave your business card with your tip every time you eat out. (My wife got so many leads doing this just be sure you leave a generous tip.)


     7.         Start a collection of cheap, hard to find items, such as frogs, or thimbles, and go to local garage sales. Tell the people you collect frogs, if they have any, you will need to purchase it, before you leave give them your business card, now if you have your name badge on you’ll be even more visible.  Many folks having garage sales have already sold, but lots haven’t bought yet and some are a good source for neighbors who will be selling in the future.


     8.         Buy Branded) sweatshirts, hats, etc, that you can wear when you are not working. An easy way to let people know you are in the real-estate business. Always have business cards with you. Several years ago an agent of mine was running 4 miles a day in her neighborhood. I asked her what she wore when she ran. After giving me a funny look she told me. I immediately ordered her a few shirts with Re/Max Wittney Estates all over them and of course I had a few sparkles added to them.  With-in a year those tee shirts had her well known as the area’s local realtor and soon she was the top listing agent in the community.  Needless to say from then on not only did more Wittney agents run but we have the coolest shirts.

     9.         Take a small ad out in your local paper and run it weekly. The key to advertising is consistency. It is better, by far, to run a small ad every week than a big ad once a month.

     10.      Ask every buyer or seller that you complete a transaction with for referral business


     11.     Send a Thank You card with a ‘magnet’ enclosed to everyone you meet and or speak with.  Be especially sure to send a thank you card with a magnet to every home you inspect and show. (The exception being RE/MAX  Wittney Estates listings.) We provide “RE/MAX Just A Note Cards”  (I learned the Thank You Card technique from Tom Hopkins when I first got in the business) – people love to receive them and every one in our company does well with them. We hand write them and always include a business card with a magnet.


     12.    Be sure every house you have listed has a “For Sale Sign” with your name rider installed. As soon as the house goes into contract be sure to get a sold or in contract rider on the sign.


     13.      Send 100 to 200 “I just sold your neighbors home” cards after each house you sell closes.


     14.      Pick out a Farm Area and mail to it no less than 10 times a year.


     15.      Send a quarterly area sales report.


     16. Keep all your past clients in a data base. Send them seasonal emails and any news about the current market as well as recent sales in their area. Be sure to send them an anniversary card if they were a buyer.






Re-Blogged 1 time:

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  1. Wayne and Jean Marie Zuhl 02/15/2012 01:04 AM

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Don Barrett
Integrity Real Estate Services - Idabel, OK

Hope all of these efforts are paying off for you tremendously.  Some great tips in here.

Feb 15, 2012 10:59 PM #20
Jackie Connelly-Fornuff
Douglas Elliman Real Estate in Babylon NY - Babylon, NY
"Moving at The Speed of YOU!"

Hi Richard, a lot of these pay off down the road and are perfect for those that do not want to door knock. Great list Richard!

Feb 15, 2012 11:04 PM #21
ed gilmarting

All great do not need to use them all, but some are worth doing for sure.

Feb 15, 2012 11:26 PM #22
1 ~Judi & Don Barrett & Chassy Eastep - Integrity
Integrity Real Estate Services 118 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

Passive prospecting for me.. don't like to be pushy and even passive seems pushy sometimes.

Feb 15, 2012 11:29 PM #23
Mike Cooper
Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Sales Pro

Very good ideas, Richard.  I've used many of them.  I find it really easy to work my profession into conversations with others, but cold calls or knocking on doors is where I get cold feet.  I don't like it.

Feb 15, 2012 11:32 PM #24
Kat Palmiotti
Grand Lux Realty, 914-419-0270, - Monroe, NY
The House Kat

Very good list!  Number 4 and 6 were interesting thoughts - I've never done either, but I guess the more business cards that are out there, the better!

Feb 15, 2012 11:55 PM #25
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Richard, all great tips for cowardly passive prospecting. Beats cold calling and door knocking, if these aren't your thing.

Feb 16, 2012 01:45 AM #26
Bryan Spann
SYSNE LLC - Houston, TX

Great advice!!

The garage sale ideas was clever.

Also sending out a personalized newsletter is a great way to keep in touch and give valuable information to prospective clients.

Feb 16, 2012 02:42 AM #27
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Well I guess I'm a coward.  :)  

I like some of these techniques, but most of them aren't my style.  I'm glad it's working for you though.  Have a great day!

Feb 16, 2012 03:03 AM #28
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

These techniques are great because they are not invasive.  Too many agents just shove themselves in front of people and get business by wearing them down.  Its scary really. 

Feb 16, 2012 04:28 AM #29
Dan & Linda Tublitz
RE/MAX Services Boca Raton FL - Boca Raton, FL

Those are some great tips for getting yourself "out there".   (and you're title is very eye catching!)

Feb 16, 2012 05:08 AM #30
Teresa Morey
Affinity Real Estate LLC - Alamogordo, NM

I find that I'm a coward too.  I hate to be pushy!  I already do quite a few of these, but learned a few new ones! 

Feb 16, 2012 07:53 AM #31
Joy Daniels
Joy Daniels Real Estate Group, Ltd. - Harrisburg, PA

I liked your post - thanks for sharing these easy ways to get noticed.  I am going to share them with my buyer agents!

Feb 16, 2012 08:04 AM #32
Tiffany Chapdelaine Wetherbee
Sankey Real Estate - North Attleboro, MA

Oh I love number 7 & 8!!! Thanks for the ideas!

Feb 16, 2012 09:44 AM #33
Ed Silva
RE/MAX Professionals, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

This is quite a list of great suggestions. I do like the card with tip and I am usually a very good tipper.

Feb 16, 2012 10:40 AM #34
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Some passive financing works, but I don't hink you'll find a sign on my car or a name tag on my jacket any time soon.  It's easier for me to be active!

Feb 16, 2012 11:55 AM #35
Justin Dibbs
Pearson Smith Realty - Ashburn, VA
REALTOR® - Ashburn Virginia Homes for Sale

Different strokes for different folks.  Do whatever WORKS, bottom line.  I refer to be more active but that's just me.

Feb 16, 2012 09:50 PM #36
Morgan Evans
Douglas Elliman Real Estate - Manhattan, NY

I find that as long as you are consistent and directed, a marketing plan has a better chance of succeeding. 

Feb 16, 2012 11:27 PM #37
Jay Taylor
Cre8tive Apps, LLC - Austin, TX

We have another way to help you generate more leads and market yourself to customers.  It's through and app and service model called House Hunter: My Agent.

We launched an iPhone app for home buyers last summer.  It has recieved great reviews from customers, realtors and industry bloggers.  It made #3 on the Trulia blog for 7 most helpful mobile apps for home buyers.  Tech Savvy Agent called it one of the killer apps agents should be reocmmending to their clients.

After speaking with hundreds of realtors at conventions, etc. we came away with one clear message..."Love the app, but I want a branded version I can give my clients!".  So, we went back to our bat cave and figured out how we can enable realtors to deliver a branded version of House Hunter to their clients, for free.

The new app is called House Hunter: My Agent.  It has all the same great functionality as House Hunter, but now it has a dedicated Agent Welcome page and dedicated Agent Contact page.  Check out a video of how this works here:

We think it will make for a great lead generation and marketing tool to help you get your name, contact info and messaging out to customers.

Learn more on our website at:


Feb 18, 2012 11:22 AM #38
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

This is very passive and anyone can do this. Thanks and hope it helps everyone

Feb 24, 2012 10:42 PM #39
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Richard and Beth Witt

Long Island Cash Home Buyer 516-330-6940
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