Once again I
remind my real estate friends that the lead hawkers have no control over the
size of the market - how many sellers or buyers are active at any one
time. It’s impossible to feed fresh
leads to even 10% of NAR members yet many of you still buy them. I’ll bet you don’t even know why. It’s because of YOUR BROKER who is one of the
biggest enemies you can have in real estate!
You see, the
agent business model relies on a constant flow of new blood to go out and seek
business from their circle of influence.
Most experienced agents have worked with buyers only to lose them
because a friend or relative just got their license. “Sorry, I really liked you
though. (Sniff).” The industry’s constant recruiting creates a
million NAR members (not including referral agents) where there is a need for
about a third of them. This creates a “fish
in a barrel” environment and in order to stand out from the crowd agents spend
tons of money marketing themselves. And
since most states require you to put your broker’s information in ads, you are
really building the franchise and broker’s brand – not necessarily yours. Is this necessary?
No. Offer consumers a fair proposition and the
results will follow. Work in an office
where there is one agent for each 10,000 of population instead of enough agents
to fill a college lecture hall. Be
different, spend less and enjoy more time with your family, church or civic organization. It’s so great to be Help-U-Sell. Who has the courage to put greed aside and do
what’s right for your clients. And,
SURPRISE! You’ll make at least as much
without feeding the lead hawkers.
