Okay.....getting nervous here. I really love real estate.....not sure why. Haven't made any money. Been licensed a year made 1 sale in 2005 and HOPING to close on my 1 and only listing in a few weeks. I showed a loss for 2005.

I made a marketing plan with the help of another agent from here :p I hand deliver these to expireds and Unrepresented Sellers.I then call to follow up. Often the response is good......they tell me to call them in a few days and I do. Then they don't allow me to come for a listing appointment. So no listings! Really frustrated!

A local business is letting me put my seeds in a brochure stand at his register with my cards. So far the seeds are disappearing but no calls.

I walked my farm and hand delivered 300 seed packets and then followed up on phone=NOTHING

I volunteer at a kids reading group 1x/week and nothing except happy kids :p

Why would an expired seller or FSBO want seeds? I think they want to sell their house! If you want these types of sellers to work with you, you need to answer the question "why should I hire you?" The expired seller is probably mad at the last agent, but now is in more of a hurry to sell. The FSBO is either a cheapskate, had a bad experience in the past, thinks they can't afford you, or isn't motivated to sell.
These types of sellers can be difficult and there is no magic "seed" for them to grow into being your client.
If your market is anything like mine, I would focus on buyers. When there are 10-15 houses for every buyer, it might be time to change focus. My first 1 1/2 years were spent in open houses, and floor time. It was cheap, and worked very well for me. I was in a big office, but the top producers in the office saw me there everyday by 8:30am, in a suit & tie, always offering to help; they would very often pass their sign calls to me and off I went.

Ok-

I have a few questions/comments/suggestions.

It sounds like you are doing the mechanics of the job very soundly. However, its been my experience in multiple avenues of sales that sound mechanics are an enhancement to your abilities. So, I have a question: Can you close? Do you feel comfortable asking for the sale? Do you feel comfortable in the awkward silence between the time you ask for the sale and the next word spoken?

That is the key to any sales-based business. For a lot of people, it comes naturally. For most, it does not. It can be learned, however.

You need to immerse yourself in tools that will help you develop/enhance your closing skills. Do not just stay within the realm of real estate. Look at people like Tom Hopkins (he has a book/tape entitled "the art of closing" or something like that), Joe Girard, Brian Tracy, Zig Ziglar, etc.

As for RE trainers, look at Mike Ferry. From reading a lot of your posts, I am assuming you are not much of a Mike Ferry type of personality, but listen to him anyway. There is no law that says you have to follow his plan 100%.

So, that is what I would do if I were you. In the next couple of weeks, I would take every available moment of time and dedicate it to enhancing my closing skills.

Good luck!

Thanks all........valuable insight
I probably am not much of a closer or else well I WOULD CLOSE SOME FRIGGIN DEALS!
I work on my skills everyday. I use alot of Darryl Davis stuff.

Besides the seeds.....I deliver my marketing plan to expireds and fsbo's

Bauer:

Sounds like you are beating your head against the wall with the FSBOs and Expireds. Maybe try another niche. And, have you developed a business plan for yourself. And, have you developed a weekly/monthly marketing plan?

All suggestions from somebody not yet in real estate but doing a ton of research on the business.

Aimee

I hear you Agent B. I’ve done the same things. I put out over 4,500 post cards, flyers, newsletters, seeds, information on how to do this and that, in a four month period and not one response. We all know that sellers and most buyers will not lift a hand to help themselves. They won’t read anything that’s too long; they wont save your magnetic biz card or any other type of information, but they will save a note pad with your contact info, but they wont contact you. So what to do?

I put out a diskette with an estimate buyers mortgage calculator, a buyers closing cost calculator and how to avoid the 10 buyer mistakes that all buyers make. Why do I do this? At open house, I’ll have some buyers ask how much is the mortgage, taxes and insurance is. I just give them the disk and tell them to do it yourself. And, I also tell them, make as many copies as they want and give it to all their friends, co-workers, relatives and anyone who’s interested in buying a home.

I also have one for sellers, with a sellers estimate net proceeds and a home value price range with ROI. Why? How many times have you seen a TV commercial for Home values, Lending Tree, Homegain and so on. After I explain why they should not use these folks because they are only a lead generator for agents, loan brokers, moving, staging and the rest. The seller net is a great tool. When I go on broker tours, I ask the listing agent if they made out a sellers net ? Guess what, most don’t know how to. Again, I let the sellers do it themselves.

Now, I’m getting calls, believe it or not, I’m actually getting buyer and seller calls.

BTW: These disks have all my contact info embedded in them (all the calculators are cobol programs) that can not be altered. By that I mean, it wouldn’t help another Realtor to copy or steal it..

So, I guess the bottom line is, be creative, be innovated, don’t do what others do, be yourself, that’s what I’ve learned from my 101 class years ago.

Dan:

Did you have software to prepare these discs (in terms of creating the calculators and whatnot)? Sounds like a great idea!!

Aimee

Aimee;
I wrote the s/w. I also have a version on my web written in javascript.

That's awesome Dan. I am not crafty in that way!

Agent Bauer,

I can appreciate how frustrated you must feel. When I started it took forever to start getting listings. Don't give up on the expireds but change your approach. Stop dropping off a marketing plan, just knock on the door and ask if they are still thinking of selling. Engage them in conversation, ask to have a tour of the home, ask for an appointment to talk about your marketing approach. You have to be face to face to get a listing. Do not phone to follow up. Go in person. Again and again as it builds their trust in you. Tons of agents phone expireds and the seller can't recall who is who. Face to face increases your odds of listing them by a huge amount. Chase new expireds everyday and follow up the old ones every week as well. I did this successfully for quite a few years till my farm started working.

Now about your farming approach. 300 homes is not enough! You need at least 1,000 but 1500 is better still. You must deliver to them at least once per month, 3 times per month is better in the start so they begin to recognize you! Use notepads, pens, magnets etc or keep it cheap and do a monthly newsletter supplemented with a flyer or two. If you are serious about farming see www.hobbsherder.com for info on selecting a farm.
Email me and I'll send you a great article from them that outlines the approach. The seed idea is cute and would be part of a farming approach but in itself you cannot expect any consistent business from one giveaway. Do 12 or 18 more in the next 12 months and you will start to get calls.

I disagree with Fraser..300 homes is enough for a successful farm but you may not have the "right" farm. Have you analyzed it to see if it has enough turnover? Nieghborhood farming is not a quick avenue to listings. It may take up to a year of consistent farming. You must touch them 10-12 times in a year.

Make sure you send the farmn something about real estate every month. Not a postcard with an Apple Pie recipe. You want them to think of you when they have a real estate need, not when the need a recipe. But it takes time.

Same with FSBO's & Expireds. Don't give up. The key is persistence. And bag the marketing proposal. FSBO's & Expireds do not want to hear about you. Again, send them stuff to help them (especially the FSBO's). Start off by trying to help the FSBO & gain their trust. You need to be there when they are ready to list. Don't give up until they list with you or sell. Your FSBO efforts are never wasted. The FSBO may sell the house on their own but they will remember your persistence & assistance & recommend you to someone else.

It sounds like you may be giving up too easily & yes, you probably need to sharpen your sales skills.

Agent bauer surely you have a mentor that's helping you along.
You have made so many posts in the past it would seem that some of these people would turn into business for you.

Maybe they see you as weak and needy,i am not saying you are but these people are choosing somebody to do business with and it isn't you so there has to be a deciding factor you are missing.

I know by being overzealous you can look desperate and unsuccessfull.What i do is be confident but not pushy that there business isn't going to break me because i have alot going on.It's the ere of confidence that psycholigically makes the seller or buyer feel confident in your abilities and that they are making the right choice.

People always want to do business with there friends,do you go right into your spiel or do you do the small talk first?Look at photos in the house when you walk in notice hobbies,sports,kids,interests.Listen to people about there lives it breaks the ice and humanizes you instead of making you just another agent that wants commission.

Technical doesn't mean squat,i know plenty of agents that are technical at re(very good) they are also tight,mechanical,not very warm and not very approachable by potential buyers or sellers.I also know agents that are horrible with papers but do tons of business because people just love them and click and they just get there assistants to run the tight paper ship.

Be a person first and a realtor second,humanize yourself as much as possible to make it harder for them to get rid of you.The we will call you in a couple of days is a brush off,there is a reason they do not want to choose you and you have to find that out.

good luck i hope whatever it is you are missing finally clicks for you.

One more thing to add. If you are planting a "seed," you are planting a seed. They aren't going to bloom overnight.

For example, a local salon always had a beautiful bouquet of flowers on their counter. The florist had placed his magnetic business cards on the counter and I grabbed one. Just two weeks ago, at least 2 years since I grabbed the card, I called the flower shop and ordered a bouquet.

It takes time. Just keep at it. I can sense how incredibly frustrated you are. I feel for you and don't look forward to it myself.

I think I underestimated the importance of sales skills when I entered this business. I had developed a large multilevel marketing business years ago and I gained my sales skills from that experience. I had to go to strangers homes two to three nights a week to talk to a group of skeptical people about purchasing an inventory of products in pursuit of a dream.

When someone walks through the door into one of my Open Houses I just have to talk to them until I can engage them and feel things click. Same with buyers or sellers. I'm compelled to do it unless there is something I don't like about that person, then I make no effort at all and let them walk away. It's just something in me that HAS to connect in a real way with the other person and I never try to bring real estate into the conversation, but it just naturally turns out that way because it is something I'm knowledgeable and passionate about and that the other person presumably has some level of interest in or they wouldn't be there either.

I never think of myself as a salesperson, but I guess every successful real estate person has to have those skills or as Greg says, you don't get to the point in your conversation where you get the person to make decisions and commitments that move your relationship along to the next stage.

Having said all that, I didn't earn a dime my first year either - luck does play a role at this stage. Expireds and FSBO's are hard for a newbie, my mentor recommended we leave those alone until we had a track record. I sent over a dozen mailings to my farm for a year before I had even a comment about them. I've done volunteer work for 25 years in my community in positions of high visibility and leadership -- that does make a difference in my real estate business (in fact it drives most of my business). Another agent prefers to do volunteer work behind the scenes and has found that the volunteer work had zero effect on her real estate business.

