Ask An Ambassador: Many Pipes To Fill The Pipeline

Real Estate Agent with RE/MAX Elite 513.520.5305 SAL.2002007747


To thrive in real estate you need some diversity in how you acquire your business.

Become too dependent upon any one source and you can find yourself trying to drink from a dry pipe. 

For awhile short sales and bank foreclosures were the name of the game.  Some agents feasted big time on the glut of distressed properties.  Today as our market has rebounded, very few home sellers need to contemplate a short sale.  And the newspaper pages devoted to required advertising of pending foreclosures has shrunk significantly.  The agents that didn't prepare for the shift are hurting now.


There are many ways to keep your business pipeline filling:

Of course past clients are some of the best for providing future business either as they return for another round, or they send you potential clients.  They know you, they know how you do business, so do things right and there's a cornucopia of potential (providing you stay in touch).

Direct mail, especially targeted mailings work if done right.

Social media can also work.  Facebook, Instagram, Pinterest, pick your venue, they have potential if you have the personality and the willingness.

Blogging is working the long game.  It's not a quick fix, but steadily applied with the right topics blogging can provide a steady supply to your pipeline.  And if you can develop a reputation in a niche, that supply can be even bigger.

Websites.  LOVE how our IDX pages attract buyers, and typically buyers that are closer to acting when they reach out.

Doorknocking and cold calling.  It's not for everyone (us included), but there are those that swear by them.

Open houses and more open houses.  Again, not for everyone, but there's business to be gained. 

Pay for it.  Some are quite successful with paying for leads, but you better have the systems (and the time) to make sure you follow up or you'll be another claiming "online leads suck!".

Not to be forgotten, just plain getting out in public and letting people know what you do.  A couple of years ago I went to a hockey game with some engineering coworkers.  A conversation there has turned into a long term relationship as someone's go to agent.  It'll be a purchase and a sale, all because I decided to take a night off and have some fun!

And another "of course"?  Be consistent.  Very few of these methods work as a one and done technique.  It's work applying your expertise across multiple methods.  And once something is working, DON'T STOP. I can't count the number of times I've heard someone say "I got too busy to blog...and then I wasn't busy anymore".  So even if not at the same rate as initially needed to establish a presence, keep at it.



Until next Tuesday, just Ask An Ambassador if you need help!

Bill of Liz and Bill aka BLiz



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Serving Warren County Ohio & Adjacent Areas

The Liz Spear Team of RE/MAX Elite
Elizabeth Spear, ABR, CRS, Ohio License SAL.2002007747

William (Bill) Spear, CRS, Ohio License SAL.2004011109  Kentucky 77938
Ask for us by name if you visit the office!

EHO Two locations: Lebanon & Mason, OH
Bill Direct:  513-520-5305
Liz Direct: 513-265-3004     
Fax: 866-302-8418


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Gordon Crawford
Gordon Crawford Home Selling Team - Morristown, NJ
Your Morris County Specialist!

Bill & Liz, Wonderful words of wisdom!  The consistency is also key.  Too many agents try things for a couple of months and then let it fall by the wayside.  Thanks so much for sharing.

Nov 08, 2017 04:15 AM #14
Mike Cooper
Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Sales Pro

Great list, Bliz. I do most. The doorknocking doesn't work for me, so I don't do it. Beyond that, most of your suggestions are incorporated in what we do. 

Nov 08, 2017 05:01 AM #15
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

Networking with the other AR bloggers... I find it is one sided when you make comments and your blogging partner for knowledge does not reciprocate. Wonder why that is, why that happens?

Nov 08, 2017 06:03 AM #16
Susan Mangigian
RE/MAX Preferred, West Chester, PA, RS152252A - West Chester, PA
Chester & Delaware County Homes, Delaware and Ches

Pipelines are a hot topic here and that's where I thought this post was going.  Sunoco's Mariner II going through a highly populated area (the corner of my street for one) so understandably, I see pipeline and I see red.  Your post is much more appreciated.  Thanks, as always.

Nov 08, 2017 06:08 AM #17
Nogui Aramburo
Linda Craft & Team, REALTORS® - Raleigh, NC
Real Estate Professional in the Raleigh Area

SOLID tips for keeping that pipeline full! I would also add, work on getting reviews from past clients. Great post.

