Agents, what's your #1 tip? (Plus, NEW BOOK!)

Real Estate Agent
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Agents, what's your #1 tip? (Plus, NEW BOOK!)

Kaylee WalterbachPro Member
Rental Property Investor · Norman, OK · Member since 2018 · 158 posts · 529 votes

SOLD: Every Real Estate Agent’s Guide to Building a Profitable Business is available now!

SOLD provides a much-needed look at how successful real estate agents build their business, close deals, and generate commissions. In this book, best-selling author and expert real estate agent @David Greene shares everything he wishes someone had shared with him—including the exact processes he used to become rookie of the year and top agent in his office.

Whether you’re a newcomer to the real estate world or a seasoned agent that never got mentorship, this is the book you've been waiting for. Learn from the best, refine your business, and become a top-producing real estate agent in record time. You can get the book, along with some stellar bonus content, on the BiggerPockets Bookstore!

In the spirit of helping new agents be the best they can be, we want to know: Agents, if you could travel back in time, what’s the ONE tip you would give to yourself when you were first starting out?

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Nathan GesnerBusiness Member
Moderator
Real Estate Broker · Cody, WY · Member since 2010 · 28k+ posts · 41k+ votes
5y

Instead of marketing to a bunch of strangers, strengthen existing relationships and then (eventually) ask them for referrals. They already know, like, and trust you so it's easier to get referrals through them than it is to build new relationships in hopes of finding a buyer/seller.

Make a list of 50 people you think like you enough to refer business to you. Talk to them at least once a month. On the third month, talk to them like you always do but include a request for referrals. Repeat every month.

If done properly, most of them should offer you at least one referral which will result in plenty of business. For those that don't, remove them from the list at the end of the year and replace them with new names. Rinse and repeat.

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  • Chase Thompson
    Real Estate Agent · Fort Lauderdale, FL · Member since 2019 · 13 posts · 4 votes
    5y

    Find your niche. For me its owning a construction company and being agent. This allows me to offer my investors, retail sellers and buyers an all in one service, from simple repairs to get a property ready for sale to full gut fix and flips. 

    What are other agents doing to stand out these days?

    1Reply
  • Vanessa Griffin
    Tyler, TX · Member since 2021 · 1 post · 0 votes
    5y

    Build your database from day one. Set a goal to add x number of contacts to your database each week and stick to it. Find a good CRM and USE IT!!! Wish I had done this from the beginning when I started 17 years ago.  

    0Reply
  • Kirbi Campbell
    Real Estate Agent · Nashville, TN · Member since 2020 · 45 posts · 36 votes
    5y

    -Be transparent and communicative with your clients! This is a huge purchase and constant communication can help support your client during the transaction, especially if they are a first time homebuyer. 

    -Know your stuff! Be very familiar with your current market and be able to answer questions and provide value - providing value will set you apart from other agents.

    0Reply
  • Rob Lee
    Real Estate Broker · Dallas, TX · Member since 2016 · 248 posts · 240 votes
    5y

    In addition to what has been shared by others, interview multiple brokers. All brokers are not equal. Your fees help fund the office. There are brokers who use volunteers to avoid paying for staff. There are also brokers who put the money into the business to create good agents.  Find an office that has paid contract staff to support you. Someone should always be available to answer your questions. It's important that you are open to continuous learning. Request a copy of the education calendar 2 months out. Sold by David Greene is excellent. Read it or listen via Audible.

    1Reply
  • Ryan Crowley
    Rental Property Investor · Bloomington, IL · Member since 2017 · 26 posts · 17 votes
    5y

    This is AMAZING ADVICE!  Thank you all for your input

    0Reply
  • Gabriel H. Gaytan
    Real Estate Agent · San Antonio, TX · Member since 2021 · 65 posts · 21 votes
    5y

    My best advice is you should want your customers to win in any situation. Always want the best for everybody that puts their faith in you to represent them.

    1Reply
  • Jerrylyne Isaac
    Member since 2021 · 16 posts · 4 votes
    5y

    @Bruce Lynn

    Thank you Bruce. Was also curious about the housing market now in Dallas Tx, first time homebuyer here

    0Reply
  • Jerrylyne Isaac
    Member since 2021 · 16 posts · 4 votes
    5y

    @Ola Dantis

    That’s a given! Would need some guidance as well. First timer here

    0Reply
  • Jon Ladas
    Real Estate Agent · Boston, MA · Member since 2018 · 26 posts · 32 votes
    5y

    Make your phone calls EVERY DAY! 

    They are the cheapest way to generate leads. When you start in this business you have more time than money (usually). Just remember, if it's easy to do, it's easy not to do. 

    PICK UP THE PHONE AND START DIALING

    4Reply
  • Wale LawalBusiness Member
    Real Estate Broker · Houston | Dallas | Austin, TX · Member since 2018 · 5k+ posts · 2k+ votes
    5y

    @Nathan G.

    Great advise 👏

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  • Matt Moreland
    Realtor · Lubbock, TX · Member since 2016 · 165 posts · 155 votes
    5y

    Relationships > Revenue 10/10 times. 


    Focus on building genuine relationships rather than building a "client base" and both your career and life will be more fulfilling.

    0Reply
  • Cara Lonsdale
    Realtor and Investor · Scottsdale, AZ · Member since 2017 · 1k+ posts · 1k+ votes
    5y

    #1 Tip : Put Relationships before Revenues. 

    Just a couple years into my business, I was contacted by a couple from NJ.  They wanted to retire in Sun City, AZ and wanted me to help them.  They were a small sale, and took FOREVER to make a decision and complete the process (I bet I walked dozens of properties for them).  I spent countless hours on the phone with them, explaining paperwork, the process, and coordinating their relocation here with them.  It was ALOT of work, and the commission didn't even come close to covering my time and efforts.  However, I wanted to help them out.  They didn't have anyone else here, and it tugged on my heart strings, so I did everything I could to walk them through to a successful closing and move here to their new home.  