I would go back to the drawing board on the business plan. This one is just not producing the results you want. This business is hard, but it shouldn't be this hard!

Bauer,
I struggled to my first half year with only three sales. Then, I stopped doing all that crap like putting your name on pencils and mailing post cards to a farm and I focused my energy on starting clubs. I started a tennis club and started going to other existing clubs. Instead of waisting my time on the same ol' stuff all the other Realtors are doing, i just sat back and made friends, had some fun and boy did that work. I am currently farming out work to other agents, I am getting refferals every week from people i meet and from people that they know. Just learn to not act like a sales agent and you will do fine

Gail - I am confused. On my thread "How Many Deals Have you Done?" you said:

"I'm in my second year. I did ten deals last year and my husband did one commercial deal. I've completed one deal this year, but have 8 listings and am in the midst of 6 transactions. . ." but on the post above you say:

"I didn't earn a dime my first year either. . ."

How did you do ten deals your first year without making a dime?

Easily - i did about the same volume and managed to show a loss on my taxes. THe cost of equipment, education (got my GRI and ePRO), gas, stationary, website and so on and so on adds up. Plus it all depends on the $ amount and co-brokes in your area. Average price here is $200,000 with 2% co-brokes typical.

Anyway, back to the OP.

Which firm are you with? You should be with a major franchise for your first year or so.

Target buyers, not sellers. Honestly, why should anyone trust their most valuable asset, their home, to someone who has little/no experience. Its easier to work with buyers at first, and remember, those buyers become sellers one day (and may recommend you to other people if they are happy with you).

Do open houses, treat everyone who walks through the door like they are royalty. Talk to them, and listen to what they have to say.

Try homegain.com - its not cheap, but you only pay a $30 a month fee + 30% commission. I think its worthwhile when you first start in the business. I had a couple of clients from this, who lead onto 2 other clients. I have since dropped it as i can generate enough business and it took up too much of my time responding to dead end leads.

Get a website. Advertise on overture or google - set a low budget, one that your comfortable with. This is very helpful if you live in a market where you get alot of people moving into the area - 90% of my clients are from out-of-town.

Oh, and a 300 house farm is a good start. Don't take on any more than that.

Good luck.

Gail, what are "co-brokes?" Also, what do you consider a low budget for google or overture?

Thanks

Actually, it was Arthur.

And, I was wondering about the 2%.

Is that 2% taken out of your 3% leaving you with a total of 1% of the total commission. Or, is it your 3% less 2%? Leaving you with 2.98 percent? Does that make any sense?

Hi changeagent, Sorry if I confused you. I started in the business in July of 2004 so I consider my first year to end in July 2005 and my second year will end July 2006. I didn't have any transactions my first year other than selling my own home and buying another home (to raise the capital to get into this business). My second year, July 2005 to the present.

When I mentioned that I've had 10 transactions and my husband has had one last year, I was referring to the 2005 calendar year. If I had to estimate how many deals will close for my full second year (July to July), I'd say 13-16.

To make things more complicated our commission year runs from April to April, and our splits are based upon those numbers.

Hope this clears things up.

Sorry Aimee, you lost me a little.

"Actually, it was Arthur" - What was?

With regards to the 2% co-brokes, 2% would come into the office, and i would get approx 1/2 of that. So, when i sell a home, i typically get 1% of the sales price for myself.

Oh, ChangeAgent addressed Gail when he meant to ask you a question.

So, you only end up getting 1%?? If I were in a 50/50 split, I'd get 1 and 1/2%%. I am confused.

I thought the total commission is typically 6%. So, 3% to seller/broker and 3% to buyer/broker.

Every market is different. Typical commissions here are anything from 4% to 5%. Rarely are they ever 6%, and not every listing agent splits 50/50 with the buyers agents.

Thats what sucks about being an agent in my town. not only are the % low, but so are the property prices. My highest deal this year was $278,000, and my highest ever was $340,000.

Well, that's hard.

I imagine each market has it's issues.

Here, it's just so expensive. People are being priced out of the market. There's really no such thing as a "starter home."

Ok, I am thoroughly confused at this point, but that's okay!

I still can't get over, Gail, how you can go from zero to 13 or 14 deals - that is just incredible to me!!!! Are the agent ratios low in your area (compared to inventory)??????? I know you said you have a lot of contacts, but if you would be willing to share just some details about where your buyers or sellers came from (just something general), that would be awesome. For instance, "x" amount came from farm marketing, "x" came from the grocery store, "x" came from open houses. I mean it sounds like your phone is just ringing off the hook. I am so envious. I can't help it!

Why is it so hard to believe that somebody like Gail can get, on average, 1 deal a month?

She has been so thorough in describing the activities that have lead to her results.

She lives in her farm. Drives it. Walks it. Goes to the local grocery store, participates in high-profile community events and organizations . . . . They know her and use her. Gail, is "The Realtor" in her town.

If you reviewed all of her posts, it would be very clear.

Well, Aimee, I have not reviewed all of her posts, and I also think that the numbers are very good considering how new she is.

I know lots of new agents and very, very few have such numbers.

Can't wait to hear your experiences once you get your license. I think it is easy to think the business is a breeze, but I've got news for you, it isn't.

Can't wait to hear your experiences once you get your license. I think it is easy to think the business is a breeze, but I've got news for you, it isn't.

Amen to that, changeagent!
I have been hiding under my covers the last 3 days.........too depressed to come out. See how much fun this biz is? I do everything to be successful.......just am not.

Got an Open House this weekend.......good house but everyone has done it already and it is going to rain Sunday.

Hi AgentBauer: I have read of your discouragement lately and I feel for you. Can you take a couple of days off and take care of yourself in an effort to come at it from a refreshed perspective's?

As far as the open house is concerned, I really think there is something to going with the expectation that it is going to be busy and outstanding!

I never said it was "a breeze." I have quickly learned that here. I don't think Gail would say it's a breeze either. From her posts, she has busted her butt.

However, Gail seems to have nailed down some systems to increase her success. Read her posts. She almost leaves a blueprint and is nice enough to write very thorough responses to everybody's questions.

She's not a kid. She's a grown woman, who has long lived in her area, and is extremely well-educated in areas other than real estate. She is probably very easy to talk to about lots of topics, other than real estate, and probably quickly gains the trust of those in her community.

Also, she sold her house to get capital to start her business. She planned in advance!

I apologize if I am coming off as nasty. I think it's easier for me to see why Gail is successful because I am an observer.

As for AgentBauer. She has her own easily-observable pattern (that I think you picked up on) as well.

My hat is off to you, Aimee, if you can discern what makes a productive agent. I am not being faceteous. I have not read enough of Gail's posts to understand the exact key to her success. There are lots of very talented people "out there," struggling for 5 to 20 percent of the total market (as key agents make up 80-95% of market share). You have to differentiate yourself, that is for sure. You have to have good systems. You have to be likeable. You have to have good self-discipline and learn from your mistakes. But there is an "x" factor too and that is what I am trying to determine.

And P.S. some of the most productive agents are not the nicest people, so it doesn't have to do with being nice, just "acting" nice when it serves you (from my observation).

It is cutthroat.

AgentBauer, you need to change your mindset! You need to start thinking I can, I will, Success, in stead of I can’t, I Won’t and failure. You are already making excuses for why the open house won’t work and you haven’t even done it. You need to read Think and Grow Rich by Napoleon Hill and spend 30 minutes to an hour on it every morning, while doing this u need to say a positive affirmation everyday! This Can be: I will get a listing appointment today, or I deserve to be happy and successful. Affirmations combat negative images in your brain. AgentBauer this is what successful people do! Then u need to start knocking on doors around just listed, just solds, expireds, fsbos and asking people when they plan on moving, etc. Spend 2-3 hours a day doing this and you will have business. Forget about handing out seeds. And remember quit feeling sorry for yourself. To be successful takes work!

All business is cut-throat. Everybody is vying for market share. Just like your dentist, doctor, attorney, gas station, dry cleaner . . . on and on and on. You can't just look at it as purely being in real estate. Think of it first as a business, then as real estate.

It's not that difficult to see why some people on this board are successful and others aren't. The same people always have some problem or other and, the same people always have the answers, suggestions, and actionable advice!!

So, thus far, you know that there are some systematic things you can do to increase your success. Work those!!

The "X" factor is you!! It's your essence. It lies in the difference between how you see yourself and how others see you. You can't change it, you have to find it and embrace it.

According to your theory, bad or stupid agents would not make it and that is just not true. If it were simply that the nice, positive-thinking people made it, then of course, work on being a nice, positive person, but the truth is that is not what composes the productive agent population.

I don't know what you are talking about? Are you even talking to me? If you are, please don't put words in my mouth.

What is this "theory"? Did I say anybody is "bad" (sounds very juvenile, btw)? Or stupid? Did I say "nice" or "positive."

Conversely, are you saying that mean, negative, stupid, bad agents are traits that characterize top producers? Please!! Do you see how ridiculous that is? You may think all of these things of successful agents, but clearly something is going on upstairs or they wouldn't be doing well.

I think the generous participants on this board have made their case on what makes some agents successful.

How much more clearly can they spell it out? Do you want to sift through their business plans, marketing plans. They've pretty much told you. They can't do it for you. What do you want from them? They give and give and give. There's books at the library, tons of websites, free audio interviews with top producers (www.brokeragentnews.com). There are real live agents and brokers in your office.

Have you done a search for Gail's posts? I did! She has some gems on here. Jot some of her ideas down. Then ACT on them. She really lays it out for you. How much more specific can she get? Seriously, if somebody had the inclination, they could turn this board into a veritable "how to" book.

