Empowering Professionals: If I ask enough people to go on a date, someone will say yes, right?

If I ask enough people to go on a date, someone will say yes, right?

Well, this post isn't necessarily about dating...  It's more about prospecting for business as a real estate agent.  But it is very similar...

If I went into a bar, and stood against the wall...  How long would it take for someone to come up to me and ask me on a date?  I did nothing, but stand against the way.  I would venture pretty close to never.  So what if I dressed really nice, smiled as people walked by, smelled good and gave off good vibes... How long do you think it will take for someone to ask me on a date now?  Still, the odds are that it may take a long time...  Truth is, you don't really know how long it will take.

So imagine if I went to the same bar, and asked every girl there to go on a date with me, how long would it take for someone to eventually say yes...  I am not sure how many people it would take or how long it would take.  But the odds are that if I ask everyone, someone will eventually say yes.  I can increase my odds with the script I am using, or the skills I have in listening and creating conversation.

So the point of my post is for you to recognize your style of lead generation.  Is it passive like standing on the wall... or is it active, like asking everyone on a date.

If you are not achieving the level of business that you would like to have now, look at how you are going about getting business.  Are you waiting for the business to find you, or are you out there talking to as many people on a daily basis until someone says "yes".  You have have success either way, just evaluate where your trying to go, and what path you want to take to get there!

 

Chris Alston

 

Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014

408-850-6955

408-850-6956 fax

calston@kw.com

www.LivePlaySiliconValley.com

 

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Comment balloon 47 commentsChris Alston • June 15 2010 12:23PM

Comments

Very well put! You are right...as they say it takes someone 7 - 12 times to drive by the same business that is new to the community before it even registers in their brain and they go to that business. So, with that said in this market it takes a lot of networking, search engines, etc. to drive anyone to your door! Good luck on that date!! LOL

Posted by Danielle Watson (DealPoint Merrill - The Merrill Group of Companies) over 9 years ago

Chris, my husband and I view our blogging as active lead generation a it makes the phone ring.

Posted by Vickie Nagy, Vickie Jean the Palm Springs Condo Queen (Coldwell Banker Residential Real Estate) over 9 years ago

That's probably one of the best business analogies there is. I heard something similar in a seminar once, Vector marketing I'm told uses that approach to motivate their salespeople.

Posted by Judith Knutson (REMAX River Cities. Inc ) over 9 years ago

Danielle - Great point on the business, I never thought about that!  And thanks for the luck on the date???  HAHA!  :)

Vicky - You are so right, you have built up an audience for your blog, and it will make the phone ring...  At the bar, you have a special roped off velvet area that everyone wants to be in, where you relax.  :)  Great job on your blogging, I will drop by and take a peek!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

I agree. you have to keep asking around until you hear that yes. Once you do it makes those no answers a lot more bearable.

Posted by Nicholas Goraczkowski, Your Mortgage Resource - (720) 83-RATES over 9 years ago

Judith - Thanks!  I do so much teaching, and one day I was thinking about prospecting, like panning for gold...  But I wanted to make it funny, so I used the thought of dating...  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Nicholas - So true!  The more no's you hear, it means you are one step closer to a yes... and you start being okay with the no's!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Another big part of generating leads is how available you are. It just like when you are dating a person. Remember after you generate that lead that no one wants to deal with someone that is never around when you need them. Being able to generate the lead is great, but it's completely useless if you don't follow up on it.  And also just like in dating, once word gets around that you are never available, you can kiss your new leads goodbye!

Posted by Richard Green (U.S. Cybertek, Inc.) over 9 years ago

Chris, Great analogy for prospecting.  And another thing would even be to change the bar you are frequenting if you are not happy with the people you are attracting.

Gloria

Posted by Gloria Todor, & Doug Durren (484) 431-3686 in SE PA (Century 21 Absolute Realty ) over 9 years ago

@Brian - You are so right!  Lead follow up is key.  So what does it mean, when we don't call back after 3 days, and when we do, she doesn't want to talk to us...  haha.  :)  Thanks for the post.

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Gloria - So true!  I guess if you are not having luck at the same bar, but you keep going back... isn't that the definition of insanity?

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Good post. Deceptively simple but holds a lot of truth.

