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How to Get Your First Clients in Real Estate - (How I Became a Top 10 Broker) - YouTube
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What is that up you guys! Bob Collopy here and
it looks like you want to get some leads
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right? So maybe you just got your real
estate license and you're starting out
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or maybe you just want to up your real
estate game start getting more deals,
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more consistent deals. If you're just
starting out you might think oh well I
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got this real estate license and maybe
the brokerage that I joined will go
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get me leads and people off the
street will just, like, come into the
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office and stuff and I'll be there
and that's-- you know--that's not
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really how it works. Yeah you might
get pitched a few deals here and there
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and things from your brokerage itself
but in reality you actually have to go
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out there and get it yourself. And if you
start doing this in a very methodical
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way, you can actually start building
yourself and building your business.
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Which is how you need to think about
this, because if you just start trying to
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think about this in terms of like being
a Salesman--
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right-- if you think you're just a
Salesman who goes up and shakes
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hands with people, is super charismatic
and your whole job is just to convert
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the leads... well first off you have to be
really great with charisma and stuff and
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then you have to ALWAYS be good at that.
Because the big negative of just using
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that strength, if you have it at all, is
you're always gonna be chasing the next
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lead. You're always gonna be chasing the
next deal. You'll never have things
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coming to you--which is a problem.
Especially if you're feeling off that
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month or that week. There's no stability
to it.Sso that's the first thing: think
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about it as a business and how we're
gonna grow it so let's get
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practical: how are you actually gonna do
this?
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How you're gonna first start out-- the
simplest thing to do is to approach your
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friends and family. This has
probably occurred to you, but the way you
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do it is you need to start
positioning yourself in their minds as
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THE real estate expert of their circle,
right? So like everyone has a circle of
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people they know and you might have
someone who really knows, you know, you're
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always like wow that guy is really good
with numbers! Or that girl is really
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with science! You need to be the person
who's really good at real estate. So they
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think of you when they have that problem.
So what you'll do is you go up to them.
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You say "hey if you have any real estate
questions or needs" (or something
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essentially say this) "come and ask me and
I'll help you out." You'll go get those
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answers and you can even leverage your brokerage because
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hopefully you'll have a good mentor or
broker in there who can help you get
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those answers so that you can relay them
to other people. So don't be too
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worried about putting yourself out there
that you know real estate because if
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anything, you can go and get with that
team. So what you do from there is now
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that you've asserted yourself in your
circle (at least very basically.)
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It's on their radar. Now you need to
start trying to get reviews from them.
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So do a real estate deal with them
no matter what it is. A lot of the time
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you're just thinking of the sale, but you
also really need to be doing the rentals.
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Because the review from a rental is
every bit as valuable as it as if it was
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from the sale. And what you're gonna do
with these reviews is you're gonna put
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them online. You're gonna put them on
Yelp, Google local, Realtor.com--whatever
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works for you. Whatever your niche
is. Also you can maximize those reviews
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by the way. If there's more than one
person, like if you're doing a sale and
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they're a couple--well get both of them. Or
if they're roommates and
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they did a rental (which is the case
a lot of the time with people in my age
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group and younger) a lot of times
there's like four roommates there. Well
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get four reviews! Why get one, right?
You just quadrupled what you can get out
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of that because you did help all of them.
If they were your clients and they moved
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into this place right and that will
start building you up both inside your
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circle of influence and especially
outside your circle. Because I got
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maybe six or seven reviews on Yelp and
then I got a call. They were like "hey,
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we looked at your reviews online, we
looked at your website" (which we'll get
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back to in a minute) "we looked at all
your stuff and we're interested in you
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selling
two million dollars worth of real estate
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that we have." And I never even met these
people! But because they looked at all my
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branding and my marketing, they said "hey
this guy's worth a call." And that's
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awesome. You see the power in that? You
can start getting deals without having
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to pay for leads.. without having to go
out there and hustle all the time.
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This platform over time will grow for
you and grow for you and start bringing
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you deals and also, it'll help you
convert deals of the people you actually
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find. Because the best sale in the world--
where you actually get a client where
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you sign the agreement that now they're
your client--is when they've convinced
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themselves that you're the right person.
