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Breakthrough Ideas for Greater Real Estate Success!

31 Ways To Build a Profitable Business—Part SIX

In this installment of our series, learn how knowing the "lifetime value" of your clients can boost your income, how to recognize special events in your house list and how to tap the value of your top 20% "Power Player" clients.

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Get Instant Clients and Grow Your House List Using the “Big Box” Stores

"I have had a lot of success generating clients by doing hand-outs at the 'big box' stores. The majority of people who go to these stores (Home Depot, Sam's Clubs, etc.) are homeowners.

"I hand out market evaluations and introductory newsletters to these people for an hour on Saturday mornings. I am lucky to see homeowners and people who take pride in improving their homes.

"If that is not your cup of tea, try the local municipal airport. Executives arrive, book a car and jet into town to do their business. They also arrive before their families and if I am their welcoming person, then I make an impression. Do the same thing. Hand out market evaluations and your newsletter.

"Mass mailings cover a lot of area fast, but the face-to-face approach gets conversations going and helps develop a relationship with the potential client."


“I utilized election day to pass out flyers at my voting place. Of course, different areas have different rules, but there's usually no problem if you get permission. Also when school is out (weather or break) I go to the afternoon movies (weather permitting) and talk to folks whose kids are bored. Pretty much captive audiences in both locations!”

Submitted by Laurie Murray, REALTOR®

Achieve Your Goals Through “Intelligent Acting”

"Some years ago the Gallup Organization did a study of success characteristics of wealthy Americans. One of the qualities of success that they discovered was the factor of intelligence.

However, in the study, intelligence was not defined as a matter of high I.Q. or good grades in school. Rather, intelligence was defined as "a way of acting". In short, if you act intelligently, you are intelligent and if you act stupidly, you are stupid, irrespective of your grades or your I.Q.

"Now here is the question, What is an intelligent act? How can you determine whether an act is intelligent or not, either for yourself or someone else?

The answer is simple. An intelligent act is anything that you do that moves you toward a goal of your own choosing. An unintelligent act is anything that moves you away from a goal of your own choosing. And, everything counts.

"Everything that you do that is consistent with your goals, is by definition, an intelligent act and everything that you do that is inconsistent with you achieving your own self determined goal is a stupid act.

You must therefore resolve from this moment forward, to think and behave intelligently with regard to your goals. You can obtain everything that you desire by acting intelligently.

"Everything that you do counts in some way. Everything either helps or hurts. Everything is either moving you toward your goals or moving you away. Everything either adds to the quality of your life or detracts from it.

"Resolve to act intelligently!"

iPod Giveaway!

Why is Agent John Carle Smiling These Days?

Why…He just won a brand new, shiny iPod Nano by participating in our “Share Your Best Stuff” program. We’re giving away iPod Nanos for your great ideas…and you can get in on the drawing just by sharing your very best marketing, sales or other idea that helps you be more successful in your practice! So get involved…everyone profits!

Horror Story: Smokey Robinson Deal Killer

"When Smokey Robinson and his former wife divorced some years ago, I had a married couple under contract to buy a home. When I called the couple that day, the wife said they had changed their minds because they were going to get a divorce.

I asked why? She told me she and her husband had gotten married around the same time as Smokey and his wife and since they were divorcing, my clients felt they should divorce too.

I said, 'You know what, let's forget about the purchase of the home, that's not my concern right now. My concern now is you and your husband and your relationship.' So we talked for a while, and then said goodbye.

About a week later, she called and said they were going to stay together and wanted to buy the home. We closed with two refreshed married individuals!

I think we owe it to our customers and clients to be more than just a real estate professional. If asked, we should try to help them in any way."

Issue #1122