I'm brand new to the business and don't know how I should go about finding listings and potential buyers. Could you guys provide me with some suggestions?

I've scoured the web for ideas and have seen suggestions like cold calling, knocking on doors, and mailing lists, but how do I actually do it? Where do I get the phone numbers? Where do I buy mailing lists?

I work in an office with mostly top producers, so how do I set myself apart from them?

Also, where do I find expired listings? Sorry if this is a stupid question. I am brand spankin' new. :-(

Any kind of advice you can give would be greatly appreciated. Thank you!

If your office couldn't be bothered enough to train you how to at least use the MLS, then maybe you should look for a better office - is there a Keller Williams office near you? They offer great rookie training.

You may also want to look in to purchasing Sell With Soul by Jennifer Allan - great book for newbs and experienced agents alike to get started. It's on Amazon.com

Another one to look into for decent training, but his videos are outragously expensive, is David Knox - I guess Weichert likes him as he comes to our "Fall Fest" and speaks to us often but he's not just Weichert. Our broker has his entire set of DVDs in the office for us to check out and use anytime we want. Maybe your broker has similar materials.

You find expireds by searching in your MLS for them - pick out some homes that look nice and like they might be saleable. You may have to do a public records search to get the owner's phone number.

But I think first before you try contacting people you should just spend more time learning what to say and how to say it...or you will get discouraged! Your broker should be providing you with training!

Thank you for thoughtful response!

The idea has crossed my mind to change brokerage because the brokers in my office also sell, so they're extremely busy. I've actually been teaching myself how to use the MLS and scouring the web for ideas, but I definitely need guidance.

I've only been with this office for a month and have already paid about $800 in dues including E+O Insurance. If I move to a different brokerage, will my E+O Insurance and MLS dues transfer with me or would I have to pay them all over again?

Thank you!!

Hi Eva,

I know how you are feeling right now because when I started in the business, I was in the same boat. I started in an office with Top Producers, and had to sell my soul in commissions for the first 3 transactions with a mentor. What a joke!!!! My mentor taught me nothing and gave me bum leads. After 3 months of that, I left. I mostly learned the business on my own and from my previous experience as a scout for an investor.

I am now proud to say, 8 years later, that I am among the top producers with a strong team behind me. Because of my experience, I made it my business to learn more than the top producers. I also promised myself that I would become a real mentor and help anyone that needed or asked for my help. The key to this business is overcoming fear. If you don't mind, here are a few encouraging things I would like to share with you. I pass this on to all of the agents I mentor:

* "Money lives on the other side of fear!" - Self Explanatory

* This business comes down to the three L's: Listings, Leads, and Leverage. Along with integrity and great customer ethics, this should be your business foundation.

* Remember the 80/20 rule - The 80/20 Rule means that in anything a few (20 percent) are vital and many(80 percent) are trivial. Essentially, 20 percent of the people owns 80 percent of the wealth. Become the 20 percent.

Along with Perky's book recommendations, cut and paste the below link. The book is called "The Millionaire Real Estate Agent" by Gary Keller. I have read it 3 times and buy one for every agent I mentor, great book!

http://www.amazon.com/Millionaire-Real-Estate-Agent-Money-Its/dp/193264900X

One last thing, since you are just starting, try to find scripts and free advice, posting, etc. Craigslist is a great free resource of generating leads. Also, as Perky mentioned, search expired for the last 30 days and target those for potential listings. If mailing becomes costly, go to good old fashion door knocking. I did that a few times and picked up a few listings in the process, you would be amazed.

Ok I am off of my soap box...lol I can keep going but don't want to overwhelm you. I wish you all the best.

Nice post DMV!

I really believe one's mindset, thoughts and beliefs shape our outcome. I love books like The Secret and The Answer. I will check out the one you recommended.

I am about to sign up for classes in the next week or so. It really helps to read positive posts and to hear stories of those who have become successful.

Eva, I have no doubt you can do it. I would highly recommend the book/movie The Secret..it may help you to get in a good mind-set. Best to you!