Regardless, I don't think not knowing what to do is your problem. I think not planning in advance is your problem. And, not having two nickels to rub together to implement many of the various ideas herein. It doesn't cost money to walk your farm or to wear your "Realtor" pin when out and about town.

Seems like this thread is starting to go in a different direction.

Agentbauer, i noticed you said you are farming 300 houses - but what no one has asked is what exactly are you sending them - what message are you sending them out.

When i started to do a few mail outs i took a look at myself. When i get postcards through the post, i junk them. Whatever you send out needs to be different, and needs to stand out.

On one postcard i created (never got to mailing it out as i was fairly busy with other things to invest time into doing the mailings) had a message along the lines of:
Thinking of selling your home?
DON'T CALL ME
Thats right, i don't want you to call me first, call my competitors and then call me, its the only way you can truely appreciate what i can do for you

I think that made a bold statement, and the moment someones eye catches the "Don't call me" part, they are likely to read the rest of the post card.

Another idea is using the cartoons that someone advertising on this form makes. Costs about $120 for 12 different real estate related cartoons, and you can get 2 on a postcard. Again, people see cartoons and they are more likely to read it.

Just some ideas for you.

As someone mentions, take a few days off. I;ve done it myself when i'm feeling a little burned out and it did a world of wonders for me. I came back fully charged and motivated.

Good luck, and stick at it. I admire your drive and commitment. You may just need to tweek what you are doing and eventually you will get it.

Its also worth noting that alot of us have dry spells. I had nothing for Jan or Feb, and since then i have closed 4 and have 3 in escrow. Sometimes its just timing.

Hope this helps, and feel free to drop me a email if you want to bounce ideas off me.

What exactly are you doing for a full 60 hours a week that produces nothing?

Hahaha!! Now, that's funny.

Some gems from Gail!!
-----------------------------------------------


My listings come from my farm. I went into real estate because I wanted to get away from the travel involved as a consultant to large multi-national corporations. I have been active in leadership roles in my community for the past 25 years. I know hundreds of people and hundreds more know me. They associate my name with many of the qualities you would expect from a good real estate agent based upon the work they've seen me do in the community. That gives me an edge, of course. I also decided to specialize in this one small geographic area and no other agent does that. My in-depth knowledge of the properties has given me value-added expertise that is sought after.

In the area where I grew up (near Boston), there was an inverse relationship between the cost of the automobile one drove and one's net worth. I was taught to pay cash for my cars and then drive them into the ground. However, when I entered the real estate profession the first thing I did after selling my home (to raise the capital to get into this business) was to purchase two Mercedes (one for me and one for my husband, who is in commercial real estate). We call them "realtor cars".


It's amazing to me that the client would agree to marketing a luxury home without a detailed written marketing plan. I give my luxury homes client a 90 day marketing plan. Be sure to do a virtual tour and get professional photos taken. Obtain the Enhanced Listing packaging with Realtor.com so that you can show the Virtual Tour and the additional photos. Photos sell luxury homes, but they have to be professionally done.

I use Microsoft Access for my farm database, it integrates seamless with Microsoft Word documents for mailings. I do Just Listed & Just Sold postcards, and an annual full color four page newsletter, which don't require reminders for mailings.

I tend to interact with my farm on an informal basis via e-mail several times a week regarding community events. I'd say e-mail is probably ten times more important to my business than mailings.

I also see a number of people in my farm on my daily walks, in the grocery store, and at community events, so I interact a lot with them face-to-face.

Not everyone is cut out to be an entrepreneur. Some people need the security of a regular paycheck, want regular hours, and a structure to work within. Also, age comes into play here as well. Young folks aren't as likely to want to give up their evenings and weekends to work as that is when their friends are getting together.

Real estate doesn't work out for most people because they don't understand that this is not a job, but an entrepreneurial venture with a huge investment of time and money before you see a payoff. The hours don't fit well into many peoples' lifestyles, especially those who want to be with friends and family on weekends. I wish that this was all spelled out very clearly for people BEFORE they began their real estate training or quit their day jobs to join a firm.

Ellen, I trust that you can sort through all these different opinions and decide the best course of action for yourself given your needs and desires. Try to learn as much as you can about your next career before you invest in training for it. Talk to people who are already in the field -- see what they like and don't like about it -- be honest about what you want and don't want. Real estate isn't for everyone and nursing isn't for everyone either. We all have different wants, abilities, and needs. At your age, you can try different things and real estate is just part of your life's adventures. Let us know what you decide and best of luck to you.


My experience with real estate so far (and I'm just midway through my second year) is that there is good money to be made, but you have to work very hard in the beginning. I don't feel I have the luxury to tell my clients I don't work weekends.

Don, What I take issue with in your approach is the emphasis on sales skills as the route to success in real estate. I think there is too much emphasis on that and not enough emphasis on marketing and putting systems in place. Stamina, resiliency, and tenacity are givens in this business. If you aren't mentally tough, you can't make it through the first year or the lean times in between the real estate boom years.

I have to disagree with this statement. I think real estate is a profession and I view myself as a professional in the same way that an accountant or attorney does. We have standards, legal regulations, and ethical requirements. I can't stand the typical sales techniques taught in training programs and yet I'm exceeding my financial goals in my second year of real estate.

That being said, I didn't earn a dime my first year in the business. I had a number of deals fall through due to no fault of my own. I thought of quitting, but I had no other option, so I forged ahead. This is a tough business and I think if you have other options, it's hard to stick it out. I was one mortgage payment away from bankruptcy when I finally made my first sales -- selling my own house and downsizing to a smaller one. I lived off the proceeds of that until my real estate business took off.

I honestly don't know how most people survive the first year as this isn't a country of savers. Where do people get the money to make it throught that first year?



I also focus on being a listing agent as listings bring buyers and buyers bring listings, etc. It's a virtuous cycle that is amazingly productive once it gets rolling. The velocity with which my business took off the second year, took me by surprise.

I'm not doing anything differently the second year from the first year. I have a business strategy and plan that I'm working and I haven't deviated from it. While my colleagues were doing cold calls, desk duty, and rentals -- I was pulling together an SOI database, a listing presentation, and going on on "practice" listings night and day.

My strategy was always long-term focused. I have poured a lot of money into marketing my listings and more into direct mail pieces to showcase the results. Other agents think I just had bad luck my first year and an extraordinary run of luck my second year, but what they don't realize is that all the time they spent trying to earn money by driving buyer clients around and doing rentals is time taken away from becoming a listing agent. I needed money as badly as they did, but I decided to focus on building my business for the long haul instead.

Real estate is owning your own business. Instead of paying a franchise fee or putting your life savings into a storefront, you are investing your time and effort, but just like any other entrepreneural venture it takes a long time to see a return on your investment. Real estate is not a job, it's owning your own business.

I agree with Jaber that you do need to have systems in place. That's what I spent my first year doing. It's very time consuming, but well worth it. I also think you need to have a long-term strategic business plan, just like any other business and then work your plan.

If you need a lot of structure or direction, then real estate is not the right fit. I think there is too much emphasis on sales skills in real estate and not enough on marketing skills and business planning.

This is a business in which the hours will kill you if you aren't smart about leveraging your time. You can destroy all your relationships in a few short years while making just enough money to get by, if you just focus on short-term goals. I can't emphasize enough the need to have a long-term strategy and the discipine to stick with that strategy and work it.

I will be earning six figures in this, my second year, but it took a solid year of developing a plan and creating the systems needed to become a top producing listing agent in my market area. I'm now #2 in my area and plan to become #1 in my third year.

This is a tough business, but not an impossible one. Many others have laid out the roadmap to success. We can learn from top producers and work this like a business or take whatever comes our way and work like dogs. Either way we are working real hard, but the first way, at least we are making a lot of money for our efforts. My goal now is to figure out how to leverage my time better, so that I can take the time to enjoy life while still running my business.


I use jumbo cards, but I target the same audience and it has taken about ten mailings to get the attention of these folks. I do "Just Listed" and "Just Sold". When I'm listing I take a great photo of the listing and write up copy highlighting the features of the home, when I've sold the home I state the sold price and % of listing price. I tell them any agent can sell a house, but few can sell a community.

It takes repeated mailings to the same audience to have an impact. People in my market area now think I'm the #1 agent in marketshare. I'm actually #2, but the #1 agent doesn't do "Just Listed" and "Just Sold" postcards, never mind jumbo postcards.

Yes, it is a big expense, but it does have an impact if you make a commitment to send the postcards out more often than any other agent in your area. Some areas are just saturated with postcards, so it would likely not have an impact in those areas. Understand your market and then make a plan.

Yes, I use the exact same photo for "Just Listed" and "Just Sold" so that people realize the listing sold in a short period of time. I just called a FSBO today who said I was on her list to call. She had been receiving my postcards and wants me to come over tomorrow to see her place.

I send out about one postcard every three weeks to approximately 700 people. They are jumbo size, double coated and very expensive, but worth every penny.


My system is really easy. It takes me ten minutes to do a mailing. I use Impact Marketing (a firm in California) through my firm's intranet site. I've imported my farm database (Excel) into Impact's database. Then I just go in and edit the addresses based upon which pieces get returned to me.

I load pictures from my hard drive into the templates, write my copy, print out a proof and then hit submit. They can be mailed out directly from Impact, but I find that it's better to have the cards shipped to me (the postage permit is already printed) and for me to mail them out from my local post office, because there is less damage from the post office handling equipment if I do it this way. (I have my husband bring the postcards to the post office.) So my entire time investment in sending out a postcard is 10 minutes and I get tons of compliments on the quality from my farm. It also gives the impression that I'm a top producer, which I'm not yet, but I am #2 in my farm area in listings (and I'm only in my second year).

I can't imagine handwriting notes on postcards. I don't have that kind of time and it's not possible to write on the double-coated postcards anyways.


I think whether the postcard ends up in the trash depends upon how nice it is. I know that way before I thought about going into real estate I saved a postcard from my company for months because I was so impressed with it. I don't follow up with phone calls, but I do meet face-to-face with many people in my farm area in the course of community actitivies and a number of people mention seeing the postcards. Of course, they may end up in the trash after they look at them!

