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Do Agents Run their Business by Going wherever their Car takes them ?

Real Estate Agent with KW Elite

      Several times a year I am hired by 4 different

Realtor Associations to teach a full day on Business 

Planning . I have each participant introduce them-

selves to the class and tell us what either their 

niche is or Primarily Market is . Through the years

I’ve been shocked by how many answer by saying -

“Wherever My Car Takes Me .” 
        On Page One of our Seminar I warm up the 

class with several quotes. Those that fail to plan ,

have planned to Fail !  Also , you can not hit a 

Target that you do not have . Before we get to our

Lunch Break, I introduce the concept of being 

Purpose Driven . I then quote Zig Ziglar from his 

Timeless Classic -See You at the Top. “ You will 

never get anywhere as a Wandering Generality, 

you Must Become a Meaningful Specific !” 
        To compete with 1,500 Agents in the typical 

Realtor Association in your Market , your Business 

must be well defined . You have two ways to go to

accomplish this . You need a Niche which will Brand 

You as a Specialist in a defined area of Real Estate.

Or you will have to become the Mayor of a well 

defined Geographical Target Audience. It will take 

you 3-5 years of Content Marketing and collecting 

their Emails for your data base ( until they see you 

as one of the “Go To Realtors in this Market ). You 

will focus your energy with a goal of 2,000 Emails 

in your Data Base . At a 50-1 Ratio, 2,000 will create 

40 closed sides/ units per year . You clearly will be              

In the top 10%( if not higher) of your marketplace !

       Sadly as the day ends , all have been shown 

the path to Success . But unfortunately many 

attendees are only “Hearers of the word and not 

Doers of the word !” They will place their whole 

future wherever their Car Takes Them .




Posted by


Michael J. Perry




1280 Plaza Blvd. , Lancaster, PA 17601

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Longtime West Lampeter resident and Lancaster County Realtor!


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Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Michael, that is why newbie REALTORS have a hard time staying in the business!

Jan 29, 2023 07:49 AM
faye schubert
Retired - Branson, MO
Living the Branson Lake Life

Totally agree with everything you stated!

If someone is wanting to live in a specific community, they're going to look for that "community expert".


Say "hi" to derek  webb for me in Lancaster KW!

Jan 29, 2023 07:55 AM
Michael J. Perry

Derek is doing real well and now has a Team !

Jan 29, 2023 08:07 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Michael - I think "wherever the car takes you" is a vehicle that drives many new agents as they seek opportunities.  Time, experience and an analysis of both can help add perspective.  

Jan 29, 2023 07:59 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Michael,

I'm sure your classes are well attended! Every point you mention is crucial to being successful in real estate. You have to define your business, understand who you want to work with, how can you reach them, have a plan, work it and measure your results. Just going where your car takes you will not cut it!

Jan 29, 2023 08:02 AM
Adam Feinberg
Elegran - Manhattan, NY
NYC Condo, Co-op, and Townhouse Advisor

Most agents don't have cars in my market, so if I were to replace cars with subway/taxi/uber/etc. that works better here. There are somewhere between 27,000 and 30,000 agents in Manhattan. Yes, for most agents, they go where the business takes them within at least 3 boroughs- Manhattan, Brooklyn, Queens. Personally, I don't like that approach- though I entirely understand it. Our firm provides a lot of free leads to agents typically in a open first to respond situation - so when a $2m+ lead comes in, most agents are rushing to grab the lead- no matter where the lead is looking. I am pretty rare that I don't respond to the leads that are outside of my preferred area (a handful of blocks I might make an exception for- but I am not looking for leads all over town). When most of my clients are in a concentrated area- I can give everyone more time and attention. When I have a client way outside of that area- I can't give them the same level of attention- and odds are, it's taking time away from the rest of the clients. Not only that- by focusing on areas that are local to me- in very walkable neighborhoods- I can sometimes be walking with a new client and bump into a very happy closed client (or I have bumped into past clients in their own building with a new client in tow)...you can't buy that kind of advertising. 

Jan 29, 2023 08:17 AM
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
NC Real Estate Transition & Relocation 919-602-848

Michael, my car takes me where I want to go because I have a plan before I get in my car. If I got in my car without a plan, I'd stall. 

Jan 29, 2023 08:45 AM
Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em: golfArizona@cox.net

Happy Sunday, sit back this afternoon and enjoy two great football games.  I will be rooting for San Fran because the rookie QB Brock is from my City, Gilbert Arizona.  Also, the Bengal's. Bill 

Jan 29, 2023 12:00 PM
Michael J. Perry

Fly Eagles Fly !

Jan 29, 2023 12:12 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Michael- well said!! I think that so many new and existing agents fail because they drive their business without any map or GPS to guide them.  You have to have a plan and to have a plan, you have to know where you want to go                                                                                                                                                                                                                                                                                                                                                                                                           

Jan 29, 2023 05:20 PM
Ed Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

A professional knows where he wants to go and sets a path that will take him there and of course it will be by car.

Jan 29, 2023 06:19 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Michael J. Perry  what an awesome post and glad you get to go out and about to preach the wisdom.... one can never go wrong with quoting and paraphrasing Zig Ziglar, I am thrilled I had met him in my life time, Endre

Jan 29, 2023 10:12 PM
Joe Jackson
Keller Williams Capital Partners Realty - Columbus, OH
Clintonville and Central Ohio Real Estate Expert

This is an excellent post with great information. Thanks for sharing it.

Have a super fantastic week!
Joe Jackson, Realtor-KWCP

Jan 30, 2023 05:14 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

Brand new agents don't want to miss any potential business so they often say yes to everything. It takes a while to understand the important of focusing.

Jan 30, 2023 05:20 AM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

24 years ago we were taught to hustle to get business and since I was in my mid 40s  and on my third career path….

Jan 30, 2023 10:34 PM
Edward Gilmartin
CRE - Boston, MA

It’s wise to focus on certain area and be the expert on that rather than just working haphazard

Jan 31, 2023 05:20 AM
Roy Kelley
Retired - Gaithersburg, MD

Thanks for sharing some of your personal experience.

Many fail in the real estate business because they do not have a plan that will lead to success.

Feb 01, 2023 10:42 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
The Grit and Gratitude Agent

Very true words of wisdom. There is a distinct difference between a business plan (given to the banks) and a strategic thinking plan. Not only must there be a plan, but one that is reviewed at least weekly. Shoving the plan into a drawer does no one any good. Goal setting and goal planning should be infused into the high school curriculum.

Feb 02, 2023 05:01 AM
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo and Home Specialists

I remember two newbies rehearsing before going on a CMA. I overheard one of them say "do you even know where Long Island's South Shore is? Clearly they had no idea who their audience was or how to get there!

Feb 06, 2023 06:30 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

This had okay traffic , but received no readership help from AR

Feb 22, 2023 05:31 PM