Not you twisting their arm convincing
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them. Because they're always gonna be
like "I feel like I was forced into it" if
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you do it that way. But if they can go
online and see everyone else likes you,
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they see that your website is clean or
your personal website, your Facebook page--
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and it all lines up-- that's the best type
of conversion you can get. They
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are owning their decision. So with your
branding you need to make sure that it
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actually reflects your strengths. Now you
might think "well I don't have any
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strengths. I haven't done any deals." or
maybe "I've done one or two rentals big
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deal." Well.. you got to have some strengths
in your life. I mean you did get a real
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estate license so you know how to do
something. You just need to emphasize it.
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Like if you joined a really exclusive,
really great brokerage then that can
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actually be one of the strengths. Because
hopefully you have a team there that you
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can rely on. And that can be good
especially if you're new because they
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might be like "well I don't want to put it on on
my biggest financial decision on you" but
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you know the broker is a big deal. Been
around 40 years and they're working with
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you. Or my thing was I was the relative
nerd right? I was really good at reading
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the book three times on real estate and
then I'd go out and Google more. And I
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just kept checking things and
watching these YouTube videos and--
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clicking that like button! Because I
really appreciate it when people put up
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really great content. But basically that
was my strength so I did everything I
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could to look like the guy who knew more
things. Because you can take over your
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page on Yelp and stuff--and you should.
You want to be in control of your own
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image, so take control of those accounts
and make sure they're all consistent
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with one another of your strengths. So
next is, let's say you've gotten a dozen--
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whatever amount--of reviews. What you can
do now, because this might not solve
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everything for you upfront, you can help
other agents who are really doing well.
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They have maybe a dozen listings at any
given time.. 20-30 listings at any given
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time. You can offer to do their open
houses because they can't physically be
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at all of them or they just don't want
to deal with it anymore.
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Like I'm one of those agents who does
not want to go to all my deals at all. No
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thank you. But if you're just starting
out that's awesome because you can go
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out there and shake hands with everyone.
Because all of them are probably looking
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to buy a house or at least they're
thinking about it and you can start
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getting face time with all those people.
And when you give them that card, they'll
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go look hopefully at your website, your
pages and everything that you've now
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taken control of and you've put reviews on.
And you'll be more likely to convert
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them. So you see how this by doing it
this way you're creating a machine that
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will always help you whether you
actually do want to go out there
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aggressively and do it, or if you just
want to you know eventually sit back and
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be able to get referral business. And
referral business will become, hopefully,
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more consistent for you after about two to
five years--depending how much you hustle
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and how much success you get on it.
So in these first two years, yeah, maybe
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you do need to hustle a bit more. I
know I did. But if you start this NOW,
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it's gonna do you a lot of favors. Don't
do ten deals and then they barely talk
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to you anymore because it's gonna be so
much tougher to get those reviews. Start
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doing it this way. And also, if you put it
up on Google and everything, it takes
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time for you to go up higher and higher
on the on the pages of Google and Yelp
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to get noticed. So all this
just takes time. It's like kind of like
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building your credit--you can't just get
have a perfect score day one. You have to
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build it right at eighteen and
get some credit cards, right? So this is
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the same idea. So since you got to the
end of the video: I'm willing to help you
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guys
with something, all right? I think this is
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kind of cool. So if you guys put up your
marketing--you can comment your account,
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your Facebook page or Yelp, your website
even, and I will gauge whether or not
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your brand is at least consistent with
what you're trying to convey about
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yourself. Now I'm not gonna guage whether
or not it's good all right? I don't want
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to get into that, and also I don't know
because I don't know your strengths. I
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don't know your specific audience. I
don't know your specific market, your
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niche. I'm just gonna check whether or
not it is actually consistent. And I
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think that'd be pretty helpful. I
think just about anywhere else they
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would declare that as spam.. so you get to
spam me essentially! And I will comment
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on it and hopefully everyone else on
there will stay positive and do
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the same. Don't be meany butts on there
because I will delete your comments if
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you're a meanie butt. So yeah let's try
that out and I'm
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looking forward to putting out more
content. So if you have any suggestions,
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I'm also willing to take a look at that
as well and even shoot it. Alright guys.
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Thanks! Bye.
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Thanks for watching!
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