Why Are The Other Agents Such A**holes?

Education & Training with Borino Productions

My student Jessica wrote: "A lot of feedback from non-realtors that they would not welcome a realtor door knocking their homes. And I've seen a lot of realtors question the practice and call it "sleazy."

Jessica, don't trust a skinny chef! Here is what I mean...

Everybody out there has opinions and advice...and most of it is worthless. See, most agents make less than $40,000 a year. You know why? Fear. Fear of discomfort. Rejection. Fear of hard work. Deep rooted self-doubt, poor self-esteem, money issues...

So here you are, full of passion and hope and enthusiasm... All of a sudden YOU are willing to break through the comfort zone and get out there and GET SHIT DONE. That scares the $40K crowd. It makes them VERY uncomfortable because here you go - willing to do something THEY can't do! So they will dump all their worthless judgments and opinions on you just to keep YOU in place - so THEY feel better because it JUSTIFIES their failure. Crazy, I know.

Here is how to cut through all that noise, confusion and bullshit. 

You wanna get out there and do something out of the ordinary (meaning something an ordinary, average agent would not do), ask yourself: Does it work? Will this get me clients and listings? Is this a good investment on my time? Is it profitable and productive activity?

When it comes to visiting expireds and FSBOs in person, the answer is YES. It is the most effective way to build connection and TRUST quickly.

So just follow the system:

  1. Call them first to see if they have relisted. Short chat. Easy and quick.
  2. Visit them in person. Drop of the expired package or the FSBO package. 10 minute conversation. Qualify. Build trust. Find their CDE. Then set up an appointment or put them on follow up. You will find very quickly that most people are actually very nice and friendly. Go figure!
  3. Follow up with them. Mail them and call them back. Most of the conversions will happen during your follow up.
  4. Repeat.

Remember -- you are a professional high-status agent who is ACTIVELY WORKING. Hustling and working hard to find good clients... To help sellers and to put food on your table. There is NOTHING sleazy about that. On contrary. It is to this day how HONEST successful people become rich. So get out there and Go Get 'em!

Your Coach

Comments (62)

Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Eighteen Years Experience in Brevard County

The only agent I ever criticize is the one I see in the mirror every morning. Do what works for you.

Dec 18, 2015 10:23 PM
Borino - The Real Estate Coach

Gary L. Waters, Broker Owner, Waters Realty of Brevard, LLC 

Even that one - or especially the one in the mirror needs encouragement, Gary. Not a critique. 

Dec 19, 2015 03:40 AM
Valerie Crowell
Keller Williams - Walnut Creek, CA
Broker Associate

I don't love door knocking but I do love living indoors.  I'll door knock every new listing, I don't door knock my farm any more simply because everyone knows me and I generally see everyone once a year by happenstance.  I live in my farm.  But I made what the average agent makes last month and will do it again this month.  I'm a little afraid to door knock regularly! ;-)

Dec 18, 2015 10:33 PM
Borino - The Real Estate Coach

Valerie Crowell 

I don't know anyone who LOVES it, Valerie. But I do know agents who make a great living ACTIVELY prospecting for business. Some of my students earn over $1 million a year, and without complicated marketing or expensive advertising. 

Dec 19, 2015 03:42 AM
Theresa Akin

Before I contact an Expired or FSBO I do my due diligence and see if there is a history in the MLS on the property. Just because the prior listing agent states in the agent remarks not to contact the seller, means nothing. Often the listing agent just doesn't want another agent to have the opportunity to sell/market the property better than they did. Like I said though do your due diligence before contacting the seller. That also goes for abandoned property. There may be a MLS history on it. If some one tells me I won't like it, I tell them, I need to check it for myself.  

Dec 19, 2015 12:47 AM
Borino - The Real Estate Coach

Theresa Akin 

That's a smart approach, Theresa. The more you know going in the better. 

