Empowering Professionals: Can you catch a fish with no hook and/or bait?

Can you catch a fish with no hook and/or bait?


I wouldn't want to go fishing if all I had was a lead weight at the end of the line I was casting...  I could cast out pretty far and not fear it getting tangled, however I probably would not catch a thing.  It's easier to just put a weight at the end and throw it over, since you do not have to get a hook, or a fly, or a lure.  And you will never have to think about how you are reeling it in.

Do we ever practice real estate without any bait at the end of our lines?  What I mean, is do we lead generate a lot, but lack the power to try to close someone when it is time to make the sale?  Do just think in our minds that since we sat for three hours at an open house, that we did enough lead generation for the day? Then when nothing comes from it, we have every excuse as to why we hate open houses?

When the market shifts or goes through transitions, it is not just about making contacts with people, it is all about getting to the table in front of those that can make a decisions to list or not to list with you.  If you are lead generating, but lacking the ability to close, then know that it will be a consistent uphill battle for you. 

If you are to be a master in the art of lead generation, then one of the steps is to learn your scripts daily.  Read them daily, practice with partners daily until you have them internalized.  That way, you will know the tell tail signs of when to go for the close...  Just like when to pull back the line to set the hook.

It takes several fishing trips to really get the hang of it...  Just like trying out your scripts for the first time.  They may need some fine tuning the first time you use them. 


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 4 commentsChris Alston • May 10 2010 04:43PM


Hi Ghris - I don't use a script but I do use a plan.  I hate scripts if what you mean is a canned presentation.  You have to practice but you have to practice changing gears too.  At least that's what works for me.

Posted by Bob Murphy (Keller Williams Realty Consultants) over 10 years ago

@Bob - Great point.  When you internalize a script, then it really doesn't matter what  you say as long as you know where you are trying to go.  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 10 years ago

I think everything most people say is a script of some sort. We use the same jokes, same lines, just because it isn't written down, doesn't mean it isn't a script. (that is where most people get confused) I think open houses are a wonderful opportunity to meet new clients and use what we have learned and use that as a script to attract new customers. But, even the slow open houses can be opportunity to lead generate if you are online blogging during those slow times.

Posted by Respect Realty LLC, Brokers - Oregon / SW Washington Real Estate (Respect Realty LLC) over 10 years ago

@Todd - So true!  If I asked you how you are doing, you would respond with a script.  Good point!  And I agree that open houses can be a great time to lead gen if it is slow.  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 10 years ago