I tried. It didn't work.

By
Real Estate Broker/Owner with Christiansen Group Realty (260)704-0843

 

I have the honor of training two brand new agents that joined our team recently.  I've always been somewhat of a coach, but to really train somebody to succeed in real estate is tougher than I thought.  

When Amanda and I first started in real estate we didn't have anybody to learn from. We had a few people that taught us what NOT to do, but that's a whole other story for a whole other time.  

We had each other, and we learned by trying different things.  

We were in new construction open houses 2-4 times a month for the first year.  Nothing.  But we tried.  Maybe we weren't doing it right, but we gave it a go.

We mailed to expireds and FSBOs for nine months.  Nothing.  Again, we probably weren't doing it right, but we tried.

We started our Active Rain blog and starting using Facebook and other social media sites to try to attract business.  The first six months...  nothing.  Then we got a buyer.  Then a seller.  Then two more buyers.  Then it just exploded for us.  We found our niche.  

Fast forward four years and guess what?  Social media is still working, open houses (because we started doing them right and have more confidence in front of people) have started to work for us, and we just listed a home Friday that was one of our expired targets from a few weeks ago.  Referrals from both Active Rain (THANK YOU!) and many past clients are pouring in as well.  

 

One of my new agents is a little frustrated with her lead generation.  She is two months in, has already closed two deals, and just got  her third under contract.  That's way better than my first two months!  

Today we were talking about some different ideas for lead generation for her.  She has a small sphere of people she knows since she isn't from this area, so we needed to get her in front of people.  

I recommended that she signs up for more floor time and lets the girls in the office know that she will cover any open floor time.  Being in the #3 selling Century 21 in the country armed with 150 + agents and hundreds and hundreds of listings...  floor time here is a valuable thing.  The phone is always ringing with curious buyers.

After hearing my suggestion, her direct quote was "I tried floor time.  It didn't work."

After digging a little bit more, she told me that she did floor time on three different occassions and she got nothing from it. Zilch.  Nada.  

Obviously that conversation inspired this post.  

 

If you are a new agent and you want to figure out how to bring in business, there are a TON of different ways to do it.  Build a new website, social media, open houses, floor time, networking groups, and on and on and on.  My suggestion:  Pick one or two or three things, but STICK WITH IT.  You don't become successful in this business overnight.  It takes time.  It takes rejection.  It takes consistency.  Keep trying.  Oh.  And get a mentor.  That always helps.  

 

 

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Fort Wayne Realtors Jared and Amanda Christiansen with Century 21 Bradley

Amanda Christiansen is an award winning Realtor with Christiansen Group Realty.

 

Jared Christiansen is a business partner and in charge of marketing and taking care of things behind the scene.

 

Enough about us...

 

Tell us what you want your real estate experience to be, and we will do it YOUR way.

 

Buying a home in Fort Wayne? Tell us your wants and needs. Let us know how you envision your family living.  Tell us what's important to YOU, and we'll find the community and home that fits.  

 

Selling your home in Fort Wayne?  Our job is to make you the most money possible in the shortest amount of time. We offer our sellers professional staging, professional photography, and more internet marketing than most. 

 

We are committed to giving you everything we have to offer.  We are both full time agents and will work around your schedule.  Do nights and weekends work better for you?  NO PROBLEM. We are here to help YOU at YOUR convenience.

 

Amanda can be reached at 260-704-0843, and Jared can be reached at 260-704-0842, or you can email us at JaredChristiansen@gmail.com, or Amanda427@gmail.com.

 

 

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Rainmaker
1,075,200
Gary Frimann, CRS, GRI
Eagle Ridge Realty / Signature Homes & Estates - Gilroy, CA
REALTOR and Broker

You said it all when you mentioned that you have to get in front of people-- both sellers and buyers.  That is the whole "secret".

Jan 22, 2013 02:31 AM #28
Rainmaker
1,223,014
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Jared:  You broach two good topics in your post, IMO.  Really important ones.  #1 being mentors.  Our industry often doesn't do enough to help those just entering it.  Real training is rare, so kudos to you for tackling it.  And #2 topic is the need for consistent, long term marketing.  You don't always reap results early on with marketing.  It doesn't mean it's not working, it just means you haven't gotten traction yet.  Too many give up when they don't reap anything early on.  Patience is a virtue, just like they say ...

Congrats on yet another great Feature!

Gene

Jan 22, 2013 02:32 AM #29
Rainer
50,633
Barbara Bartell-Kamp
Keller Williams NY Realty - White Plains, NY
Westchester County NY Rentals, Condos, Coops, Home
We do not have floor time or do open houses and work virtually. We do have a online lead generator but that is hit or miss and many just lookers. So networking with anyone I meet is key. I always filter in "I am a real estate agent" into a conversation..even if its at Pottery Barn picking out a gift and talking to the sales agent (had young lady who may be looking for rental with friend), or to all of the restaurants I always frequent, (one owner may become a buyer), or bank rep, insurance agent, local networking events. I know that if I do a great job of finding a home for my buyers, that will translate into referrals..Referrals are key. I also blog a lot both on our company website, my own personal website and Active Rain. Perhaps when I get enough traction that will create business. Its trial and error and always remembering anyone you meet may be a future client!
Jan 22, 2013 02:48 AM #30
Rainmaker
390,654
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

I recommend that new agents get on board with a real estate CRM. IXACT Contact gives all new agents their first six months free. A CRM is key to staying organized and keeping in touch with prospects and clients! :)

Jan 22, 2013 03:00 AM #31
Ambassador
1,634,257
Alan May
Coldwell Banker Residential - Evanston, IL
Helping you find your way home.

