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This is from my blog written 9/4/2016:I just want to say, all feelings about Uber the company aside, I have met some really awesome people who are just downright kind to the core. I say this after a fellow driver changed out the battery on my foreign vehicle today – not for the average shade tree mechanic, it required a battery tender to keep the settings in the car along with some minor disassembly under the hood just to get to the battery.And this was just the latest . . . let me tell you what I have gotten from Uber that has had nothing to do with pay – because the pay still sucks. Maybe, just maybe, this story will make it worth the hassle.First, how I started driving for Uber wasn’t seeing some ad promising big money. I have a friend who needed to get across town for a meeting last October. Her husband forgot to pick her up so she called a cab. The cab company said, “Well, we’ll get there as soon as we can.” Which didn’t leave her feeling at all secure about making it to the meeting on time. So she decided to try Uber. “Edwardo will be there in 4 minutes,” was the message on the app. We were both stunned. And Ed P (who I would meet several months later as it turns out) was there. And she got to her meeting on time…. and I was intrigued.So I started looking into Uber and completed the application process. Read all sorts of blogs, watched videos, and tried to educate myself while waiting for the background check, – which made me a bit nervous, it was more than 10 business days. Yikes! I was wondering what I did in a previous life that took so long to find.Background check completed, I apprehensively turned on the app and as luck would have it the first pax I got was a first time rider. It was a great way to start. And he gave me a $5 tip saying, “You’re in the service industry, if you do a good job you should expect to get a tip.”And I was off… so, with over 1500 rides, here’s what has happened as a result of driving for Uber:I met a pax who gave me a great recommendation for a mechanic. Which turned out to be spot on because when you drive a german car, you need a good mechanic that doesn’t cost and arm and leg (especially driving for Uber). They also don’t make me feel bad for driving for Uber, actually said, “if you’re going to drive a car for Uber, this is one of the better ones to use.”I met a wonderful dog groomer who groomed my dog even though he wasn’t current on shots – I had been too embarrassed for the poor animal who didn’t get regular grooming / vet care while my home had been destroyed by a pipe burst the year before. So at least he looked presentable at the vet.I met a guy who repairs car interiors who told me how to take care of the leather in my car inexpensively – here it is: dawn dish soap. Doesn’t dry out the leather and cleans it very easily. So now you know too.I met a pax who works for an international company who, upon finding out what I used to do, asked me to interview for their company in the marketing department. While I didn’t get THAT job, it opened my eyes to a career path I wasn’t sure I wanted to follow. So I put out applications and got a job as a Marketing Director for a national manufacturing company.I learned to appreciate living in this country through the eyes of my foreign passengers who pointed out how wonderful it is here.I stepped up and started to pull my local Uber drivers together, with the help of a couple drivers who also wanted to have a cohesive group. And as part of that effort contacted a national company, Uzurv, and asked them to bring their app to our drivers. They didn’t even have our city on the radar but within 2 days we had more than enough drivers signed up and ready so we were the 21st city to launch. Not possible without the local drivers coming together.And occasionally, my favorite Brit will buy my coffee at Starbucks on the way to work… who can beat that?Would any of this happened if I hadn’t been driving for Uber?Maybe, but it would have taken longer and more effort. Because I’m sort of an ambivert (part introvert, part extrovert) with ADD. I get into a shell and it’s hard to come out, I can just as happily stay in my own little world but I can definitely say that I enjoy helping others far more. And driving I am able to help others, which in turn has helped me.And it’s all part of the bigger circle.I met a pax who needs a job because he refused to relocate away from his daughters for work. I set him up with a connection that led to an interview. Maybe he’ll get a new job because he met me as a passengers.I have helped a fellow driver who got a very nasty bug by running to the store for him (and tried to do it without pay but he insisted on giving me money today – argh!).I’ve helped other new drivers learn the ropes and set up meetings with local authorities so all the drivers who needed to get the correct info had the resources.This has been a great opportunity to pay it forward – and it has nothing to do with the pay. So if you see these opportunities, pay it forward. Help another person in need because as one of my blind pax said to me, “There are times I really don’t need the help but I have noticed that when I let someone help me, it fills a need they have to be needed.” So very true, it connects and heals our human spirits to be kind to others. This is what Uber has done for me.PS – Special thanks to: Vern, Harold, Jeff G, Amjad, Adam C, Jared C, Martin T, Kate M to name a few.