Posted by Phi Vo (Go Insurance Rates) over 9 years ago

Chris,

My father always told me that 9 slaps in the face were worth the one girl who said yes!

Posted by Brian Block, Northern Virginia & D.C. Real Estate (RE/MAX Allegiance, Managing Broker/Branch Vice President) over 9 years ago

Chris - This is a great analogy. There are times when it is right there and all you have to do is "ask" for the business.

Posted by Judy Jennings, Broker - The Lanterns at Warren Woods - Ashland MA (The Green Company) over 9 years ago

Good point and motivator!

Posted by Kevin Muhlestein, Just Loving Real Estate! (Signature Group Real Estate Cottonwood Heights, Draper, Utah) over 9 years ago

Great analogy!  No one enjoys rejection, but to use another analogy, "you have to kiss a lot of frogs before you meet your Prince!" 

Posted by Kathy Kenney, Realtor - Princeton & Central NJ Homes for Sale (Keller Williams, Princeton, NJ) over 9 years ago

Chris - as long as it doesn't involve calling folks. That game is played and tired. But speaking to people on a regular basis, yes, that's doable. I landed several buyers that way, and have a few more in the works.

Posted by William James Walton Sr., Greater Waterbury Real Estate (WEICHERT, REALTORS® - Briotti Group) over 9 years ago

Great post Chris and thanks for the reminder! Rejection is tough but real estate is a numbers game sometimes. 

Posted by Lori Liveston (Virtual Homes, Real Estate) over 9 years ago

But...if you have to ask everyone, the date that says yes may be the one that you really don't want! <would love to conjure up a scary photo here> but seriously, the only thing worse than no client, is a bad one.  But, in all fairness, that's part of the vetting process on both sides, but in principle, I agree with you, applied knowledge is key, action, with a plan.

Posted by Chris Olsen, Broker Owner Cleveland Ohio Real Estate (Olsen Ziegler Realty) over 9 years ago

Well if I wasnt' already taken...

Posted by Frank Castaldini, Realtor - Homes for Sale in San Francisco (Compass) over 9 years ago

I think this is a great analogy!  Just make sure you're not the loud, brash drunk at the bar thinking he's witty, but in reality just bothering everyone . . .

Posted by Richard Strahm, Lansdale and North Penn Real Estate (American Foursquare Realty) over 9 years ago

Chris,

You inspire me to dust off my pick-up lines and get going...

Posted by Irene Kennedy Realtor® in Northwestern NJ (Weichert) over 9 years ago

A challenge is that for many people rejection feels too personal, almost like a judgment on self worth: If 9 people reject me at a bar; there must be something wrong with me!  In real estate, it can be about being rejected 20 times before you find that lead, and then if the lead goes south, even more before you get a closed transaction.

That's a lot of rejection!

The funny thing is that whether or not we choose to get business on purpose or by accident, we are still getting rejected.

There were close to 2000 sales in the last month in my immediate area. How many of those did I not close?

Whether I like it or not, if the business being done out there is being done by someone else, my business is being rejected by default rather than on purpose. It's still rejection!

 And the only way to change that is to go out and get some more rejection!

OK... I am now totally motivated to stop typing and make some phone calls!

In success!

Posted by Jon Clark over 9 years ago

Hey there Chris, you certainly have a knack for the analogies don't you, well done! So true what you've posted.

LOL@Irene

Posted by Cynthia Bartch, Redesigned Spaces; All Round Nice Gal (Home Stager/Property Stylist & more! Granville, Ohio) over 9 years ago

For us old married people, the dating thing seems a little fuzzy!  LOL  Great job.

Posted by Jenna Dixon, Empowers You With a Better Real Estate Experience (DRA Homes | Cobb County Real Estate ) over 9 years ago

Chris:

Lead generation is learning to love rejection, and that is "WHY" many agents hesitate to put themselves in a position that rejection is part of the equation.

Posted by Lorraine or Loretta Kratz, Certified Negotiation Consultants (Crescent Moon Realty, Inc. & Land N Sea Auctions.) over 9 years ago

Phi - Thanks!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Brian - That sounds like something a grandfather would say!  :)

Judy - So true!  But still, sometimes we just don't ask!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Kevin - I hope for real estate?  As opposed to dating... lol

Judy - OMG, I have never heard that...  So ture!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

William - Yes, so true...  You should find the type of lead generation that YOU want to do, then go out there and master it!  Great job on the new leads!

