After interviewing hundreds of new REALTORS® I have discovered that most do not give much thought as to where their clients will come from once, they get into practice. 

Some people have told me that they simply expected people to start calling them, others believed that clients would come from their brokerage, others knew they would be expected to prospect ‘friends and family’, but few have done the math to figure out if they actually have enough ‘friends and family’ to sustain them.

In simple terms, most new REALTORS® face 2 challenges.

First, how do I win new clients?

If you are coming into the industry the ‘traditional’ way, you will be expected to prospect everyone you know for business. If you had to draw up a list of people that ‘know like and trust’ you how big would your list be? Is your list big enough? In the Edmonton area most people move every 10 years. Now let’s pretend that you want to do 10 transactions this year. That means that you must have a list of at least 100 people in order for you to be able to identify 10 people that might want to work with you this year. 

Is your list big enough? If not, then you are going to have to consider some other means to find new clients, won’t you?

Second, how do I convince people I meet to become clients?

Many new REALTORS® struggle with this for 2 key reasons:

The first reason is credibility. Your friends and family know you are a rookie so why would they trust you to guide them in the purchase or sale of a home? They might want to wait until you have been in the industry for a few yeas before they are ready to trust you with the biggest transaction of their life.

The second reason is many REATLORS® have not yet learned how to adopt a ‘counselling mindset’. Many new REALTORS® think our job is about selling, when in fact the best REALTORS® are experts and guides. A training program can help a new REALTOR® understand how to add value without coming across as a ‘dreaded salesperson’.

Want More?

Learn on You Tube: Stuart Neal, Edmonton Real Estate Career Coach.

Go to Facebook: Stuart Neal, Edmonton Real Estate Career Coach Facebook.

Read Stuart’s bio: Stuart Neal, Career Coach, Team Lead, Broker & REALTOR®

Start your real estate career. Call Stuart at: 780-760-2014 ext. 3 or go to our Careers page - Ambergate Realty Advisors Careers

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