Have you been chasing your tail? It is better than chasing someone else's...

By
Real Estate Agent with Charles Rutenberg Realty - Naperville

I met with my office manager yesterday.  We were meeting to go over my business from the previous year, and to take a look at my expectations for 2012.

During the meeting, my manager noted that my sales had risen 93% from 2010 to 2011.

"Wow," he said.  "What did you do different last year?" 

"Absolutely nothing," I answered with a hint of pride, knowing that my answer would surprise him...

"I did the exact same things,"  I continued.  "I wrote my online market reports, I hung my newsletters, I held a lot of open houses, I was very active on several social media sites..."

"Bottom line, I was consistent, and it is starting to pay off."

"That's good," my manager finished, pleased with the direction my business is headed.

Keller Williams Infinity

When I first became a real estate agent in the fall of 2005, I was so excited to absorb sales strategies from every "expert" I could find. 

I was a sponge.  I went to every meeting and every sales training class I could find.  And I tried just about everything...

I door knocked, cold called, wrote hand written notes.  I tried "pop bys", calling old clients for referrals, and worked on my website.  I wore a tie, I started a blog, and I was active on several social media sites.

Bottom line, I was willing to try anything that someone told me worked...

I tried it all.  And it all worked.  A little.

But by the time I was getting good at any sales discipline, a new "expert" came along with some strategy that insured success selling real estate...

"Boy, I gotta start doing what that guy does," I thought.  "He sold 50 houses last year.  He is a mega producer.  He must be right..." 

But I never was consistent.  I was always trying the next sure thing...

After a couple years of this, I realized not every strategy was right for me.

Only then did I start to become the agent that I imagined I could be.  One that loved his job.  One that felt like he was helping people, not selling people.  One that could make the phone ring...

Bottom line, I started to develop my own style of selling real estate.  And you know what?

It worked.  Not right away, mind you.  It certainly has been a long journey.  But my business is growing every day.

And I am going to keep at it in 2012.  I am going to be consistent.  Doing the things that work for me.  Not some other "mega agent".

So if you every feel like you are chasing your own tail in this crazy world of real estate sales, that is OK.

It is better than chasing someone else's...

Ken

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Topic:
Real Estate Sales and Marketing
Groups:
Addicted to Active Rain
Dedicated Bloggers
Realtors®
The Lounge at Active Rain
"Whacked"!!!
Tags:
real estate sales
sales training

Comments 12 New Comment

Show All Comments
Rainmaker
272,833
Karen Winters
Buying, selling & living in beautiful Chicago, IL
Berkshire Hathaway HomeServices Koenig Rubloff Realty Group

Wow, a 93% increase!  Congratulations! 
This is great advice that will help a lot of rookie, (and veteran), agents  - whatever our prospecting methods, consistency is the key. 

January 19, 2012 04:00 PM
Rainmaker
475,850
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville

Hi Karen.  Thanks!  Now let's see if I can do a 93% growth again!  That would be something...

Thanks again!

Ken

January 19, 2012 04:59 PM
Rainmaker
419,861
Jim Patton
Realtor - Stanislaus & Merced county Realtor.
Century 21 M&M - 209-633-2839

Congratulations on your success Ken.   I agree with you that you have to be consistent.   Good luck in 2012. 

January 19, 2012 05:19 PM
Ambassador
895,064
Missy Caulk
Realtor - Ann Arbor Real Estate
Missy Caulk TEAM

Good job Ken, I have enjoyed following your career. This makes me smile. 

 

January 19, 2012 05:25 PM
Rainmaker
475,850
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville

Hey there Jim and Missy.  Thanks so much!

Missy, you have been following my path for quite some time...

Thanks again!

Ken

January 19, 2012 06:35 PM
Rainmaker
824,284
Marc Swartz
CPA, CA - Toronto, Durham & York Regions, Ontario

Hi Ken - Consistency is a key component for blogging and getting clients.

January 19, 2012 09:02 PM
Rainmaker
475,850
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville
Hi Marc. It sure is! It can take awhile to see the fruits of our labor... But it all works! Ken
January 19, 2012 09:39 PM
Ambassador
1,645,690
Richard Weisser
Richard Weisser Coweta Newnan Homes for Sale
Better Homes and Gardens Real Estate Metro Brokers

Ken...

You really stumbled onto something there ... it takes TIME for a lot of marketing strategies to work. Glad to hear that your's are paying off!

Featured in the Group "Whacked!!!"

January 19, 2012 11:53 PM
Rainmaker
475,850
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville
Hi Richard. Thanks for stopping in and the feature! We are not out of the woods yet, but consistency is paying off and I will keep at it! Thanks again! Ken
January 20, 2012 08:22 AM
Rainer
135,128
Margie Kopp Sorrell
Lake Oconee Real Estate
Coldwell Banker Lake Oconee Realty and Lake Country

ken- your post offers encouragement to newbies like myself. after a year of being in the business, late last year i fell into a rut and just felt like i was beating a dead horse. i was so frustrated by not seeing "the fruits of my labor," if you will...

it's nice to hear that consistency eventually paid off for someone else. it gives me hope that it will for me as well!

January 20, 2012 10:07 AM
Rainmaker
475,850
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville
Hi Margie. Thanks for reading. I am glad this encouraged you! Real estate sales is a tough business. Most struggle early. Find what works for you, what you would want in an agent and keep at it! Thanks again! Ken p.s. If you need more encouragement, go back to my posts from 2008...
January 20, 2012 12:55 PM
Rainmaker
111,149
Ridhi Raheja
FHA, 203k, VA, Jumbo, PreApproval, Jumbo Home Loan
Movement Mortgage (Illinois)

ken,

Great post , I have been following your career and it seems that you are everywhere on every media site . I bet being out there has had a tremendous effect on your career. Consistency is the key ,like you said. Congratulations !!

January 22, 2012 09:02 PM
Show All Comments
Rainmaker
475,850

Ken Tracy

Naperville Illinois Real Estate
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