Expert: Sue Bernstein - 3/5/2005

Question
-All I can say about those that are doing well is that they have been doing it for at least 4 years or more and most of what they get now are referrals only.  Also, once they get a FOR SALE SIGN up with their name, then it all starts to happen, people call.  It seems like pure luck for the new ones. I do more than most of the newbies and I don't get the LEADS and the phone doesn't ring. I realize here in California and especially in my area there is an overwhelming influx of new agents and it seems everyone in my farm has a friend or relative in the business. I've been losing listings because of this. My manager just tells me to not give up and that I'm doing the right things. Do other agents have this much difficulty OBTAINING leads even after doing all this work? Buyers seem reluctant to work with one agent, they wont give me their name, phone, etc  at open houses so that I can follow up.

What works for you?


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Followup To
Question -
I farm twice a week. Door Knocking and Leave flyers.
Open Houses for other agent homes twice a month.
Send letters to FISBOs and Expired Listings.
Do floor time 5 times a month.
Contacted my entire sphere of influence.

I have been licensed for one year and so far no deals. I'm intelligent, motivated, outgoing, and hardworking. Whats the problem?
Answer -
Dear Chris,

If you have been doing all of the above and haven't closed any transactions in a year something is very wrong as it appears that you are doing everything you should.  Are the other agents in your office busy and making money?  You need to put this question to someone in your office such as your manager or one of the agents you respect that does good business.  Maybe you need to work under a mentor who can oversee what you are doing and what you are not doing.  Somehow you are not converting leads to sales and without knowing you I don't know what it is or what suggestions to make.

Good luck

Sue Bernstein
www.SueBernstein.com

Answer
Chris,

It is true that business creates more business but after a year something should have clicked.
I personally don't waste time with people at open houses asking for phone numbers etc. from people who aren't interested in talking with me. I only pay attention to the ones who want my assistance.  Once we have established some rapport I might ask if they have an agent and if not would they like to have me assist them.  Don't waste time with people who aren't desirous of assistance.  Maybe you are trying too hard and too intense with clients.  If you have been losing listings it might be worth splitting your next listing appt with a more seasoned agent and watch what they do to get the listing. Or have your manager go with you.  If you are working as hard as you say, something should pay off.  Maybe try relaxing and developing rapport before asking for business and don't waste time with non-clients.

Sue