Adam and Eve and the New Real Estate Agent

by Jonathan Dalton on October 5, 2010

Adam and Eve

Image courtesy of Flickr user Eusebius@Commons

So you’ve earned that real estate license and are in business for yourself. You told your friends and family that you were going to get your license and, amazingly enough, they waited for you and have decided to use you rather than one of the other dozen agents they know. In no time flat, you’ve got a deal in escrow, and all seems well in the universe.

And here’s the point where it’s easiest to lose track of the second part of a real estate professional’s two-pronged job description.

Recently, Rob Hahn (aka the Notorious R.O.B.) asked what a real estate agent’s job should be and even included the definition as provided by Wikipedia, the world’s most reliable almost-reliable source. To paraphrase, a real estate agent’s job was defined as providing the best possible service to his or her clients, whether buyers or sellers.

Pushed aside to some degree was the idea of lead generation, which, truthfully, is the more important part of a real estate agent’s job if they consider themselves to be business owners and are seeking some sustainability.

Whether you knock on doors a la Tom Hopkins or spend your days writing cards and popping by as Brian Buffini tells us, without lead generation your business is not sustainable. Low-hanging fruit only lasts so long; as Adam and Eve discovered, once that fruit has been tasted you soon find yourself in the wilderness trying to survive.

Inevitably, though, lead generation takes a back seat whenever we, as agents, get busy. All it takes is one or two escrows, and the day soon is spent scheduling and attending inspections, visiting title, calling lenders and otherwise managing the transactions using the time that otherwise would be allocated toward following up with potential clients. It’s this tendency toward forgetting the lifeblood of the business, lead generation, that causes agents’ monthly production to whipsaw from feast to famine.

By defining your job as lead generation, or at least recognizing lead generation as the more important portion of a two-part job description, it’s much easier not to lose focus on what will keep you in business beyond the current deal.

Success is not an accident. It takes work. Take low-hanging fruit when you can, but realize someone else put in a lot of work from planting the seed to watering and cultivating the tree from which that fruit came.

Elizabeth Newlin October 5, 2010 at 10:01 am

True. but depressing. why can’t clients just want to work with me because I’m awesome?

Keven Tomlinson October 5, 2010 at 11:03 am

Great idea leads are the ticket to success. I must point out however, “fruit” was not the issue in Adam and Eves case it was sex. Genesis 3:15 just as a point of interest.

Jonathan Dalton October 5, 2010 at 1:08 pm

It doesn’t lend itself as easily to a picture in a blog, though, Kevin. 🙂

keven tomlinson October 5, 2010 at 1:21 pm

You are right. Its a great and timely article.

Monika October 5, 2010 at 4:51 pm

Excellent post and advice to all agents…no matter how long they’ve been in the business.

Dru Bloomfield October 6, 2010 at 6:10 am

Jonathan, I’ve been thinking about this very topic over the past week or so. Your post is timely for any agent, because prospecting results need to be monitored, honed, and adjusted for changing markets. And the market is always changing.

Francces Flynn Thorsen October 7, 2010 at 2:51 pm

I’ve also been thinking lots about this recently. Dru is right … agents need to make adjustments, increase lead generation, and work on conversion.

This is a good article. I love the illustration …

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