How to keep the pipe open

Real Estate Agent with Coldwell Banker Elite

Agents often ask me how I continue to find clients year after year; and for years I honestly thought it was just dumb luck.  I mean if you hear comments like "Jeff could find a buyer in a snake pit", it makes you wonder, thankful, but still makes you wonder.  I've been told that each Realtor has to find his or hers nitch.  I'm a retired Marine, so of course the military community has brought a few clients my way.  For others it could be that they are a native of area and could probably be a historian with all that valuable information in their heads.  Yet for others, it may be as simple as having the drive and determination to be successful, always having positive energy around them.  You know the types, the ones who are always upbeat and honestly nice to have around.

For me, it all started after my Broker saw something bigger in me than I could have ever imagine for myself, becoming an agent.  He later told me that I had that energy, personality and drive that makes people successful.  I always knew I liked to talk and have been told that I am very social.  After a few years in the trenches, he had a senior moment and made me his Sales Manager.  With that promotion several agents now under my charge I have gotten that question that I am sure you have either been asked or have asked.  "Hey, how do you do it?"

I had to really sit and think about it as I didn't feel I was doing anything out of the ordinary.  It was one day as I was in a Starbucks and social me started chatting with a lady, who later turned out to be an Elementary School teacher.  To make a long story short, I didn't know her, but somehow ended up talking to her, and when I found out she was a teacher, I made a genuine good gesture and thanked her from the heart for what she does (knowing what teacher's get paid and the long hours they work) and then paid for her coffee.  She was completely blown away by my kindness.  Some time goes by and in the mail one day I get a card with a thank you from her whole class of kids, thanking me for making their teacher's day and a gift card to Starbucks.  Well then it hit me, I walk the walk that I read about in all those Realtor articles.  Be the genuine article and care for the people you serve.

What I am getting to is, "THE WAY I DO IT" as has been asked by fellow agents, is to be genuine.  Provide a service above all else, be sociable and don't be a SECRET agent.  I have my close friends/clients (honestly, they all become friends don't they?) that provide me leads from time to time and I feel so very blessed to be able to call them friends, some are even agents (I knew we passed our cards to each other for a reason. :)

Other ways I have learned to generate leads and continue to network is: 

  • Get a sign in the yard (a listing)
  • Identify your sphere of influence and build it daily
  • Let everyone know that you are a Realtor
  • Be ethical (people do notice)
  • Gain exposure (send out flyers frequently and pass out those cards)
  • Be kind to all
  • Give service don't sell yourself
  • Don't take it all too seriously (the market will change)
  • Remember to laugh daily

Comments (3)

John Occhi
Mason Real Estate - Temecula, CA
SRES,CPRES.ePRO - Temecula-Murrieta CA Real Estate


I don;t care what "THEY" sway or call it.  I for one do not believe in LUCK.  It is never mentioned once in the Bible, so who needs it.

What I refer to as luck, someone much wiser said before me - but it is when preperation meets opportunity - neither oe has anything to do with dumb luck.

Now Have a Blessed Day,

John Occhi, REALTOR®
Your Resource for Hemet CA Real Estate

Jan 07, 2007 03:01 PM


   You are quite right and for those who properly prepare opportunity abounds!

 Have a blessed day,


Jan 07, 2007 11:46 PM
Dave Rosenmarkle
Highland Realty, Inc - Arlington, VA
33 years of providing fully satisfying service!


Congrats on your first post! I couldn't agree more with your premise and, of course, your actions speak volumes before you even have the opporunity to let prospects know that you would like to be of service. Now, go sell something!! 


Jan 08, 2007 03:52 AM