When I started out, every weekend I was out covering open houses for other agents hoping to meet potential clients.

Not every open house pays off, and it may be a few weeks before you pick up a potential client. But if you don't have anything else on the go, they are well worth the time investment.

Eva - Welcome to the wonderful world of real estate sales!

Real estate business is everywhere (relatively speaking) and there are a gazillion ways to find it. Some of these gazillion ways will suit your personality;many won't. That's part of the process as a new agent - one - determining WHAT your prospecting options are and two - figuring out which ones will work for you. If a particular activity sounds dreadful to you, don't do it. My screening process for prospecting goes like this:

1. Is this an approach that would work on me? (i.e. would I respond to something prospecting to me this way?)

2. Is this an approach I would be proud to subject my audience to? (e.g. don't send out newsletters that seem dorky to you).

3. Does it make me feel icky to do it? (e.g. I hate being cold-called, so I wouldn't dream of doing it to someone else)

Other agents and trainers will tell you to Just Do It, even if it feels wrong. I disagree. Do what's fun, comfortable and, to way of thinking, intelligent.

As far as setting yourself apart from Top Producers - don't worry about that. Real estate business comes in one client at a time - you're not competing with the other agents in the office for business. When YOU run into someone who has a real estate need, all you have to worry about is being the Best (Wo)Man for the Job, which has nothing to do with advertising or marketing or branding; it has everything to do with knowing your stuff and knowing you know your stuff.

As far as your already-paid fees are concerned... that depends. If your E&O policy belongs to you, then it will transfer. If it's an office policy, then it probably won't. In Colorado, we buy our own policy and it's good for the year no matter where we work. Ditto MLS fees...

Wow. Thank you all for your input!

I know that I work for myself, so I don't expect my brokers to hold my hand, but it is definitely frustrating to know that they can't even spare one minute to train me. I'm very tech saavy, so learning the MLS on my own is no biggie, but trying to figure out what to do with the information is the tough part.

I will definitely heed everyone's advice and stay true to myself. Hopefully with diligence I'll get something rolling relatively soon.

Thanks again!

When I first started, I just focused on calling OLD EXPIREDS... no one else was doing it and I got 5 listings out of it 2 months... you gotta get a service thought else it takes too long... like they say in real estate.. "it only takes 1 deal to pay for it" lol

I like landvoice for fsbo's and REAP for expireds. Just look up "reap expired coupon code" in google...a few sites offer discounts

Eva,

The advice in this forum is excellent as are most of the people that hang out here. I would follow most of it closely. I have a particular slant on selling real estate sales and marketing which involves the use of the Internet and technology.

While personal contact at the onset is what you should focus on,it would not hurt to also use technology to help you get started as well. You may want to look into a couple of ideas on my fee videos at my blog. Just perform a search for Expert Realtor Web and you should be able to find my blog and free video posts. They will continue on through November every 3 days.

God Bless,

Mark Ellis

Spamming the board is not allowed. Take it somewhere else please.

First thing first: Get an office where the broker is offering training...

Eva,

You really need to corner your office broker and tell them you need some training on contracts and the process of a transaction. I'm afraid if you find your own way on that you might possibly get into trouble as that is the most difficult part of real estate. I think many offices put in alot of training on getting leads and clients, but they don't do a good job of training on contracts and transactions. Which they should as if you mess up on a transaction they are liable for that as well. If you mess up on prospecting they have no liability.

I was a new agent 3 years ago and this is what I would do if I could time travel...

1. Find the top office in your area and join that office. I made the mistake of joining a weak office and the longer you are there the more bad habits you will pick up.

2. There may be a chance that no office gives give good training - Go out and get the training yourself. Read books, join seminars, etc.

3. I feel that if you don't have a HUGE sphere of influence, then you will most likely have to find a form of prospecting to work for you.

GOod luck!

Eva, One thing I did when I was starting out was to take the basic appraisal course. Knowing how to accurately figure out the value of a property is a critical skill to acquire whether you work with buyers or sellers. I think it should be mandatory for Realtors and if you master it and never take an overpriced listing you will be on your way to success.