One thing I'd like to find is a source for laminated bookmarks. That is something that people would keep. Does anyone have a source for this?

I think that if you send out cheap looking postcards then the brand image you are creating is very different from when you send out a double-coated, high gloss jumbo postcard.

I'm not looking for the 1 or 2% of people who have a real estate need when I send out my postcards. I'm expecting them all to end up in the trash, but I believe that after a certain number of postcards (maybe 10-12), people in my farm area begin to perceive me as a top agent. I just got a listing three weeks ago (which goes to contract next week) based solely upon my postcard mailings, so they've already paid for themselves.


Hope no one minds if I comment on the original topic. I am a listing agent (only had one buy side sale this year) and have become a top producer in my company in my second year. I never did a script, but I practiced my listing presentation over and over again with everyone who would sit through it. I have a lot of visuals in an expensive leather 3 ring binder and a narrative that logically takes them through the visuals.

With some clients, I never even pull out the binder. They just want to ask me questions and then they sign the listing agreement (yes, often in the same meeting). I had one couple that wanted me to go through every point on every page (that was a long listing presentation). I try to gauge how much and what info people want and only give that to them.

The things I gloss over are my own qualifications (I put those in a leave behind) and firm's (again it's in info I leave with them). What I focus on is how I'm going to market their home (which enables me to focus on the factors that differentiate my approach and provide more value for them in terms of a higher sales price and less time on the market) given their local marketplace. I specialize in one small geographic area, and I know it better than any other agent, so this enables me to answer just about any question they might bring up and provide insights into the market that show I've given this a lot of thought and done a lot of analysis.

I am amazed how how little preparation most agents put into the listing presentation. This is the most important thing I do in my business, so I make sure I do it right.

I think it's funny when other agents ask to borrow my listing presentation -- like this is the secret to my success. I have no problem with them pouring over it. First of all, most of them won't take the time to create the book I have. One agent said, it must have taken you days to create that book. I said it took a solid week of 12 hour days. He said he just didn't have the time to do that (that's because he spends his time driving buyers around). Second, the visuals are the least important part of the presentation, as I've decribed above.

MDHomes2Go, I did a one step listing presentation on my last listing. Sometimes this makes sense, but other times I need to see the house to do a CMA and recommend the right price. I pride myself on never listing a home more than 5% over the sale price. I've succeeded so far and it has had a very positive impact in terms of my reputation in the real estaet community. My clients are also happy as their homes sell quicker. I end up turning down a lot of business, however, because there are a number of greedy sellers who want to make a killing when selling their homes. I really don't understand why other agents want to take on overpriced listings, but they do.

I think that in this field we are taught to focus on our SOI (Sphere of Influence) and that means that we end up putting a lot of pressure on friends and family to get their business and frankly they might not know how to say no to us. It's a weird situation and I've frankly chosen not to go after my SOI. I defined a BDA (Business Development Area - a geographic area) that I focus on. I will certainly represent friends and family as clients, but not if they want to overprice their listings. I tell them it's a business decision and that our friendship won't suffer if they go with someone else.

I haven't seen anyone who started out working for a top producer earn a lot of money as an agent. This isn't rocket science. I don't know what a top producer could teach you that isn't available through training courses and books. The key to success isn't learning the systems, it's actually applying them. For most agents, it all falls apart in the execution.

If I were in your shoes, I would sign up with one of the top three listing firms in your area, then work your farm like crazy.

People succeed in this business because they are the entrepreneurial types who want to strike out on their own and figure out a way to succeed regardless of the odds. Having a great mentor is no buffer against failure in this field. Time away from your farm is time ill spent. If you really think there is a lot she can teach you, hire her as a coach, but do real estate in the area you plan to farm. Why waste time in someone cultivating someone else's area. The systems that she can teach you can be learned in less than a week.

Pat, I learned the systems I have in place now over a period of three weeks, but there were days off in between so we could continue to work with our clients and much of the time was spent role playing and on sales skills, so in terms of actual time spent on systems - I'd say it could be condensed to less than a week.

Just finished my 2006 business plan and wondering how many others have done the same. What approach do you use to develop it?

I started with my financial goal and then figured out what I need to do to achieve it - strategy and goals. I took the formulas that my company provided and then looked at my actual results from last year and tailored the formulas to reflect that. I do a lot of community-based marketing, so my actual plan of action is a little different from other agents -- no floor duty or cold calls, but hosting community events, publishing a real estate newsletter for my farm, etc.

We don't have BPOs around here. Is that like a CMA (Comparative Market Analysis) where you pull up comparables to come up with a price range or is it more like an appraisal where you make adjustments among the comparables to come up with a more precise range? Why would someone want one when CMAs are done for free? Thanks.

Franco, Yes, I start with the end goal of how much money I want to make for the year and then reverse engineer from that to figure out what that means in terms of dollars spent on direct mail, listing presentations, Open Houses, etc.

I use the average sale price for my BDA (Business Development Area or farm) to come up a figure for the commission for each closing (based upon my split with my broker) and divide that into the total money I plan to make. That gives me an idea of how many transactions I need to do. I then decide how many of those transactions will be on the sell side or the buyside, e.g. 12 listings, 6 buys.

I use a formula based on my past success rate to figure out how many Open Houses generate new buyer clients and how many buyer clients are needed to end up with a closing. I also use a formula to figure out how many CMAs I need to do to generate a listing and how many listings are needed to end up with a closing.

I budget 10% of the total income for direct mail, entertaining clients, hosting community events, and other things that market and promote my business.

It takes about an afternoon to do all this, if you have kept good records for the past year so that you can plug the right numbers into the formulas.

In reading through all the replies, there are several things that strike me.

#1 Undercapitalization - New agents are not given accurate advice on how long it may take to earn a decent living. Some agents are able to bring in business right away and start earning good money by the sixth month. It took me a year before I earned a dime, but now I'm the #2 listing agent in my area and I haven't even finished my second year. Some agents are just forced to quit when their money runs out and some agents would never have entered the business if they knew the odds (85% of agents don't make it through their first year) and the amount of capital they needed.

#2 Sphere of Influence - Is critical to success of a new agent. The agents I know who have gotten off to the quickest start had a large SOI.

#3 Work for an Office Where the Phone Rings - As Missouri Pinktiger says above, if your broker throws clients your way or you can get clients through desk duty, the process of building a clientele can be speeded up.

#4 Sales Skills - Not everyone is cut out for the sales aspect of this business. If you've had some background in sales, it helps tremendously.

#5 Business Strategy - Having a clear value and compelling proposition that makes clients choose you over other agents and developing a business plan broken down into tactics that you stick to and EXECUTE.

#6 Self-Confidence - There is a certain state of mental calmness and knowing that you will be successful despite the odds, which is helped by having everything in #1-5 that is key to success. This allows you to do the right thing for your clients even though it may cost you a sale. In the long run, doing the right thing consistently brings trust and a stellar reputation.

I totally empathize with you. Real estate is a tough business, but as you say unlimited in potential. It is not a job or a career, but an entrepreneurial venture in which it is essential to have sufficient capital to tide you over until the income starts flowing in and it will, but just when is the question. Most businesses fail due to undercapitalization. They budget X and find out that their new business requires 2-3 times the amount they planned on.

We sold our family home of 20 years (that hurt) and downsized to a much smaller home in a less desirable section of town. Thanks to the capital gains exemption, that gave us the money to live off of for a year.

Our first year we earned nothing. Not a dime. Our expenses were high as I was determined to become a top producing listing agent, so I sent lots of mailings out to my farm (one a month, high end postcards or newsletters). We are now in our second year and I'm the #2 listing agent in my area. My husband is in commercial real estate and he had a good year as well.

Getting started in the field is the hardest part. As I said before, we didn't have the option to quit and I know that saved us. I remember feeling quite discouraged and wondered whether it would all come together, just as you are doing right now.

If you do have to take a full-time job and work real estate on weekends, then you can still preview homes by going to the public Open Houses on weekends. But try to get a job where you'll meet people and have the opportunity to talk about real estate. I know one very successful agent who keeps his job as a hair stylist because it is the best source of customers for him.

To keep your real estate license, you need to be associated with a broker, so please check out the ramifications of just leaving your firm without joining another one.

I do know what you are saying about getting too much in your head that you haven't been able to materialize. My firm has an excellent training program I went through that and subscribe to a few real estate e-newsletters, but beyond that I chose to do a couple of things really well rather than try to do a lot of things at a mediocre level.

The first thing I did was to write up a business plan and break the business plan down into objectives and action steps (see the thread "Formula" on this forum). I decided, for example, not to be a "buyer's agent" as they make about $30-40,000 a year in my market area, whereas "listing agents" make six figures. You can't be great at everything. If you look at my statistics on the Formula thread, you'll see that I'm above my company's norm on bagging listings, but have a poor track record with buyers. You have to place your bets carefully as there is only so much time in the day, no matter how hard you work. I don't do floor duty, expireds, FSBOs, etc.

I've found that farming and yard signs with my name rider provided the best leads, and Open Houses supplement that by giving prospective sellers and buyers a chance to meet me in person to check me out without the pressure involved in a 1:1 appointment.

Clearing your head out is important. You can't do it all. You need a laserlike focus to succeed in this business (and the capital to get you through the first 12 months).

Has anyone heard that the definition of crazy is doing the same thing over and over and expecting different results?
I am all for helping each other out but some people post to many topics with the same questions over and over. If they are not going to listen and act on what people tell them I get to the point of moving on.
I am not attacking anyone here. I have been in and out of negative cycles myself. Have actually had lots of it this winter but I know in order to meet my goals this year I need to put to use some of the many good ideas I have learned from this forum and other places.
It all starts with attitude. It's a numbers game period. A lot has to do with persistence. If you have the gumption to door knock but have not had successs with it perfect your technique. If you are more like me and like passive marketing and it hasn't worked, study what type of marketing does work. In the meantime do not drop the ball on things that you've started just improve them with time. If your closing ratio is 1/10 appointments make 10. If it's 1/100 you better make 100 and improve your closing.
If Real Estate was a get rich quick easy profession everyone would do it.
Edited for another typo...

