Increasing your client base, my 6 step "how to" guide.

Real Estate Broker/Owner CA#01772851 HI#RB21268


When you go into real estate, the information they have you study to take the test sounds like a job description, but don't be fooled. It is NOTHING like what you will actually be doing. The simplistic information tells you the functions of a real estate agent the way real estate might have been done decades ago. Unless they updated the books during the past 11 years since I took the initial courses.

What I don't remember in the course material is what it takes to go out there day after day and make new connections, or keep up with those you have already in your data bank. Some agents rely on these lists to bring them new business.

Others get coaches who primarily keep the new agent motivated and a way to go forward with each day. I remember one agent who volunteered last year at the Carmel Art Festival. It was her mission to "touch" 100 people a day and tell them that she's in real estate. And she did that but forgot a prime factor:


Here are 6 things I religiously do pretty much every day:

1. Every day I stop to chat with, let's say, 10 people. Sitting down helps, because you are more relaxed.

2. I try to make the talk about them, meaningful ie. finding out what's happening in their life. This could be about their husband, wife, kids, their neighbors, etc.

3. The minute something comes up that could be real estate related, I remind them I am a real estate broker. This even to my closest friends!

4. I try to find a way where I can get some helpful information for them, something where I have to get back to them, email them or whatever. It could be a zoning thing, are you allowed to prune your neighbors tree if it overhangs your property, what the person down the street is selling his home for, you get my drift.

5. Follow up.

6. I also hand out my business card left and right when I talk to people. The front of the business card has enough space for me to write a note or two--it might be a telephone number I'm giving them, or an email address of someone else--while the back has my real estate information on it.

Just think, over a one year period that is more than 3500 personal contacts!

Obviously, these are not necessarily 3500 "unique" contacts because you will go back and see some of them several times over the course of the year. Still, it's a whole lot, some of them interwoven, because you will meet up with their friends, maybe family and business associates.

And then the hard work starts, to ferret out those who want to buy and sell. But at least I have a base from which to start.



Posted by

Hella Rothwell at Carmel Beach during Concours WeekCarmel-by-the-Sea Beach and Pebble Beach Golf Course California

Whether buying or selling oceanfront, oceanview, commercial or any type of real estate in Carmel, Pebble Beach, Pacific Grove, Monterey, Carmel Valley and Big Sur, I can help you. Call me and let's meet in my Carmel-by-the-Sea office in Su Vecino Court on Dolores between 5th & 6th.

Or we can just chat on the phone to discuss your real estate needs.

Are you out of the area? No problem, I often never even meet my clients. The whole transaction is handled long distance.

As an independent real estate broker licensed in California and Hawaii, I can represent you with residential real estate, commercial properties & investment opportunities.

For more information &


Member: National Association of REALTORS, California Association of REALTORS, Hawaii Association of REALTORS, Del Norte Association of REALTORS, Honolulu Board of REALTORS. Also MLS Listings in California.


Hella Mitschke Rothwell (R)

Real Estate Broker/Owner/Realtor®
Licensed in California #01772851 & Hawaii #RB-21268

Tel. 831-626-4000 

Fax 1-877-822-9332

ROTHWELL REALTY INC.: Su Vecino Court, Lincoln & Dolores between 5th & 6th, Carmel-by-the-Sea, CA 93921


MAILING: P.O. Box 4554, Carmel-by-the-Sea, CA 93921


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Disclaimer: Hella Rothwell does not guarantee nor is in any way responsible for the accuracy of the information provided herein, and provides said information without warranties of any kind, either expressed or implied.


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Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

Great idea and suggestions, both for new agent as well as some of us that have been around a while. Good to take a fresh approach from time to time and increase your contacts. Besides, it's fun to meet an learn about new people. 

Jun 03, 2017 07:47 PM #1
Eva B. Liland with Century 21 Doug Anderson
Century 21 Doug Anderson - Lancaster, CA
Glad to be of Service

My broker insists on me for doing that at least 5 times a day but to me, I hardly do it. I prefer to have a more relaxed way of doing it but I do not hesitate once the situation is right.

Jun 03, 2017 08:00 PM #2
John Pusa
Berkshire Hathaway Home Services Crest - Glendale, CA
Your All Time Realtor With Exceptional Service

Hella M. Rothwell, Broker/Realtor® Those are very good tips to increase client base.

Jun 04, 2017 09:17 AM #3
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Hella M. Rothwell, Broker/Realtor®

Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea
How can I help you with Carmel, California real estate?
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