The More Listings You Have, The More Listings You'll Earn

Education & Training with Demetree School of Real Estate

Have you ever had to push a stalled car? If so, you know that it takes more energy to get it going than to keep it going. This is not just perception, it’s a law. Sir Isaac Newton said an object at rest tends to stay at rest unless acted upon by an outside force. Likewise, an object in motion tends to stay in motion unless acted upon by an outside force.

What does this have to do with real estate?

The first listing you earn will take a herculean amount of effort to get, so will the second, and the third. After a while, each listing doesn’t take as much effort. You are working just as hard because instead of a few clients, you are working with dozens of clients.  But you are getting referrals, have more credibility, and are better at what you are doing.

When you first start your real estate career, you are like the stalled car. It takes a lot of effort to get it moving. If you’ve ever pushed a stalled car, you know that once someone starts pushing a car, it’s almost inevitable that a bystander will stop their car, and get out and help. Maybe even a few people will help. Then the car has tons of momentum.

That applies to real estate as well. When you are good at what you do, people will be glad to help you. I have no problem getting my Florida real estate students to refer their friends to me. You will have that experience too if you serve your clients well. Once your real estate career becomes an object in motion, it will stay in motion unless acted upon by an outside force.

That outside force can be a pandemic. It can be a change in the market. It can be a fierce new competitor in the market. It can be anything. But if you have momentum, it will have to be a very strong outside force to stop your momentum.

Let me know if I can help your Florida real estate career gain momentum.

Comments (16)

Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

When I first started out, I didn't understand why listing was more important than helping buyers--now I know!  I do enjoy both types of transactions. This year I've had more listings and there is definately less driving around and hand holding than with buyers!

Jun 24, 2020 11:31 AM
Chris Ann Cleland
Long and Foster Real Estate - Gainesville, VA
Associate Broker, Bristow, VA

This is so true.  I mentor new agents who have a hard time getting off the starting blocks.  The ones that stick in there and get the momentum are thrilled when it kicks into motion.  It's almost like they are a plane that lifted off.

Jun 24, 2020 11:31 AM
Chris Ann Cleland

Yes, the plane analogy is a good one.  It takes an enormous amount of energy to get it off the ground.  But once it's in the air, it's like it floats effortlessly.

Jun 24, 2020 12:19 PM
Rose O'Reilly
HomeSmart Realty West - San Diego, CA
Townhomes, Seniors,7 Oaks, Oaks North, single fami

When I first started in Real Estate I could't wait to go around the neighborhood to meet. I got my first listing in 3 weeks.  My Manager said good, keep farming. It pays off


Jun 24, 2020 06:48 PM
Rose O'Reilly

Great story.  Thanks for sharing.  Keep farming!

Jun 25, 2020 06:15 AM
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes™- by eXp Realty - Vancouver, WA
REALTORS® in Clark County, WA

Listings really are the key, especially right now. It's so important to milk them for all their worth too. Send those postcards, Just Listed, Sold! - Advertise them in print media, produce videos. The more people see your name out there associated with selling houses, the better. Momentum is hard to describe in real estate, but it's true, you can almost feel the wheels turning. 

Jun 27, 2020 06:23 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Karen Climer,  You are so right on with your blog here.  We all need to earn from others and this is a good start.  Can I reblog this sometime?


Jun 27, 2020 06:35 AM
Kat Palmiotti
406-270-3667,, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

Excellent analogy! I moved into a new area (new state, new brokerage, new everything) where I didn't know anyone. I'm still working on getting that first listing. I am looking forward to it!

Jun 27, 2020 06:37 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

This is a terrific analogy, and with lots of good advice, Karen, and so many truths about the business.


Jun 27, 2020 02:07 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good evening Karen Climer ,

So glad that Carol Williams featured you post in her Second Chance Saturday Series, Excellent analogy. Will be following you on Active Rain..great advice!

Jun 27, 2020 04:39 PM
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

This is so true I did read this when Barbara Todaro  reblogged it but now I can follow you  so glad Carol Williams featured this 

Jun 29, 2020 01:41 PM
John Juarez
The Medford Real Estate Team - Fremont, CA

Momentum is so important, Karen Climer. I came across your post from last June and I had to read it. It is so important that you keep the momentum going once you taste success. More will come if you keep on doing what it takes to get more listings and make the right moves and take the necessary steps to get them sold and leave happy friends and clients in your wake.

Jan 19, 2021 03:47 PM
Roy Kelley
Retired - Gaithersburg, MD

I was looking for your current posts. 

I hope all is going well for you.

May 16, 2021 05:54 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Karen, loved this post, it is so true, I have 26 listings and five in escrow and working on another five listings as we speak Endre

Jun 05, 2021 04:14 PM
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

Hello Karen Climer - Welcome to ActiveRain! I learn and explain things best by using analogies. The example use used with illustration is perfect! Coming from Chicago, I know what it's like to push another car out of the snow or to be helped by others. Once you get the momentum going, it feels so easy and rewarding! The more people you help, the more help becomes available when you need it too!

You did a great job on the Blog Post! I look forward to following you and reading more!

Aug 17, 2021 02:53 AM
Roy Kelley
Retired - Gaithersburg, MD

Good Monday morning, Karen.

Take care, be safe and enjoy the holiday season.

Nov 22, 2021 05:17 AM
Roy Kelley
Retired - Gaithersburg, MD

Good Thursday morning, Karen.

Enjoy the holidays and be well prepared for an outstanding new year.

Dec 30, 2021 09:29 AM