Nov 08, 2017 06:43 AM #18
Patricia Feager
Selling Homes Changing Lives

Liz and Bill Spear - Congratulations on your feature. With 2017 wrapping up quickly, this is good advice for planning goals.

May you have a wonderful day!

Nov 08, 2017 06:56 AM #19
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

What an important post!

One pipe can go dry quickly. Your illustration of short sales is spot on.

The market is always changing but it does not have to run us out of business.

Your points will lead us to success.


Nov 08, 2017 07:07 AM #20
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

We discussed this at AR local meeting not long ago. Many agents never mail, not a rainmaker, never knocked on my door she gets 70% of the listings in the area among 1500 realtors and brokers.  Someone thought her husband was in lending business.  No he was a cop. Discussed it with a title company sales. She is just plain good and I have fairly pleasant experience. 

Nov 08, 2017 07:07 AM #21
Ben DeHaven
Haven Realty & Investments - Winter Haven, FL
Proudly serving Winter Haven & Lakeland, Florida

There are many pipes to fill. I see a lot of people trying to fill too many and neglecting them all instead of focusing on a few and making it RAIN.

Nov 08, 2017 08:05 AM #22
Mick Michaud
Distinctly Texas Lifestyle Properties, LLC Office:682/498-3107 - Granbury, TX
Your Texas Lifestyle is Here!

All tried and true methods  Consistency is the key, always.   I also put out POS catalogs and favorite cafes and restaurants with the owners'/managers' permission.   I've picked up business just by wearing my name tag when I go out to run personal errands.  It's amazing. 

Nov 08, 2017 08:13 AM #23
Anna Banana Kruchten CRB, CRS, Broker
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

Bliz a wise mentor of mine said once sometimes laying 'new' pipes is a good solution.  I have used that often over the years while teaching agents that are stuck. It's that old saying of doing the same thing over and over and expecting different results.

Nov 08, 2017 09:22 AM #24
Martha Gomez
Houston, TX
Realty ONE Group

Consistency and staying in touch.

Nov 08, 2017 10:10 AM #25
Betsy N. Robinson - Serving the Sandhills, NC
Everything Pines Partners, LLC. - Whispering Pines, NC

"Find a void and fill it"; "figure out why someone would hire you rather than all the other competitiors and DO it"; "distinguish yourself from the pact in a way that is meaningful (brings value) to your target market".  Those have been my mottos throughout my varied careers and they seem to work in Real Estate as well.

Nov 08, 2017 11:39 AM #26
Luke Acree
ReminderMedia - King of Prussia, PA
Making Agents Memorable

In every one of these areas, consistency beats creativity, but a strong combination of the two makes for a home run

Nov 08, 2017 12:26 PM #27
MaryKay Shumway
The Kellstrom Ray Agency, Inc. (Est. 1948) - Sister Bay, WI
Door County Wisconsin's Real Estate Expert

Thanks for the inspiration today!!


Nov 08, 2017 01:44 PM #28
Jerry Murphy, CRS, SRES
Long Realty West Valley - Anthem, AZ
Anthem, Phoenix, and Scottsdale AZ Real Estate

Persistent and consistent are the name of the game.  Thanks for an excellent post Bill.  Best wishes.

Nov 08, 2017 04:57 PM #29
Paul McFadden
Paratex - Seattle, WA
Pest Control, Seattle, WA.

In our business we have a lot of tentacles extended. Thanks!

Nov 09, 2017 07:49 AM #30
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Absolutely the primer for staying in the game. It's so easy to get busy and forget to keep up with the calls and contact our most important resource, our SOI. 

Nov 09, 2017 01:27 PM #31
Courtney Cooper
Team Leader/ Investor for Brand New Keller Williams North Seattle Office - Seattle, WA

Hi you guys - great job inspiring people with this one - hope you have a wonderful end to the week!

Nov 09, 2017 03:15 PM #32
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great thoughts here on searching different avenues for business.  Your hockey games sounds like a winner!

Nov 09, 2017 07:43 PM #33
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RE/MAX Elite Warren County OH (Cincinnati/Dayton)
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