Dec 19, 2015 03:43 AM
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

I am not a big fan of comparing myself to others. We are all so different. You are Right there are those that make business decisions out of fear. I choose not to do that no matter what names or labels they want to put on me. I do what works for me and I track it to make sure it is the best model for me.


Dec 19, 2015 02:45 AM
John Dotson
Preferred Properties of Highlands, Inc. - Highlands, NC - Highlands, NC
The experience to get you to the other side!

FOLLOW UP!!  That is the best medicine for a nagging downturn on listings.

It is funny that a lot of us think we are bothering people when we contact them.  NO, most folks want to deal with a person they know is ALIVE!!!

Dec 19, 2015 02:53 AM
Borino - The Real Estate Coach

John Dotson 

So true, John. And most people (especially today) appreciate a REAL person being othter actively working (WOW, what a concept ;)

Dec 19, 2015 03:44 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

These are great ways to get started. Lead generation is tough at the beginning. Could I be making more by knocking on doors, probably, but I also like to enjoy my work and I am happy that I don't need to do this.

Dec 19, 2015 03:12 AM
Praful Thakkar

Now that is true for me, Borino - The Real Estate Coach 

I am happy with my stream of referrals - more than I can handle.

It's the growth path that I am thinking of. These additional leads may be for my future team.

Dec 19, 2015 04:09 AM
Borino - The Real Estate Coach

Karen Fiddler, Broker/Owner 

And that' perfectly all right, Karen. As long as you're happy and as long as the income is good, no need to change. 

Dec 19, 2015 03:45 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

Interesting that the faceless members agree with each other, hmmmm lol

Dec 19, 2015 03:12 AM
Borino - The Real Estate Coach

Well, in their defense, Karen, even with all these cool spelling tools I mangle English on a pro level -- LOL

Dec 19, 2015 04:02 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Getting leads has never been a problem for me ... it's finding the time to service all of them!  And I have to be honest cold-calling and/or ringing doorbells has never been part of my marketing strategy.  I find there are so many other things that work for me. So I'll keep on keeping on!  I did enjoy your blog and believe every person has different skills and needs to do the things they feel most comfortable with.  Thanks!

Dec 19, 2015 04:27 AM
Borino - The Real Estate Coach

Diana Dahlberg 

Thanks, Diana. A good way to measure each strategy is to add up how much you enjoy doing something + what results in terms of clients and $$ it's generating. 

Dec 21, 2015 07:49 AM
Mike Cooper, Broker VA,WV, MD
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Borino, it really does take a fire down in the belly, and rejection, shoot, everyone gets rejected at some point about something. It's a hiccup in the span of a life. Say excuse me and move on. 

Dec 19, 2015 06:15 AM
Borino - The Real Estate Coach

Mike Cooper 

So true, Mike... We ALL get rejected, daily. Part of life. No need for drama. Moving on... :)
Great pic, btw! 

Dec 21, 2015 07:50 AM
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Provocative comments about sales people from other sales people! Great post.

Dec 19, 2015 06:45 AM
Virtual Realty Consultants
Virtual Realty Consultants LLC - Wellesley, MA
Making the American Dream a Reality

Well said, but could have been said better without the R-rated language and the self promotion (ads) was a turn-off.

Dec 19, 2015 07:31 AM
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

I've made out very well in targeting and door knocking distressed properties. It works!

Dec 19, 2015 12:46 PM
Michael Blue
Home Smart Realty West - Encinitas, CA
REALTOR - 760-889-8877, Encinitas/Carlsbad

The best years of my real estate business always included promotions, delivered via door knocking and mail. Also, I would visit Fisbo and xpireds in person. Sounds like what they call the old business model. Many get off websites and the internet, pay per click etc but in person contact is number 1 for me.

Dec 19, 2015 01:20 PM
Borino - The Real Estate Coach

Michael Blue 

See Mike, I don't think there is there is old or new model as much as there is stuff that works - that brings leads, listings and income.... and stuff that does not. Yes, some of the tools are new, but real estate is still a PEOPLE business. 

