How Newbies (or for that matter Oldies) Can Get Business

Real Estate Agent with Coldwell Banker Cascade Real Estate

Reading AR this morning, there seem to be a lot of posts and questions about how to get clients. So I thought I would add my two cents, since it has been a long time since I last posted.


First of all the question should reall be "how do I get and keep clients" If you are only worried about the getting you wont be in business long.


Next many seem to think there is a quick and easy way. Not so; not going to happen. One thing and one ting only will help you get and keep clients ... WORK...TaDa... not very exciting? Then go to work someplace else. 


People are also looking for a magic bullet. "What is the best way?". There is no best way. It is a function of you, your experience, drive and background and work ethic. You wanna talk SEO? Or Socal media or door knocking or cold calling.... or how about emails, blogging and Tweets or buying leads? People they are all the same... that is they are all JUST TOOLS. Just like a pitcher in the Series can choose a slider, curve, sinker, fast ball or knuckle ball... they too are just tools, each chosen and adapted for a particular expectation and target. If all a pitcher can do is throw fast... he may not last. If all you will do is answer a phone you will not last. 


Look around, what are the hitters in your market place doing? Call one up, go to coffee and talk business...listen and learn (by the way in sales speaking of learn... learn to shut up and listen... often he who talks first is the loser). Take advantag of free stuff (too bad about Lowe's), get to know people. TALK with people... in the office, at lunch, in a club. 


In short find your place in the market. Some people are transactional oriented and in a hot market that can work but in 2007-2010 a lot of transactional people found out there was more to the business and the relationship people stayed relative busy... but both can work it is really how do you work. 


So go to work, every day... (home offices are great but they can be a trap too) at your office, at least a coupe hours a day... then work at home. Prospect EVERY SINGLE DAY, that includes staying in contact with past clients. Remember, it is a pipeline and you have to keep it full. If last Spring you were happy with three pendings a month... with the new regulations you will now need 4.5 pendings a month as your closing horizion just moved at least a half month on you. But most of all enjoy what you do... otherwise it shows... you may not think so but it does and is a turn off to clients. 

Tempus Fugit!

Posted by

Perrin Cornell, Broker, ABR

Century 21 Esclusively

135 N. Missin

Wenatchee, WA 98801

Web Site


Comments (2)

Troy Erickson AZ Realtor (602) 295-6807
HomeSmart - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Perrin - You offer some great advice for anyone looking to generate new business and retain clients for life. I would say to meet with a few different successful agents and figure out what you might feel comfortable trying, or doing. You must be consistent, and give it some time before you give up as well.

Nov 03, 2015 01:38 PM
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA

Troy Erickson, good point... it takes time. Occasionally, one call or one card will score big (but even then it often the result of past actions), but as you point out be consistent. 

Nov 03, 2015 11:23 PM