Aimee: Thanks for checking your crystal ball to tell me what "my problem" is.

And thanks also for putting Gail's posts together to read in one place. That is a wealth of information.

You're quite welcome!

And, I didn't need a crystal ball. You've alluded to as much.

Well, I hate to burst your bubble but you are not even close on either count. But thanks anyway. I won't return the favor.

Well then, you really do have a problem. If you came with capital and a workable plan (that you implement). . . . it's gotta be you.

You do sound rather bratty at times. Reminds me of when you posted about how many transactions people had this year, and got upset when people didn't respond within 5 minutes.

I hate to say this, but you are speaking from a position of ignorance, meaning that you are not an agent or broker, so you can't really know.

There are many, many talented, wonderful new realtors working very hard (and very smart) AND not all of them are doing as well as they would like. I have not even been in the business for two years, so I do not consider myself a failure. In my market, there is a glut of realtors and the inventory was low, so the number of deals a new realtor could get was also, statistically low.

I have no doubt I will be successful in time. I have a plan, and I am working it, diligently. I do try to educate myself as I go along, and this forum has given me much information that I will use in my business.

I ask questions of obviously successful agents because I know I can learn from them. If that makes me appear dense to you, then so be it. It helps me, and as we know, it is all about me.

Anyway, if your contribution on a forum that is exclusively for agents and brokers is to try to undermine agents or brokers, then I for one do not see the value of your contributions.

I am not going to take your comments to heart, because as I said, I know you do not have the experience to really know what you are criticizing in another.

Please just ignore my posts if they irritate you or join a forum for prospective agents or burned out attorneys

C'mon guys, take it easy.

Wheres AgentBauer?

Someone else brought up a good point. This is not the first post like this by AgentBauer. I would like to know if she has taken any advice posted by people, or does she keep on doing the things that are getting her no where hoping it will eventually work?

Agentbauer my previous comments were not directed at you. I have seen you around here for a while and truly believe that you have potential.
Have you read the RealEstateRainmaker?
I just ordered it because someone on the forum highly recommended it and I am really enjoying it thus far. If you like to read it may help you with refining some of your marketing. You have good ideas. Just need to work on refinement, asking for business and closing.

I really don't think the dots could be any closer.The difference between successfull people and people that fail,is successfull people do the hard things instead of trying to find ways around them.


Agent Bauer you need a mentor even if they take 30 percent of what you make,you aren't doing deals now so you might as well work with a top producer gain experience and have some income coming in.This will relief some financial stress for you and will give you time to learn and perfect your technique from a fellow successfull realtor.

Tip: make sure you choose someone you can look up to to reach your goals.

example you do not want a realtor who only does 10 deals a year if your goal is too get to 50 deals a year you want someone who does 75 to 100 or more.

good luck

Wow, this forum is living proof that advice is easy to give but hard to take!

Like all of you I've previously had suggestions for helping others. Earlier in this post I offered what I thought was excellent first hand experience to Agent Bauer on chasing expireds and farming. I consider myself a bit of an expert in this area and offered to email to Agent Bauer a great article on how to select and attack a farm. Still waiting for the request...
Aimee- great work and a great approach. You've figured out early in this business that it is a business and you need a systematic approach to keep your name in front of the prospects. I use a similar approach. If any newbies are reading this post check out a post I did a few weeks ago titled New Agent Success Story. Although several people thought I was somehow promoting Craig Proctor it is the real deal and hopefully you can adopt a similar system to get going in this fantastic industry! Cheers to all, best wishes!

Exactly. People have given her advice in the past too, but i'm not sure if shes taken any of it. We've also asked further questions to find out what the problem is with her existing marketing and we have not heard from her.

Maybe AgentBauer is taking a few days off as previously suggested.......

Agent Bauer and I are from New Jersey. We don't return calls.

Thank you one and all for all the great suggestions. For those of you who say I do not listen to your suggestions...

I have read My first year in RE by Zeller
I have read Power Agent By Darryl Davis
I have been to 2 seminars with Darryl Davis
I have Darryl Davis' cds on Objection Handling and Listing tools etc great stuff I use on a daily basis
I have gone to the Spring Success seminars at my local MLS
Early in my career first few weeks I purchased leads.......NOT WORTH IT A SCAM
I have worked with many LOOKERS just only 1 actual buyer in my career (now I only allow 1 free ride, after that I require proof of pre approval)I am told that I am great at follow up.....it's how I got my listing that finally sold in February 2006 still waiting to see if it closes. I send personal cards and notes.
I have been Door Knocking since my first few weeks as a Realtor.
I now use a Marketing Plan which I leave with Expired and FSBo's
I do send seeds and leave seeds at local businesses. I DO NOT AND HAVE NOT GIVEN SEEDS TO EXPIREDS OR FSBOS!
I farm 1x/month as it is all my Broker pays for and I cannot afford to pay myself since I am not making any money
I make calls everyday and door knock everyday
I have had a lot of solid leads that for different reasons fizzled.
I give out my card everytime we go out to eat.
I belong to a few volunteer programs.
I took 1 ad out in a local paper before I was with this company.


NOW TELL ME HOW I DON'T WORK HARD ENOUGH OR SMART ENOUGH???

Wow, someone actually reads my posts! Thanks, Aimee, you made my day. I try to share honestly and openly what works for me in order to help others and I value this forum as a place where I can get help as well.

I know there are many different approaches and routes to success in real estate, but I did analyze this business pretty thoroughly before I got into it and figured out that you need to become a listing agent to make the most money and farm an area to get the greatest payback on your time and effort.

How much do you tip when you go out to eat?If my bill is 40 i usually tip 12 to 15 bucks.They always remember the next time and you get treated like royalty.If you are just giving them a card and a mediocre tip it can work against you,they will tell everyone how cheap you are.

Does your card have any guarantees on it,or a valuable reason people should visit your website or call you?

All i can tell you is from running other businesses i know what people want.They do not want seeds,all that cutesy stuff occassionally works but is not going to bring you in this wave of business.

They want guarantees,rebates,and results.

I still say you need a top producer and work for them for awhile to establish your rep.

I think you are going about it the wrong way.You have to measure your results and then tweak your approach until you get the results you want.

There are many more things you could be doing,knowone on here is going to be able to give you the magic bullet to solve your problems.The reason is we can't see exactly what's going on,it's like if someone calls me up and says there car is broken and says i think it's doing this or that it's all guesses.When your there you can diagnose the problem in minutes to SEE what is going on.

[QUOTE]Originally posted by super realtor:
[QB] How much do you tip when you go out to eat?If my bill is 40 i usually tip 12 to 15 bucks.They always remember the next time and you get treated like royalty.

Well, hubby and I go out to eat about 4-5xs a week. We had always done this, so much so that almost every restaurant in town knows us on a first name basis. Yes we are good tippers. I had been leaving my card when we dine out since day 1. Hubby said "that is so ridiculous!"

About a 3months ago we were in a restaurant we frequent. The waitress said "I know you!" I waited on six months ago. You left your card, and here it is. Btw I kept your card because I am planning on selling my home and want you to help me. We make it a point to keep going to this restaurant only now I specifically ask for that waitress. She gave me her address and I have sent her market info and seeds and recipes. Just to be sure she doesn't forget me. She told me she wanted to fix up the place.......I signed her up for a free Home Improvement mag. So far she hasn't listed her home yet, but hopefully when she does it will be with me, as I keep in touch with her without being annoying.

I guess your comments were for me, Margaret. I explained that I ask questions to learn. I also believe that everyone should have a different approach based on philosophy, beliefs, and personality.

I personally do not believe it is strictly a "number's game." If it were, it would be easy. Just do "x" and "y" would happen. It is not that black and white, in my experience. Although doing basics is important.

After some thought I believe it is a combination of good business knowledge and practices on a regular basis, plus tons of contacts or ways to get your name out there in meaningful ways (could be farming or volunteering or a number of things).

I do believe there are elements of luck and Karma involved - individual lessons to be learned and cause and effect from previous intereactions.

I am not a fan of phoneyness - I wouldn't be caught dead doing scripts of any kind.

When I contact people it is because I believe I have something of value for them (real estate-wise).

AgentBauer: If there is one thing I might modify if I were you (and please take this with a grain of salt because I really have no idea what your situation is), I would focus more directly on adding real estate value to your interactions, as opposed to seeds and recipes. If someone wants a recipe, you don't think of a realtor, and by the same token, if someone wants real estate, you don't want them to think of you as that recipe person - just my perspective, feel free to ignore it.

Back to the numbers issue: I also understand that this philosophy works for lots of people, namely men - it is a very masculine way of doing business (in that it is linear thought and action). It is 2+2 always =4. I believe in non-linear (chaos theory, intuition, quantum physics), therefore my approach is more nuanced.

I think in forming relationships with people, over time, that there will be benefits to the community, which is what I am shooting for. To me, it is about being genuine and helpful. These are some of the same reasons I don't want to wear corporate attire or drive a certain brand of car to attract people because it would be disingenuine - it would be projecting an image instead of focusing on my true personality - my actual stregths and weaknesses. I don't think you hHAVE to be a phoney to be a good salesperson.; I mean I see those people and lots of them do well, but I would never work with them, and when they start their sales spiel, I just laugh because it is so canned and so cheesy. But it does work, so if you get out there and sling cliches and scripts at people, some of them will bite - probably the same kind of people who are impressed by the illusion of something, as opposed to the reality of something.

I think your farm should be at least 1000 properties, you should contact them at least once a month, and they need to see your marketing pieces at least 8 times before you get some calls.

Get a "Bread & Butter" condo farm that is priced affordably and has at least 6-10 listings for sale per month at all times. It's a numbers game. Look into MikeFerry.com . You don't need the whole pie...you just need a slice.