Dec 21, 2015 07:54 AM
Lisa Friedman
Great American Dream Realty - Essex, VT
30 Years of Real Estate Experience!

I love doorknocking and really need to make the time to do it more often. Yes, two agents can approach the same lead and walk away leaving two vastly different impressions with very different results.

Dec 20, 2015 08:41 AM
Cheri Long
Metro Brokers/Priority Properties, Inc. - Centennial, CO
Metro Denver Realtor- Your Home is my PRIORITY

"A lot of feedback from non-realtors that they would not welcome a realtor door knocking their homes. And I've seen a lot of realtors question the practice and call it "sleazy."


I'm confused.  Is she saying that she's ok with licensees but not REALTORS or is she misusing the term REALTOR to mean anyone selling real estate?  Or that  one does it better/worse because of their status in real estate?

I would think the non-REALTOR (licensee) wouldn't want to compete with a REALTOR because of the statistics of which is more successful, higher level of education and higher level of ethics.  


But maybe I am not understanding her statement.  

Dec 21, 2015 01:55 PM
Borino - The Real Estate Coach

Cheri Long 

I think she meant general public does not appreciate agents coming to the door, Cheri. 

Dec 21, 2015 09:48 PM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Maybe just maybe I am going to go after some FSBOs and expired this coming year.  My husband who helps me with marketing tells me I should do it.  He is my real estate photographer and he keeps telling me that he will even take a couple of FREE pics for the FSBO to help them out.  He can even create a website and place the FSBOs on it for them.  Most FSBOs realize how much work it really is to sell a home and go with a Realtor at some point.

Dec 22, 2015 08:54 AM
Borino - The Real Estate Coach

Sheri Sperry 

That is a GREAT idea, Sheri. Being cool and HELPFUL is by far the best strategy (and not just with FSBOs, obviously). 

Jan 02, 2016 10:11 PM
Marie Haydock
Evergreen Global Homes & Land | RSVP Real Estate - Redmond, WA
Simplifying Real Estate

Hi Borino.  Absolutely, sleezyness is in how you approach a situation.  Come forward to offer your expertise and services in a strong, honorable manner, and there's no sleezyness about it.  


And bottom line when it comes to prospecting, there's no such thing as a free lunch.  We pay with our time or our cash.  No way around it.  Door knocking is a perfectly legit and successful method of prospecting.

Dec 23, 2015 12:49 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I don't understand what the title of this blog has to do with the copy.  Other agents are a-holes because they look down on different forms of prospecting?

Dec 23, 2015 01:11 AM
Borino - The Real Estate Coach

Mary Hutchison, SRES, ABR 

It's more than just 'looking down', Mary. It's the crabs in the bucket mentality where the bunch actively pulls down anyone who attempts to break free to do something more than just sit around and wait for the business to show up. 

Jan 02, 2016 10:15 PM
Eren Millam
Realty World Cosser & Associates, Inc. - Chehalis, WA
Certified Negotiation Expert

As a new agent, door knocking was a necessity. Although I only did it once, I gained about 1 client per hour in a rural area. Make sure you wear comfortable walking shoes and socks, bring water, and watch out for animals! I like your down to earth post, Borino!

Dec 30, 2015 01:38 PM
Borino - The Real Estate Coach

Eren Millam 

Thanks, Eren!

Jan 02, 2016 10:16 PM
MaryBeth Mills Muldowney
TradeWinds Realty Group LLC - Braintree, MA
Massachusetts Broker Owner

I had an older agent (way back when) call me BOLD for new ideas.  I took it as an insult until I grew in to our profession and now I take it as a compliment in the fact that BOLD means Better Odds and Less Debt - Better Odds of attaining the desired Client whether Seller or Buyer and Less Debt as in a higher income.

That was a long time ago, it hurt my feelings then but think on it now and have a good giggle.  



Dec 31, 2015 08:21 AM
Borino - The Real Estate Coach

MaryBeth Mills Muldowney 

I like BOLD, Mary! 

Jan 02, 2016 10:17 PM