"Hustling some deals"

The other day I was working out of my real estate office when I heard another agent break away from the people she was talking to with the comment, "Let me get some deals happening."

What does that mean?

Like, are you going to hustle some folks on the phone and make them buy or sell a house? Or, you are going to go over to someone's house and bully them into signing a listing contract?  Maybe you have investor clients and you are going to push them to do a deal they aren't quite sure the numbers work?

Seriously, what can an agent do to "get some deals happening?"

The answer is NOTHING! There is absolutely nothing one can do to "get some deals happening." 

Now if you disagree, I am open to hearing it!  But... before you type your reply, keep in mind that there is nothing you can do to actually make deals happen TO-DAY. You can talk to people about where they are in the process. However, the goal is not to "get them" to do a deal. The goal is to listen and serve them. The goal is to guide them through the process so that they feel empowered in the decisions they make.

On the other hand, let's pretend that you really need to do some business...now. What can you do? Sure, there are things that can increase your odds of doing a deal maybe sooner rather than later. You can call expireds. You can go knock on FSBO doors. You can work open house. That might be it. Well, you could go out and find a really unique property, either because of its features and/or its price, and then go down a list of people to call who might be interested or know someone who might be interested. Of course, that means you must have...a list of people to call who knows you! (You could do it with a "cold" list, but I think that's even harder)

Mostly though there is only one thing you can do every day to guarantee "deals" (not a big fan of that term) in the future: develop and nurture relationships. That is your activity - every day! Then you can layer in the continued development of your real estate IQ (includes your knowledge of the market and the inventory) and your emotional intelligence (EQ). You use those two things to serve your clients. Bam! You're a real estate professional.

You have a database of people who know, like, and trust you as a real estate professional. You know how to help/guide people through the real estate process. That's it. Super simple. Not easy. 

No need to "get some deals happening." The deals happen automatically. But only when you have these two things: a database of people you nurture and the competence to guide people through a real estate transaction.

Nowhere in that description is "leads". Leads are not required. Clients are required. Clients who trust you to help them. Your clients come from your database.  This next week focus on the people in your database.  Do you have a database?  Who is in it?  Do they know you?  Do they trust you? What are you doing every day to build upon what you have? Let me know how it goes.