The New Kid On The Block Can Compete With The Top Dog | Think About It

Managing Real Estate Broker with RE/MAX Executive Realty 104763

All Realtors are not created equally, but we’re all targeting the same “game.”  We each have a different approach.  Each of us will present ourselves with a variety of qualifications. Some have much more than others, and newly licensed agents have the least. 

The number of years in the real estate business means something.  A newly licensed agent cannot compete with a seasoned agent, when it comes to experience.  When the “work experience” is not there, the agent is at a great disadvantage!!

There’s always a way to work around the experience factor. I can remember an agent calling me just before her first listing presentation and asking how she would compete with experienced agents who had already made their presentations. This particular agent had a graduate degree in marketing. My answer to her was to say, “listing agents are marketing agents, and who would be more well-versed on marketing than an agent with a graduate degree in marketing?” The listing was hers immediately.

Market share is very important.  An agent who has the majority of the market and works in an office that has captured the majority of the market share has an advantage over all other real estate agents.  Every agent in a top producing real estate office has an edge over agents in other offices, no matter what their experience may be.  When an agent is affiliated with top producers, the business is easier to close, even if that specific agent is not a top producer.  It’s easy to ride on the coat tails of top producers.

Do you discuss market share when you’re on a listing appointment?  You can be assured that "top producing agents are discussing this fact" along with marketing and how they make the phone ring to capture the majority of the market.  Are you prepared to compete with that?  If not, get your game on and think about what you have to offer that will allow you to compete. New and minimally experienced agents, there’s always a way to compete with the top dog.

Just another thought for the moment….

Posted by


Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038


Exclusive Marketing Agent for The Todaro Team


             Copyright © 2009 - 2018 Barbara Todaro

                               All Rights Reserved



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 09/03/2018 01:00 AM
Real Estate Best Practices
The Art Of Marketing You
Bartender, Make it a Double
Old Farts Club

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Khash Saghafi
Liberty Home Mortgage Corporation - Cleveland, OH
Mortgage Loan Officer, Cleveland Ohio

This is such great advice to ALL salespeople Barb!! I loved it.

Jun 02, 2018 05:36 AM #11
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

There will always be a lot of competition for us and that is why I feel it is so very important for us to stay top of mind with our sphere.

Jun 02, 2018 06:53 AM #12
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Barbara, since our market has been off the charts now for 5 years, we have seen a huge increase of newbies entering into this business.  They are doing very well right away.   You have some serious points here to think about! 

Jun 02, 2018 07:00 AM #13
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning again Barbara. You are soooooo smart. Everyone can compete with what they have.

Jun 02, 2018 07:12 AM #14
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Barbara, Your wisdom comes out again on this subject.  Yes we are seeing lots of newbies now that the market is good again.


Jun 02, 2018 07:16 AM #15
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

thanks, everyone, for your nice comments....

Jun 02, 2018 07:17 AM #16
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

This is one of the reasons I moved back to my former share.  Both offices were the same company, but one was a known quantity, the other, not so much.  I'm now back in the office with the mega top producers and my business, with only that tweek, is already better.

Jun 02, 2018 07:50 AM #17
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

This is excellent advice to share and I will schedule a September reblog.

Have an outstanding weekend.

Jun 02, 2018 08:09 AM #18
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

BarbaraT- let's face it, real estate agents are in market the property and you market yourself!  Know your product that you're selling, know how it stands out above all others. 

Jun 02, 2018 09:36 AM #19
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Chris Ann Cleland an office is a reflection of the agents who work there.....if you're in a top office, everyone who works there benefits from what each other do for production....

Jun 02, 2018 10:05 AM #20
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Thanks, Roy Kelley in advance...

Kathy Streib when we market, we market the product, the office and ourselves.....all benefit...

Jun 02, 2018 10:07 AM #21
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

An agent with our company told me the other day that all agents get business from their SOI or referrals. She was fairly shocked when I told her I don't. Well, I get referrals, but most of my business originates online. I tell clients if they so easily found me online, imagine how much exposure their listings will get. You market your hot points, whatever those are.

Jun 02, 2018 02:39 PM #22
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Experience and education speak loudly in a listing preentation !

Sep 03, 2018 06:24 AM #23
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

thanks, everyone, for your nice comments.... they're always appreciated....

Nov 10, 2018 02:47 AM #24
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

When on a listing appointment Barbara Todaro  One of the main things I inform the sellers is my job is to market their home . Not only to buyers but to other agents who have the buyers . When they ask how long I have been in the business well  my 35 years is always a winning number .

Nov 10, 2018 10:13 AM #25
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Custom Home Design

Great to have a mentor to teach you the most important things to do and keep in mind.

Nov 10, 2018 03:04 PM #26
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thanks. You just gave me an idea to discuss with a new bio client. But why should I be surprised? You give me ideas all the time.

I chuckled at your comment to Hannah. I've known agents who have been in the business for 20+ years and didn't know any more than someone fresh out of real estate school. In fact, they didn't know as much, because they didn't bother to keep up with changes in the laws, etc. (When I was an agent you didn't need to learn the material to pass CE classes.)

Nov 10, 2018 08:58 PM #27
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Barbara

You've shared some pretty wise advice here about how to compete effectively. Experience comes in many forms!


Nov 10, 2018 10:06 PM #28
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Barbara Todaro,

As usually you have the best advice! Competing takes thinking outside of the box. There is always a way to make your abilities stand out if you just listen to what they are looking can make it happen.

Nov 12, 2018 01:47 PM #29
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great points!  Competing and finding an edge if you aren't experienced poses an interesting dilemma - sort of.  As you  point out, using past experiences to contribute to a listing presentation is gold!   

Nov 15, 2018 02:22 PM #30
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