    A few months later, I got a call from the wife's sister.  She wanted to move here too to be close to her sister.  She also had a house to sell in California (so I got to pick up a referral as well).  A year later, I got a call from the sister's daughter.  They were moving here too, now that their mother was here.  A few months after that, I got a call from a gentleman that knew the sisters from Church.  He was looking to buy a new home.  And so on, and so on, and so on, it has gone on for over 20 years and counting.

    The point is that putting relationships before revenues can be more valuable than any ad, or marketing piece someone can receive from you.  Their loyalty, their top of mind awareness of you, and their memory of your contribution to their experience (that they share with everyone they know) will make a far bigger impression on your wallet than a magnet on their fridge with your name on it. 

    8Reply
  • Andrew SyriosPro Member
    Moderator
    Residential Real Estate Investor · Kansas City, MO · Member since 2014 · 10k+ posts · 5k+ votes
    5y

    Awesome, congrats on the new book @David Greene!

    Podcast Guest on Show #121
    0Reply
  • Joe Bertolino
    Investor · El Dorado Hills, CA · Member since 2012 · 1k+ posts · 1k+ votes
    5y

    1. It is a people business.   You need to focus on people and not on the transactions or outcomes early and later in your career.   Focus on the activities (connecting with people you know and adding to your circle) and everything else will fall into place.  Build an accurate database and follow up systems to manage those relationships.  

    0Reply
  • Hersh ShahBusiness Member
    Realtor · Atlanta, GA · Member since 2016 · 121 posts · 80 votes
    5y

    Database. Database. Database. Start using a CRM and add everyone on it that you have every known and start connecting or reconnecting with folks (at least the ones you want to reconnect with).

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    0Reply
  • Hector Bernal
    Investor · RGV, TX · Member since 2020 · 4 posts · 1 vote
    5y

    I just bought this and I'm excited to start reading it!

    0Reply
  • Kanwar Sodhi
    Real Estate Agent · Chantilly, VA · Member since 2016 · 245 posts · 61 votes
    5y

    Whether you buy or not, analyze daily

    0Reply
  • Jaquetta T Ragland
    Real Estate Agent · Winston Salem, NC · Member since 2014 · 486 posts · 303 votes
    5y

    @Kaylee Walterbach don’t spend a lot of money on marketing in the beginning, instead work with people you know or strive to meet new people.

    1Reply
  • Julie DeWolfe Arroyo
    Realtor · southern Idaho · Member since 2020 · 81 posts · 50 votes
    5y

    @Kaylee Walterbach if your brokerage wont help you become successful, find one that will.

    1Reply
  • Jacob Fitzgerald
    Realtor · Angleton, TX · Member since 2019 · 87 posts · 39 votes
    5y

    Be the agent that their mom wouldnt mind their daughter taking home to meet the family..... lol

    0Reply
  • Brandon Thomas
    Real Estate Agent · Frederick, MD · Member since 2020 · 60 posts · 28 votes
    5y

    1. Read the contracts + addendums over and over until things start to make sense on why certain verbiage exists to protect each party, etc. 

    2. Find a mentor and do NOT be afraid to ask questions.

    3. Understand timeblocking.

    4. Learn the various ways to communicate. As they say, communication is key.

    5. Stay educated on market changes, new regulations, and even as simple as scanning the MLS every morning.

    Just to name a few.

    4Reply
  • Rachel Morrow
    Real Estate Agent · Kansas City, MO · Member since 2020 · 46 posts · 34 votes
    5y

    #1 tip: don't call/check up on your friends, coworkers, and family when you need business. Call them out of the blue out of genuine interest in their lives. Start from a place of giving, interest in them, and care, and they'll automatically become interested in you and what you're doing. 

    The greatest news for us agents is that this is a relationship-based business! We GET to wake up every day and make a living from helping our clients get a better lifestyle/improve their financial situation. I can't think of a career as fulfilling as this!!

    1Reply
  • Tony Savage
    Real Estate Broker · San Diego, CA · Member since 2016 · 187 posts · 117 votes
    5y

    Education, education and more education! Lean on your local Real Estate Board and take advantage of all the classes that they have to offer. This is particularly critical if you're a new agent.  I've been in the business for many many years and I still schedule classes through my local board as well as with my state board association. You're broker should provide training as well.

    0Reply
  • Jon Hill
    Real Estate Agent · Firestone, CO · Member since 2018 · 124 posts · 115 votes
    5y
    This is awesome and would completely agree. I started out at boutique office and then moved to The Group thanks to Robert Jones being on the podcast. The use the Ninja system which is exactly this. Work to build deeper relationships with the people who already know like and trust you. It is much more effective then trying to win over someone you don't know.

    Originally posted by @Nathan Gesner:

    Instead of marketing to a bunch of strangers, strengthen existing relationships and then (eventually) ask them for referrals. They already know, like, and trust you so it's easier to get referrals through them than it is to build new relationships in hopes of finding a buyer/seller.

    Make a list of 50 people you think like you enough to refer business to you. Talk to them at least once a month. On the third month, talk to them like you always do but include a request for referrals. Repeat every month.

    If done properly, most of them should offer you at least one referral which will result in plenty of business. For those that don't, remove them from the list at the end of the year and replace them with new names. Rinse and repeat.

    0Reply
  • Christopher Whitson
    Real Estate Agent · Carlsbad, CA · Member since 2019 · 30 posts · 12 votes
    5y

    @Kaylee Walterbach be you. Lots of bells and whistles. Just communicate that you’re in real estate and be you.

    0Reply
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