In the last two weeks, I interviewed multiple agents for IMPACT Properties, Inc. and I had additional meetings with four different real estate coaches. As I am reflecting on these meetings, I am reminded of the information overload new agents get when they start a real estate career.
Thousands of questions flood the new agent’s mind…
“How do I succeed?”
“What do I say?”
“What if I mess up?”
These are all valid questions, but the most common, and the most important question they ask is, “How do I get my first client?”
The first thing every new agent needs to do is to call, text, email, and mail, everyone in their sphere of influence. opens in a new windowThe first thing every new agent needs to do is to call, text, email, and mail, everyone in their sphere of influence. opens in a new windowClick To TweetAs you do this, let them know that you have made a career choice and that you need their referrals. Honestly, the specific words you use is not as important as simply having the conversation.
If you don’t know what to say, the acronym FORD is a great script to follow when engaged in a conversation.
- F – Family
- O – Occupation
- R – Recreation
- D – Dreams (and plans)
When you ask others questions about their lives, they typically open up. In return, most will ask you what you are doing and that’s when you briefly tell them you are in real estate. When they ask you how it’s going, you can say it’s “exciting” or that you are learning so much but don’t dominate the conversation with real estate! Keep it simple and don’t be afraid to ask them for a referral. Close the conversation by asking for permission to check back with them 3-4 times a year.
As you make the calls, start building your database! Use Google Sheets or Excel and starting tracking names, addresses (yes physical addresses!), emails, and add notes to each contact about your conversations.
Your first client will most likely come from someone you know, so take the first and most important step and reach out to everyone you know.
To do this most effectively, set a goal for yourself. Make it simple. For example, decide that you will have an interactive conversation with 100 people in the next 60 days. Then go do it.
Want additional real estate career advice? Get a FREE copy of my book, “I Picked A Peach – 12 Necessary Steps For A Successful Real Estate Career” at www.aaronzapata.com/bookopens in a new windowWant additional real estate career advice? Get a FREE copy of my book, “I Picked A Peach – 12 Necessary Steps For A Successful Real Estate Career” at www.aaronzapata.com/book opens in a new windowClick To Tweet