Lori - It soooooo is.  Sometimes we all just forget that point!

Chris- HAHAHAH!  Could you imagine doing it with your eyes closed?  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Frank - HAHAHAHA!  lol.  :)

Richard - Who me??? Nawwwww.....   ::Hick::  ::Hick::  "How dry I ammmmmmm"

Irene - So, um... uh...  where ya headed...  mind if I drop by?  So, do you come here often?

Jon - Jon Clark?  THE Jon Clark?  My bud in AZ?  Great words!  You always help others believe that THEY have words of wisdom...  not seeing that YOU YOURSELF can be a great motivator to others!

Cynthia - :)  Thanks!  I love what I do, and try to make it fun!

 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Jenna - Oh come on!!  lol.  :)

lorraine and Loretta - So true!  You hit that one on the head!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

I like what you had to say and how you wrapped it together. Sometimes this type of thinking spawns others into thinking of ways the too can build a client list. I have been working on some things myself, but you have inspired me to dig deeper. Thanks for blog!!

Posted by James F. Chaney (Sorenson Realty, Inc.) over 9 years ago

James - Your welcome!  I'm glad it's going to help ya get out there!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

It's all a numbers game my friend.  The more people you talk to the better your chances.

Posted by Morris Massre, Real Estate Instructor Broward County Florida over 9 years ago

Morris - Yup!  Thanks!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Chris, you are right on !!! It's all about the numbers and the ratios that  help keep us motivated to prospect !!!

Posted by Michael J. Perry, Lancaster, PA Relo Specialist (KW Elite ) over 9 years ago

Great post, like your analogy, could be used to put many prospecting plans in perspective.

Posted by Jesus Sotelo Carrillo (Capitol Real Estate Group) over 9 years ago

Chris, it funny what you think, I always think real estate business is just like dating.  A different thought from yours though.  No one is going to warm up to you until they know you and willing to form a relationship with you.  And chemistry is the thing.  Thanks!

Posted by Rita Fong, Realtor - Marion Arkansas Homes for Sale (RE/MAX REAL ESTATE TODAY, Executive Broker 901-488-9590 ) over 9 years ago

Michael - It is about numbers and ratios!  :)  I hope it gets you motivated!  :)

Jesus - So true!  Get out there!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Really good Chris. This is a good thing to keep in mind for those newer agents especially!

Posted by Zachary Strong, Adventure-Clearwater to St. Pete, Florida Real Est (Coastal Properties Group International) over 9 years ago

Rita - :)  So true...  You should write a post about it!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) over 9 years ago

Great post....thanks for sharing.  Goes right along with what Gary Kellar says in his book.  Real Estate is a contact sport...you actually have to be in contact with people to make your business successful! 

Posted by Nadine Larder, Real Estate Marketing Expert/PrinterBees Founder (www.PrinterBees.com) over 9 years ago

Great analogy Chris. All a numbers game, just as in sales. 

Posted by Adam Brett, The Adam and Eric Group, Fullerton's Finest (The Adam and Eric Group) over 9 years ago

Great minds think alike.  Just like you, I've often pondered the analogies between trying to pick up clients and trying to pick up well ...er... that other thing.  (learning "pick up" lines, confidence, fear of rejection, etc.)

I'm past that stage in my life, but it's good to know that all that stuff we learned can still be put to good use in business.  :-)

Posted by Robert Lei, Sunnyvale Cupertino Santa Clara, Palo Alto Mountain View Saratoga Campbell (Century 21 (SUNNYVALE, CA) - (408) 893-2410) over 9 years ago

Praful Thakkar re-blogged this and it was a good one for this Valentine's Day even all these years later.  Great analogy.  -Kasey

Posted by Kasey & John Boles, Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties (Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com) almost 3 years ago

I came over from Praful's reblog as well and I agree - good post! Wallflowers aren't going to get the business/date.

Posted by Kat Palmiotti, The House Kat (406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty) almost 3 years ago

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