I'll bet that agent only has one child, too.

Jan 22, 2013 03:09 AM #32
Rainmaker
179,607
Sonsie Conroy
I serve buyers and sellers everywhere in San Luis Obispo County - San Luis Obispo, CA
Energetic, Enthusiastic, Knowledgeable Realtor

I think the key is KEEP AT IT. You will read so many successful agents' blogs, and each does something different and swears by it. We've all seen the pro/anti open house messages; ditto with farming, blogging, etc. But agents have had great success with each of these methods and a thousand others. It just comes down to persistence (and perfecting your use of whatever method you choose). Anyone can do that!

Jan 22, 2013 03:22 AM #33
Rainmaker
1,290,841
Wayne and Jean Marie Zuhl
Samsel & Associates - Clark, NJ
The Last Names You'll Ever Need in Real Estate

HAHA! That would be hysterical if it weren't so very real to me. Our first few tries, nothing worked. The difference was that, instead of giving up, we persisted. We persisted doing the things our mentor/broker told us worked, trying new things, expanding and practicing, and eventually it all clicked. But, haha, she's right. It doesn't work. YOU have to work :)

Jan 22, 2013 05:58 AM #34
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Bryan Robertson
Los Altos, CA

It's the focus that newbies don't seem to get.  Open houses were exactly how I got most of my clients when I started.  You can quickly make a good impression, if done right.  My advice to newbies is to try everything for a year or so.  If it doesn't work, then stop.  Otherwise, keep trying.

Jan 22, 2013 07:03 AM #35
Ambassador
1,878,478
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

So agree with you, one way may not successful for lead generation but OTHERS are. Stick with till you find what works.

Jan 22, 2013 08:01 AM #36
Rainmaker
438,271
Debbie Cook
Long & Foster Real Estate, Inc - Silver Spring, MD
Silver Spring and Takoma Park Maryland Real Estate

Sounds like she just "gave-up" too easily and too quickly.  With all the listings in that office, she should borrow a few to advertise and hold open.  That's how I got started getting business.  I got some business from floor time when I started too (i still can't believe it)  Haven't done any floor time in at least 10 years.  Do people still call real estate offices anymore?

Jan 22, 2013 08:43 AM #37
Rainmaker
698,877
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Jared, it appears you figured it all out on your own.  Great job.  now you can pass on that knowledge.

Jan 22, 2013 09:14 AM #38
Ambassador
1,207,059
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Alan May:  You made me LOL!

I agree with what Lenn said.

Thanks so much for all of the comments.  It's nice to see that so many of you pros can relate to the topic at hand.  This is the great thing about real estate.  There are SO many different ways to do it.  

Open houses.

Floor time. 

Networking groups.

The interwebs.  

Phone calls.

Bus huts.

Paper ads.

Mailings.

Social media.  

Pick a few that work for you and be consistent.  Piece of cake right?  :)  

Have a good night and thanks again!  

Jan 22, 2013 09:28 AM #39
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3,982,852
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Jared, You have the touch and know how to show the new agents how to get a good footing and establish good prospecting habits.

Jan 22, 2013 11:54 AM #40
Rainmaker
182,188
Sherry Chastain
Hendersonville, Nashville, Old Hickory, Lebanon Tennessee - Hendersonville, TN
Realtor, Selling Homes, Lake Properties,Luxury Homes,Short Sales

My success in real estate is directly in proportiate to the number of people who, when they think of real estate think of me. (Pretty sure that is a Gary Keller quote and I botched it but so true) Pick something and stick to it! Sooner or later they will recognize.

Jan 22, 2013 01:42 PM #41
Ambassador
2,007,827
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Jared - Be consistent and keep trying.  It can be so hard to do and so imperative.

Jan 22, 2013 02:47 PM #42
Rainmaker
375,516
Lloyd Binen
Certified Realty Services - Saratoga, CA
Silicon Valley Realtor since 1976; 408-373-4411

I smell a problem with motivation and no one can fix that problem except the new agent.  I think when a new agent has the attitude that 'I'll give real estate a try', they're doomed to failure.  They must ask, 'What must I do to be successful'?  

Jan 22, 2013 03:42 PM #43
Rainer
145,487
Gloria Commiso
Keller Williams - Hermosa Beach, CA
Hermosa Beach

Jared as a mentor at KW i find the most important thing you can emphasive is mindset....its what keeps you going when you want to give up.....im glad things are working for you

Jan 22, 2013 04:30 PM #44
Rainmaker
2,666,604
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

Yes, getting a mentor is KEY.  Not only for the obvious on advice and role modeling, but also because you need someone to remind you that it takes time and consistency.  There is a lot of trial and error, especially at the beginning.

Jan 22, 2013 07:00 PM #45
Rainer
211,071
Robert Hicks
United Country River City Realty - Savannah, TN

Thanks for taking time to share.. Thanks to all who have made comments. I will use some of this as examples in my next office meeting..

http://www.savannah-tn-realestate.com 

Jan 23, 2013 06:21 AM #47
Rainmaker
722,900
Wayne Johnson
Coldwell Banker D'Ann Harper REALTORS® - San Antonio, TX
San Antonio REALTOR, San Antonio Homes For Sale

For me no single activity works all the time and no activity has worked the first time I tried it. Need lots of activities over time to see success. But maybe it's just me.

Jan 25, 2013 05:29 AM #48
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