I have helped so many realtors get business. Its not even funny. Get into contact with me. I would like to find out about your area a little bit 1st.


Mark.moore@carteretmortgage.com

You don't seem to have used the power of the internet to your advantage. If your comeptitiors are the same, then its a gold mine. 72% of buyers turn to the internet first. A big chunk of my clients found me through the net - hell, about 80% of my clients are from out of town, and about 95% of my leads are out of town. The great thing about working with people from out of town is that you can do most of the work via email.

I suggested in a previous post that you perhaps try homegain until you get yourself going. Seeing as your investing so much time into unproductive methods, this may help you get going on your career.

I also offered to set you up with a very nice site which you can customise yourself - all for free. I've not heard from you with regards to that, but my offer still stands.

I also suggested you share with us your mailing material. I'm sure 1 of my postcards would have more of an effect that several sent by some of my competitors because of how they are done and what they say. Post some pictures or share the info with us.

I know this post may sound like i'm chewing you out. Unfortunately the internet does not always portray the tone or intentions of our posts. I'm just trying to get some answers so we can all help you.

I'm new to r/e, just started out about 2 weeks ago and would like to know how you go about getting people to visit your website. You state that 80% of your clients are from out of town, how do you get people to go to your site? I just got a website, but haven't really had many hits yet.

You ask a good question azagent. People think "If i build it, they will come". Well, with a website, it doesn't quite work like that.

Firstly, brand yourself with your website. It should be on your business cards, emails, stationary and all physical advetising you do like magazines and flyers.

Second, sign up to overture (owned by yahoo) and google and start paying per click. What you do is list all the keywords you want (i think i have about 130 key words/phrases). You then set a "bid" price for each word/phrase. Some will be worth more to you than others, for example, i pay over a dollar a click for Yuma Realtor, while paying 10 cents for less popular terms like "New contruction Yuma". It will show you where you rank on the advertising. You should always try and go for the top 3 spots. Don't worry if you are not #1. Why top 2? Well, popular search engines like Yahoo have 2 advertisers at the top and the rest alone the side. If its a expensive word/phrase, 3rd position should be ok too. Remember, you only pay when they click.

Be sure to set a budget for it or you may end up with a big bill. If you set the budget at, say, $100 a month, once you have gone through $100 worth of clicks your site will not show up again until next month. You also don't want more traffic than you can handle otherwise you will be unable to help everyone and all your advertising dollars would have gone to waste.

Its also inportant to have some kind of lead capture on your site. For mine, you give your email addy to access the MLS. They are then entered into a drip email and get a email from me weekly for X weeks which i can attribute several sales too. These emails are so good they look like i personally wrote a email to them and not a generic email. These emails were created by my website provider which i highly recommend.

Its also important to have good content on your site. Most of my site is generic, but i have added content and once i finish moving to my new home my site will be revamped to be more unique and have more useful info so people come back again and again to my site.

Hope that helps, and if you need any help, feel free to drop me a email.

I was the second responder on this thread and just revisited to read some of the responses.

My entire working life has been in one area: sales.
What I have found is that everyone with a good personality and a little common sense wants to succeed at sales, mostly because of the money.

However, in every industry I have been in, there have been folks who just fall flat on their face. They have talent. They have knowledge. They have drive, determiniation, and discipline. Yet they still fail. Why? THE LACK OF CLOSING SKILLS!

The good news is that closing skills can be learned. Yet when someone is disgruntled about their performance, they NEVER want to hear the truth: LEARN TO CLOSE OR STARVE!

When you tell people this, it is like speaking Greek. They just look at you, puzzled and go over (in detail) all of their marketing activities.

At this point, I just want to shake my head and walk away.

So, here it is again:
Real Estate is a sales industry. If you do not have at least mediocre closing skills, you will fail. You can have 100 leads a day with no closing skills and you will be broke.

Closing skills are (but not limited to):
-Pre-qualifying ability
-Ability to direct conversation
-Ability to construct and ask pertinent, open-ended questions
-The willingness to listen rather than hear what your client is telling you (you listen to the message, you hear a voice)
-Knowing when to shut up
-Knowing when to assume the sale
-Knowing when you have reached a dead end
-Confidence in your product

Hone your closing skills and you will make money in this industry. Failure to do so will lead to stagnation and the end of your RE(sales) career. Period.

Oh yeah-
Go outside the RE industry to learn closing skills, for Pete's sake!

Sure, there are some good trainers in RE, but the vast majority of sales training talent doesn't focus on one industry. Their training is recognized in the automotive, financial, insurance, machinery, & RE industries (among others) as quality.

I agree with the post above that closing skills are very, very important, but I don't believe it is the most important skill.

With no leads and nobody to sell to, closing skills mean absolutely nothing. You can be the world's best closer and if you have nobody to close, it means nothing.

I believe the ability to find qualified leads/prospects (new business as well as referrals) on a consistent basis is the most important skill you can possess in this business.

Brian-

Don't you agree that having above-par closing skills makes finding clients easier?

As I said above, I do think closing skills are very important but agents aren't starving because they can't close, they are starving because they do not have enough qualified leads and referrals to close.

With exceptional closing kills you can make qualified leads or turn wishy washy buyers (buyers who are working with a zillion other agents) into exclusively yours. So I agree with the need for polished closing skills.

A new agent in the biz needs to work on closing skills or it will be a LONG time before they close a deal (and that doesn't include family & friends who already have the loyalty. Although I had a good friend who used another agent because I just "assumed" she would call when they wanted to buy a house - I never asked her for her business. I was new & wasn't trained well)

I have an agent..A buyer calls, they are in the office that day to meet with him, they sign an EBA & he is off showing them 10 houses max. They make an offer on one of those. He shows them no more than 10. He has a written offer within 7 days (MAX) of meeting someone for the first time. He wrote 3 offers this weekend from people he just met. Those are good closing & sales skills.

Does She/he tell them he will only show them 10? As a buyer, i would drop any agent who told me that.

I'm not debating the issue that you need good closing skills, again, as I very clearly stated in my post.

But, closing skills mean nothing unless you have the ability to consistently generate quality leads and referrals.

I'm a terrible closer much to my detriment sometimes, but somehow I manage to close hundreds of transactions each year and closed over 300 in a single year in the past.

I disagree. It will be a long time before they close a deal if they have nobody to talk to other than friends or family.

I think what Brian is basically saying is you can't but the cart before the horse.

Let's compromise & say you need a balance between prospecting & closing skills. An agent definately needs excellent prospecting skills.

....but, excellent prospecting skills will garner you faster results if you have phenomenal closing skills Leads are abundant. Everyone you meet is a potential customer. It's a matter of whether you can convert them to YOUR customer.

This pertains to new agents though..An experienced agent is probably doing a lot of referral business & therefore closing skills may not be as essential. Agree?

I agree to a point.

The ability to generate qualified leads pertains to both new business as well as referral business, there really is no difference so this pertains equally as well to new agents as veteran agents.

This is the real problem I have with anyone who says I do no prospecting because I do business 100% by referral. It's simply not true. Someone doing business with you in the past is not indicative of them doing business with you in the future so lead generation activities must be prevalent in generating both new business as well as repeat business.

Closing skills are important, but not anywhere near the ability to continuously feed your business with quality leads, whether they be new business or referrals.

If you master this skill, you will have long term success in this business. I know thousands of agents that have excellent sales skills and they are starving. On the other hand, I know very few agents that know how to generate a consistent stream of leads that are starving.

Tanya:

I know what you are saying. I can make a friend/lead anywhere.

But Aimee, do you want to be in this business for the rest of your life?

Are you interested in selling your business when you no longer want to be in this business any longer?

Do you want to grow your business to the point where you don't "have" to work any more?

If you do, you have to create salable assets in your business from the outset of your career and the ability to make a friend in any situation, although admirable, is not a salable asset and will not provide you with a predictable, consistent stream of long term business.

Brian:

I was only agreeing with Tanya that I am outgoing and can meet people anywhere. And, in LA, every converstaion you have with a new person quickly leads to "what do you do?"

For example, the most popular person at the holiday dinner I attended two weeks ago was the real estate agent. Interesting, bc there was a Disney Exec and an LA Times editor at the table. People just want to know what is really going on in the market. It was very organic. Not pushy/salesmanlike.

I will use all sorts of prospecting and marketing tools to build my business. It's tough out there. I just have the added benefit of being chatty and meeting people and having a genuine interest in people. That's not to say that there aren't a TON of other chatty, attractive, smart women in this town that I will eventually be competing with. Or, friendly, handsome, intelligent men!

All of those people that I meet and potentially turn into clients, can later be referred to the person who takes over my practice in the future. Same as any other lead. Systems, systems, systems. Yes, there will be systems. But, frankly, I will only sell my business to somebody much like myself, with their own personality and systems. They need to have successfully run their own business, meaning, they will already have their own systems in place.

When somebody buys somebody else's business, they are buying the pre-exisitng clients more than anything. Just like a doctor, dentist, or attorney who sells their business. You can't expect the new person, who presumably is successful in their own right, to follow somebody else's system without deviation. They want the names!

Oh Aimee, this couldn't be further from the truth. Having done this three times now, I can promise you that if all you have to sell is your "names" you aren't going to get much.

If you want to actually make money from your hard work in this business when you are done, you will need to change your mind on this topic, again, speaking from real life experience.

So, what is it they are buying? Because, if it's systems, they can get that from Mike Ferry or Craig Proctor or you (is that what you sell?). People buy built practices. Built practices, means clients!

You are not going to sell your business to somebody that doesn't already have their own pre-existing and successful business model (I'd hope not). To have that, they must already have their own systems in place or referral base.

I have one cousin who sold his law firm (the clients and their files), another cousin who bought two dental practices (the clients and their files). How the new people run a pre-existing business is their business. Hopefully, they won't run it into the ground.

Do you know of anyone that has ever sold their real estate practice for any significant amount of money?

