Empowering Professionals

She said "I pick up the phone, and answer it"... when asked how she does her lead generation...

She said "I pick up the phone, and answer it"... when asked how she does her lead generation...

I was at a Real Estate event a few years ago, that showcased a panel of top agents agents...  They were some of the top agents in the business, and it drew a huge crowd.  I mean, how often to you get to see four huge producers from four top companies in one room.  It was a great event.  You would be amazed on the different ideas that each of the agents had in creating business.  Even more of a difference, was "how" they would go about getting business from the same type of lead generation.  From cold calling, to networking, to parties, to pop-bys...

A hand went up in the back from a new agent that had just started in the business.  This agent wanted to know one thing.  They wanted to know how each of the agents does phone lead generation...  The agent that answered the phone smiled, and said, "That's easy; I pick up the phone and answer it!"  Everyone roared with laughter, and the new agent furiously scribbled down the information to use at a future date.  The agent ended with that and passed the microphone to the next agent.  She was proud of her answer. (and she should be, working to get to that point in her career!)

I thought about that for the rest of the day.  Now that agent was not an agent that worked for me, so I couldn't sit down and help them better understand what the top agent was saying.  That agent was so mesmerized by the successes of that agent that they never asked to clarify the answer in a way that would benefit them in a way that would increase their business.  Sometimes agents base what they should do in real estate on what someone once said was what they should do. Sometimes that knowledge that is given to this new agent are based on a market that was from yesterday... Unfortunately so many agents now a day are trying new models and systems to create business based on wild and often bizarre ideas rather then tried and true models of success.

If I were able to sit down with this new agent, I would tell her to stick with the basics.  You are in the lead generation business that focuses on lead generation.  The phone will not ring for you, unless you are making calls and they are calling you back.  Our success in real estate is based on the amount of people you talk to about real estate on a daily bases.   It makes we wonder if a lot of agent fail (according to NAR stats) because of their lack of doing the right thing rather than their desire for success.  But THAT is another thought for another day.



Chris Alston


Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014


408-850-6956 fax




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Comment balloon 11 commentsChris Alston • April 15 2010 12:12AM
She said "I pick up the phone, and answer it"… when asked…
She said "I pick up the phone, and answer it".. when asked how she does her lead generation… I was at a Real Estate event a few years ago, that showcased a panel of top agents agents… They were some of the top agents in the… more
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