1 Question Successful Realtors Ask Themselves

What is the difference between successful real estate agents and the 90% of new agents who fail? Successful agents can answer this one simple question.

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Today I wanted to share something I’ve been thinking about for the past week or so. Everybody has the same opportunity to get into the real estate business, but some agents succeed and many others fail.

In fact, I think close to 90% of all new real estate agents fail within the first two years of getting in the business. So what’s the difference between these two categories of agents?

I’m not a scientist, so this may be a little bit vague. When scientists conduct an experiment, they’ll have a control group and an experimental group. Our office is a controlled environment in that we have scripts, systems, and transaction coordination that we use to generate more leads. We get 40 leads per month on average on our team. Some agents don’t find that they’re making the money that they’d like to and end up leaving the team, while others use this to their advantage and close deals quickly.

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90% of new real estate agents fail in the first two years.

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So if our office is the controlled environment, then what is the independent variable? The independent variable is the agent. Their success, the dependent variable, is based on one thing: how bad they want it. If an agent that joins my team has all of the tools, resources, and coaching available to them but fails anyway, their reason for failure is simply that they didn’t want it bad enough.

This philosophy extends to our personal lives as well. If you’re not getting the results you want, take a look at your “why.” Why are you doing what you want to do? It has to be bigger than yourself and serving others. Most importantly, you have to want to do it!

If you’re considering joining my team, reach out to me by phone, email, or on Facebook. I would love to talk to you and help you meet all of your goals.

How Big Are Your Goals?

I’ve taken my talents to South Beach where I’m training for an upcoming marathon. I find that setting goals in my personal life helps me reach goals for my business as well.


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Why is goal setting important? Whether it’s in your personal life or for your business, setting goals for yourself can help you accomplish bigger tasks than you ever could have imagined on your own.

The reason I bring this up today is because I have taken my talents to South Beach and am training for a marathon here in Miami Beach set to take place on January 29th of next year.

Overall, my present fitness goals are to get in the best shape I’ve been in since high school. I weigh about 224 lbs. right now and am trying to get under 205 lbs. before the marathon.

I’ve started training this week by running 10 miles over four days, and it feels good to be getting closer to my goals. I’m averaging about a 13-minute mile, which I know isn’t incredibly fast, but my goal is to lower my heart rate and improve my cardiovascular and aerobic health as suggested by Dr. Philip Maffetone in his book Endurance Training and Racing.

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Set goals for your personal life and your business.

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I’m taking on the challenge of this marathon because I have really big goals both for my life and for my business. I’m looking to make $1 billion in real estate sales volume per year by the year 2025 by selling 3,600 homes per year in 20 different markets with about 100 agents on my team. In order to have the energy to do this, I need to be in great health, so this is another reason that I’m working toward this goal.

I’ll keep you all posted on my journey toward my goals, but in the meantime, if you have any real estate-related questions for me, don’t hesitate to reach out by phone or email. I’d love to help you reach your goals!

What You Need to Know About People Farming

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What do you do when you find someone who isn’t ready to move right now but might in the future? I’ve heard many coaches say in the past that unless a prospect is ready to buy or sell in the next seven days, you should throw them away.

That strategy makes no sense. You are going to burn out because you won’t have a fat pipeline to work off of. You will also leave a lot of money on the table if you just throw away leads.

Let’s say you call an expired listing and they say, “We wanted to sell while our kids were in school, so we took our home off the market for the summer. We do want to sell in the fall.” If you can’t overcome that objection, don’t pressure them. Instead, offer to call them back in the fall.

At this point, most prospects just want to get off the phone, so they will say it’s fine if you follow up in the fall. Ask for their email address so you can add them to your database. You should also ask if they will interview agents in the fall or if they already have an agent. If they already have an agent, don’t put them in your database. Don’t waste your time on someone who already has an agent.

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Keep in touch to establish yourself as a reliable, communicative agent.

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If they are interviewing agents - which is the case with most expired listings - let them know you will stay in touch. Don’t just call them six months out because they will forget who you are. You have to stay in touch with them in the meantime.

Send video emails, call them every month or alternate between calling and texting each month, and make sure you send a couple postcards. That way when you call them six months out, they will absolutely know who you are. The number one complaint in real estate is that agents don’t communicate, so by keeping in touch with them, you have established yourself as a responsible, diligent agent who keeps their clients in the loop.

Remember, don’t give up on that long-term business because in six months, it will be your now business. If you want to go more in-depth with this people farming strategy, give me a call or send me an email. I would be happy to help you!