Brian:

Can you please answer the question of what EXACTLY one buys when they purchase a pre-existing, highly-profitable real estate practice? Also, perhaps define the traits of the person to whom this practice would be sold?Only then, will I know how and why I need to change my thinking.

I don't have much time now, but I will summarize................

First, ask around and see if you can find one example in your market of an agent getting out of the business and selling it to another agent for any significant amount of money. I think you will be hard pressed.

We are not talking about selling a company, we are talking about selling a personal real estate business.

So many agents believe the asset in their business is their database and for many, that may very well be, if they want to be in this business for the rest of their lives and just "close it down" when they are done.

Let me ask you this question:

If you were buying my business which of these two items would be more important?

1. A client database of 3,000 names with absolutely no guarantee that ANY of these people will ever do business with me in the future. (This is what most agents think is the asset in their business)


2. A well documented strategy or set of strategies that are proven to produce X amount of dollars in "new business" over the past X amount of years and are not dependent upon your ability to "chat".

When it comes time to write a check for say, 1 million dollars for another agent's business, are you going to do it based on a list of names or are you going to do it based on well documented, proven results. Any person that is writing a check for a million dollars or more is smart enough to know that the chances of another agent's clients doing business or referring business to you in the future is slim and none. Most of those clients know 20 other Realtors. Any business that comes from past clients in a real estate business acquisition is just icing on the cake.

The only way to sell your real estate business for any significant amount of money is to provide the new buyer with documented strategies and, here is the key, guarantee they Will achieve at least a percentage of those results or you will refund their money.

There, that is the simplified version of how you make a lot of money when selling your business, right here on the free forum.

Almost forgot, You mentioned you can get systems from Ferry, Proctor or me.

First, I do not sell systems that can be duplicated by the masses such as the other two names mentioned above. I encourage our clients to use our ideas, but tweak them and make them proprietary to their own business which then becomes a salable asset in the future.

There are many great systems such as these, etc. out there that can provide "now" gratification if used properly

The problem with relying on Proctor, Ferry etc. is that again, you are not building salable assets. If you rely on say Proctor to build all of the lead generation systems in your business, is someone going to pay you a million dollars, when they can get the exact system for $800 or something?

Proprietary, proven and documented systems and strategies is what will enable you to:

1. Become a lead source and a referral agent in any market you choose to live when you don't feel like working hard anymore

2. Sell your business for a large profit.

Yeah, they made X amount of dollars over the past X years b/c they have CLIENTS. And, when you are gone and your former clients and their referrals call your office, and get the new guy on the line, the new guy better earn back that million dollars and turn your clients into his clients, because those calls are what he paid for.

How did they get those clients? Various prospecting and marketing activites and referrals from friends/family/and past clients. Just like everybody else. The purpose in purchasing a pre-existing business is to short cut the time to get those clients. If not, why bother. You can start just like everybody else, prospect your butt off, establish a system, off you go!

Any quick research on purchasing a pre-existing business will reveal that "exisiting clientele" "customer/client base" tops the list of reasons why to purchase a pre-existing business.

And, I never said that my success will by based solely on my ability to "chat." I really don't like the way you mince my words.

I personally think that having 3000 names of people with whom you've done business is an asset. Unless, of course, you pissed every single one of them off and they and their friends would never work with you again.

Any person that has a million dollars to write a check with, will have had their own systems in place. Otherwise, where'd the million dollars come from. And, I sincerely hope you wouldn't sell your business to an inexperienced agent/broker.

And, I think the reason you would be hard-pressed to find a real estate agent who sold their business for any significant amount of money, is b/c a smart person would invest the million dollars in themselves. It's a people business. You can't buy somebody else's personality. Systems, you can buy. Talent, you can hire. Referrals, priceless. If you can make them your own.

One reason, to buy a pre-existing real estate business, is perhaps, if transferable, to get the licensing agreement with the franschise.

You cannot guarantee anybody's success. You can show them how you did it, but they can do whatever they want.

Umm, Yes, you can and in fact I did, 3 times, and made millions of dollars myself and made millions of dollars for those who purchased the business.

Good luck to you Aimee.

I beg to differ. You can lead a horse to water, but it's up to them to drink. Far too many variables to honor a guarantee like that.

And, was a big-name franchise attached to these multi-million dollar real estate practices? An exclusive license for that area?

Frankly, I don't think you are being completely honest. Nobody would spend a million dollars for a "tweaked version" of somebody else's marketing system. They could do their own tweaking for a lot less.

"Good luck to you Brian." How fortunate to have profitted from the sales of documented tweaks. You managed to sell for millions what you offer to mere pedestrians for about $32/mo. Surely, it wasn't the attendant clients and/or license, and/or goodwill . . . .

Aimee,
You really need to open your mind a liitle more to the voice of experience. Brian has that experience and has done in practice what you are thinking about in theory.

Why is it brokers buy franchises? They do it because of name and the company already has systems in place so they do not need to reinvent the wheel.

Spending money on a proven in place marketing system with verifiable numbers on new and repeat business that is already producing and continues to fill the pipeline with new business. Buying domain names and websites that are already in place and are high ranking in the search engines. An in place customer follow-up system stocked with a large database that is already use to getting your mailings and e-mails.

How many deals do you think you would lose while you attempt to tweak your own system. How long is it gonna take to get your websites producing leads and get them placing high in the search engines?

Realtors for too long have not given serious thought to the concept of selling their business. Their business is far more than a list of names.

Ok, Aimee.

Paul!

That's exactly what I am saying. People are buying the franchise for the name/goodwill/systems! I am not arguing that.

I just want to know if Brian sold/transfered his franchise name and not merely his own system. Because, if it's not the franchise name, I believe it's the client base. You don't need to buy a random person's business to get the systems. As you said, you can get a license to a big name franchise and get their systems/name/goodwill. If you aren't buying the client base, you'd be purchasing a license agreement.

Way to avoid the assertion Brian. Did you have a franchise name attached to any of your three multi-million dollar real estate business sales?

I would answer your question, but I am done speaking with you on this forum and in any future correspondence.

Paul knows me as do most successful agents on this forum and in the industry and they know the answer to this question but because of the way you have chosen to speak to me, you will have to find out the answer on your own.

By the way, before you question someone's integrity you should get your facts straight, you haven't even sold one piece of real estate yet in your career and you want to argue about what it takes to sell a real estate business, give me a break.

Again, good luck to you Aimee, I am done responding to your nonsense.

Having been in this business long enough to know that being friendly and chatty is not going to make me successful, I would give Brian a million dollars if I had it! Aimee I don't want to start an argument with you but to benefit all who read this forum, I would not shut Brian up. He is giving you priceless information.

Well, fortunately, you don't have to pay a million dollars. You can pay a small monthly fee to Brian and learn how to become successful.

I think it's interesting that Brian managed to divert an argument he was having with other members on this board regarding the more viable skill of lead generation vs. closing skills, and an innocuous comment by me regarding my ability to meet people that could turn into leads, into a discussion regarding the future sale of a business that I have yet to build. He argued with folks regarding lead generation/closing skills. Then pounced on my ability to sell a theoretical business. Interesting!! Especially given his product line.

And, you all are right. I know nothing. Haven't even taken the broker's exam.

I was exagerating when I said I would pay Brian a million dollars but I do think his advice is priceless and know from experience that there are plenty of people out there willing to pay for a viable business.
For example my ex-broker who buys offices on a weekly basis. A million dollars is nothing to him for a viable business. They do not have to carry a franchise name, do not have to have a client base (he knows how to get clients) but they do have to make sense etc.
Last year I read Gary Kellers book the millionaire agent and was somewhat turned off to the idea of building a business to sell it.
Time goes by and thoughts change.
We all get older and realize that retirement might be nice.
I was only trying to suggest that being argumentative with someone who has actually sold a business model three times, will stop them from speaking and benefitting all of us.

PS I made 6 figures last year. Successful enough for me but not from being chatty and generating leads alone. With systems in place I could have done much better.

Margaret:

I NEVER said I would rely solely on being chatty to generate leads. Come on. I, of course, will implement systems.

Brian isn't going anywhere. He may not respond to me, but he will be here.

I merely said I could make a friend anywhere, and he jumped on me that I wouldn't be able to sell my business if I did business that way. It's a rather absurd leap in logic to make, given his knowledge that I am not even a broker/agent yet. One thing at a time. Gotta give the man credit though, takes skill to redirect a conversation and stay on point like that.

I would re-read his post. He really didn't jump on you but for now we better let this go because we are not benefitting anyone. Good luck to you.

I've re-read it. Seemed like an abrupt and confrontational change of topic.

Good luck to you as well.

Aimee you seem to want to WIN,your an attorney right?

All i can tell you is i owned a pizza place and other businesses and sold them.

I used Craig proctor and had his website for over a year,it does produce leads and it does work.Yes brian does have a site and i use it and have switched to it from craig's in my opinion you get alot more for the money.

Theory is great but EXPERIENCE teaches us what is real and practical and what is just creative thinking.Brian has closed about 500 million in real estate transactions and the guy is pretty young in age.I don't know about you but i will definitely follow someone with that kind of proven track record.

There is a saying in real estate "paralysis by analysis" the real successfull people implement what they learn immediately to improve there business.

At functions doctors are the most popular followed by realtors,and attorneys.

The cool thing about brian is he replies fast when you need help.Others take days if ever at all to get back to you,plus some of what proctor teaches is canada based and doesn't work in the u.s. like postage is really high here and cheap there.

good luck

Aimee, I believe you have what it takes to be succesful in any business. You ask good questions and you seek clear answers. Hang in there, you gonna be a star, cause you got the right stuff.
..The Truth Is Out There.

Thanks for responding Super. Yes, I am an attorney. You know, frankly, I'd rather get the entire story than "win." I just wanted to flesh some things out.

I agree that experience is immensely valuable. I imagine Brian has a lot to offer with his programs. I am happy to hear that you are having success through the use of his program.

However, I just wanted more information regarding the sale of his businesses. And, the complete dismissal of the proposition that pre-existing businesses are attractive, in part (give me that), because they have an existing client base is egregious. The failure to acknowledge my interest in whether an exclusive franchise license agreement was attached to these deals is suspect. He continually steered the conversation back to lead generation systems (which you can purchase from him).

MDHomes: Thank you for your support. My sister and her family purchased a beautiful huge new construction home in Frederick, MD about two years ago. It's exploding out there. Hope you are doing well.

Aimee, In the legal field you search for evidence and look for contradictions in statements to ferret out the truth. I come from a scientific background and I approach things much the same way. If we were conversing with other attorneys and scientists our approach would be see as intelligent and stimulating. In real estate that same intellectual rigor is seen as being confrontational. There is an attitude of this works, I made money doing it this way, you aren't successful, therefore you have no right to question me. Welcome to the world of being a newbie in real estate!

I also think you will be very successful at real estate. You think things through and have been absorbing the learnings from others on this forum. I enjoy your posts tremendously. Keep them coming.

Aimee,
Brian did answer your question. It was in one of his post that you must have missed.

"We are not talking about selling a company, we are talking about selling a personal real estate business"

This means an individual real estate business and not a brokerage so there is obviously no franchise involved.

Look at it this way you are not only purchasing a database of names but the machine this agent had in place to bring him or her the names in the database and that machine will continue to fill your pipeline with new prospects.

Thanks for clarifying Paul!

GailSusan!!!!!

Excuse Me???????????????

Contradictions in my statements, show me one and quit making stupid implications.

Did you read the post where this individual posted this about my integrity with absolutely no facts, I refused to answer for this statement and nothing else!! I have now lost all respect for you...........

I think this thread has started working it's way into character attacks and misunderstandings.I think there are many successfull people that do things very differently.

I think we will see this thread for what it is small and insignificant and move on to greener pastures.

next.........

Brian, You took Aimee's words literally "I don't think you are being completely honest" as an attack on your integrity. I didn't interpret it that way. I interpreted it as "I don't think you are being completely upfront about everything. There's more to the story than you are telling us."

I also didn't say you made any contradictory statements, only that Aimee's legal training leads her to search out evidence to support suppositions and to question people in such as way as to ferret out contradictory statements. Most people in real estate (and many other walks of life) find this cross-examining uncomfortable and perhaps disrespectful.

Now you say you've lost all respect for me? Geez, Brian, chill out. Take a vacation or something. This isn't a life changing event.

Gailsusan,

Speaking of "not being completely upfront about everything" Why don't you Post your name and where you are from and start being accountable for your posts and words just like about every truly "successful" agent on this forum?

Why the hell would I buy your business based on a personal relationship you have made? Show me how to generate consistant leads without attaching your experience with dinner parties, and I am all ears. Unless you want to sell your business to one of your 'social' friends, you are in for a rude awakening.

On a side note: why you would attack the most successful agents on this board is beyond me. Boards like this are for sharing ideas, not acting like an expert without a shred of experience.

Brian is one of the most genuine people you will ever meet and I have had the pleasure to meet him and his family. Backoff or take a hike because you offer nothing to this forum and you are pissing off the people that do.

Aimee... If you were talking about a bagel shop your point might have a some of validity... This of course is NOT the case with your typical Real Estate Agent's business...

You must be a legend in the California Legal World and have just sold your existing law clients for millions of dollars. Now you're just seeking a carreer as a Real Estate Agent for something to keep you busy. :rolleyes:

You've got a lot to learn and owe a big apology instead of continued arrogance behind anonymity... gimme a break ...

Denver:

I NEVER offered any business for sale!! I never said I planned to build my business based solely on personal relationships and dinner parties (clever way to belittle a woman though).

Please re-read the thread (granted, it's lengthy). All I said was that I could make a friend anywhere that could potentially turn into a lead.

It was Brian who questioned my ability to sell a non-existent business when I was talking about meeting people and turning them into leads. He changed the topic, from making a friend who could turn into a lead, to selling a business. It was very bizarre. Who was talking about selling a business? The members were discussing the importance of lead generation vs. closing skills.

I was attacked. I was attacked for agreeing with Tanya who disagreed with Brian about something else. Just like he's now attacking Gail. Gail, who has probably offered more help than anybody on this board to new agents!

So, you back off.

Maybe you two can email each other...

Aimee-- I have no doubt that you can meet a person anywhere and turn them into a lead. I think the point Brian was making was that closing skills are worthless if you have no lead generation...more than the ability to meet someone at a party, grocery store, or wherever. (seriously...who cant sell their friends ?or referrals from friends) I would be suprised to hear Brian say he hasnt turned a client from a social atmosphere.

The point he was getting at was that unless you have non-'ME' marketing in place- you would be hardpressed to have a solid business that will last through the ups and downs. What happens if your major source of business is from a social group and a 'more important' member of that group gets their license...you are done.

I think if you would have let Brian finish...he could have told you a very valuable story about that exact scenario.

Yes, agreed, I have a lot to learn.

But, why on earth would I owe an apology? Brian clearly cannot handle when anybody disagrees with him or asks for clarifications. I will not apologize for his foot-stomping.

Obviously some people benefited from our banter. Brian revealed the formula on how to successfully sell a personal real estate practice. Now we all know it has absolutely nothing to do with a well-established client base and everything to do with systems (that he can sell to you).

Post your real name and where you are from Aimee then let's see if you speak the way you do here.

Denver:

Your point is well-taken. I understand completely.

Thank you!

To be honest, I also think you have a lot to learn about how to communicate in online forums. You are coming to a place where Brian has been both a moderator and valuable contributor. You also got into a pissing match with someone who has been there, done that, and is still doing it.

This is a great place to learn, there are alot of great posters here- just sit back and absorb and I think you will learn a lot!

No problem. Good luck in whatever you do- but I can honestly say there are plenty of people on this board worth 'picking a fight with' ...and Brian is not one of them. There are alot of people who post here that are unknown and just come here to stir up the pot. If you have something to contribute, awesome- but before making judgements on anyone, sit back and get to know them (or find previous posts) before jumping to conclusions.

Brian:

My real name is Aimee (spelled the french way, meaning "the beloved" "friend"). I live in Los Angeles, California. I have a cat named Star. He is black and white and quite overweight. I have a film-editor boyfriend. I have two older brothers and two older sisters. My parents are retired and travel extensively throughout the world. I can roll my tongue, do cartwheels, and touch my toes. I prefer clear nail polish on my fingers and pink or red on my toes.

Part of the benefit (recognized) of online forums is that members can more freely express themselves while remaining somewhat anonymous.

And, yes, I have always been this outspoken. Always the one to ask the questions in class that everbody else was afraid to ask but wanted the answer to.

Aimee, nice to meet you, I am Brian Rodgers. I have a real estate license in 5 states, but my Kansas license is: BR00050133

And what is your last name and I assume when you tell me you are easily found as being a licensed attorney in California?

Why can you not freely express yourself and post your real name and information?

I had no problem with you until you posted these words: "Frankly, I don't think you are being completely honest."

If you are woman enough to publicly question someone's integrity with zero facts, be woman enough to do it without hiding your true identity.

As for me trying to sell on this forum. Go back and search all of my posts for the past however many years and you will see that just isn't the case.

With that said, Before you posted the above words, I was going to try to drive home a very important point with you as a new/potential agent that would have probably been some of the best advice you will ever get before entering this business.

I have been involved in this forum for a long time and lately it seems this type of thing has been happening a lot, and it always involves unnamed people hiding behind a screen name. Think about this Aimee, why in a business where everybody seems to think referrals are of the utmost importance are people hiding behind screen names in a group of peers that could potentially be holding their next commission check?

Aimee,
I see a pattern now with your posts on this topic. You are making the assumption that Brian was attempting to push selling his systems to everyone based on your "that he can sell to you" comment. Brain has never used this forum to push his systems. He will answer questions if the topic calls for it but he never starts a topic to hype his systems.

You also called him a liar with this comment "Frankly, I don't think you are being completely honest. Nobody would spend a million dollars for a "tweaked version" of somebody else's marketing system. They could do their own tweaking for a lot less." and you have no experience to draw on to make that statement other than your disbelief that this is possible cause that is not how it works in the legal world. That is what you should apologize for!

Brian! I told you! My name is AIMEE. That's my REAL name.

Correct! I am a licensed in attorney in California (as well as Georgia)!

Quit trying to bully me into posting anymore of my personal information (surname) on a public internet forum. Woman have to protect ourselves in ways men don't. Perhaps when your children grow up, you will grow to understand this.

I stand by my words. You know my name. You know how to find me.

Facts for you:

1996 - Personal Business Sold to Re/Max Agent in Kansas City


1999 - Personal Business Sold to Realty Executives Agent


2006 - Personal Business Sold (I sold the entire company this time, but the company was closed and my systems stripped out) to Realty Executives Franchise owner.

That makes 3 businesses sold, 3 more than just about every real estate agent in the world. I was also involved in another transaction concerning the sale of a real estate business but it was not a personal business as we have discussed in this thread.

2006 - Present - I will close around 150 transactions this year and I plan on selling the referral business in the next two years and getting completely out of the business.

Aimee, I think this proves the point I was trying to make before. Different cultures.

Brian, You should take your issue of disclosure on the BB up with the owners of this BB. It would certainly be a very different BB if everyone disclosed his/her personal info. I know I would not be as open and honest as I have been here if I had to put my full info down as anyone on the Internet can see what you post -- a client, a potential client, a jealous co-worker, etc. I use my real name and always have on BB's. I don't have different alias. And, I certainly don't form alliances to get my friends to come on board and defend me.

Moderators should moderate, not overreact to imagined slights from two people who have been honestly seeking information and trying to help others.

Shall we all make peace now or do you want to keep going like this?

Brian,
Can I intereface your PMC system with I-House 2000?

Wow. Very enlightening thread.