If you want to be in the profession interview at least 3 brokers.Dedicated training and coaching should be your biggest concern. Companies that offer very high commission splits can't do much of this unless they charge other fees/rent.Spend money to learn on valuable training. ASK for references when someone tells you how "great" some real estate program is...and call the references.After you've been in the business a couple of years, you can go to a "higher bidder" for your services, or ask for a higher "split" where you are. If you want to open your own firm, I suggest learning about how to run an office for another year before making the leap. Being a good salesperson might help you recruit agents but it does not mean you know how to run a business.Draw up a Business Plan from day 1 that you enter the business. Have your broker help you fill it out. If he or she can't help you, find another broker fast.Do the individual things you need to do to implement the plan. The real estate business is still a people business. Talk to real live people, NOT leads, every single day. I recommend passing out 20, yes twenty, business cards every day you work, which should be at least 5 1-2 days a week, and at least 2 evenings showing property or going on listing presentations. One night a week for meetings.Ask everyone if the know of anyone who wants to buy or sell a home in the next 3 months because you would like to help them. Ask agents too from other towns and tell them you are glad to pay them a referral fee, based on what your firm pays.Any less effort will probably not result in a good above average income, and if you're not satisfied with above average income, you can avoid a lot of cost and disappointments, instead find another profession more to your liking.If you cannot ask enough people for business every day, you will not get the numbers to work for you and you are likely to fail.Keep this statistic in mind: 80% of real estate agents wash out of the business within 5 years. Unless you know for SURE that an agent is doing 20+ transactions a year, don't pay much attention to their advice. Learn from and take advice from those who actually make above average income.Good luck

Once you have decided to pursue real estate as your chosen vehicle for income (cashflow) and equity (wealth), study and everything to do with real estate, which includes:investingthe numbershow to obtain financedevelopmentrental systemstradingmaintenanceworking with mentors and industry expertsread all the books you can find on the subjectbuild a power team of lawyers, accountants, real estate agents, valuersensure funding is in placeattend as many events possibleThen, when you feel you have enough knowledge, take MASSIVE ACTION. Buy well, renovate, rent, then next buy, rinse and repeat. Systemise all parts of your business, and you would have created a steam-rolling wealth building system, and set yourself up as an expert, mentor, and property guru. People will start paying you for mentoring and advice. You can build several businesses around your skills and experience. You will stop selling time for money and have leveraged systems, technology, staff, to run the business. By setting up systems and controlling all elements in-house, you will be able to optimise on all opportunities. Equity and cashflows will grow, inflation adjusted, ROI’s will continue to outperform any other investments.Believe me, all this is possible, I have done it.

They say that 20% of the realtors make 80% of the commissions. That means there are a lot of men and women out there turning over not that much.Now I’m not sure how realistic that statistic is (after all, 90% of statistics are made up on the spot), but what we do know is that there are some realtors in the game who are killing it, and others who float into the business for a little while before returning to selling mobile phones and Doterra oils, because they just couldn’t crack it.What makes a successful realtor? What are the skills and habits you need to have at your disposal to give you the best chance of success? Well, let’s have a look.Know Your NeighbourhoodThere’s a realtor near me who calls herself ‘Mrs Butler’ (Butler is the name of my suburb). The core of her business however, is that she knows the suburb inside out. If you threw a dart at a map she would be able to tell you what has sold, or is on the market near where the dart hits. She knows what sold, how much it sold for, who sold it, and where the owner has moved to. She’s also going to have an opinion on whether she could have sold it for more or not.So know your neighborhood. Know what’s moving and what’s not. Are there areas that buyers are reluctant to engage with? Are there areas where there is a lot of demand for rentals? To be successful in this game you need to be efficient, and that means not spinning your tires on something that you can’t move.It also means getting in first if you think the market is going to change. Local council is about to approve an expansion to the local shopping centre? What’s that going to do to prices in that area? This is the stuff you need to know.CommunicatePeople don’t tend to have a lot of faith in Real Estate Agents, especially sellers. What you can do about that? You can dilute that lack of trust by communicating well. If your sellers are always aware of what you’re doing, they are less likely to question your efforts and commitment.The communication needs to be very clear from the very start of the relationship with your sellers. Remember, you do this all the time, but the seller does this once, maybe twice in their life. You are the expert, and you need to take the time to educate your clients on the process.Don’t forget to explain the legal process as well, so the sellers are prepared once you find a buyer. The more they know about it, the more comfortable they are going to be with you.Be AvailableReally successful realtors return calls and emails quickly. Not everyone can be available all the time, but if you gain a reputation for being difficult to contact, a couple of things are going to happen.You’re going to miss leads; andYour sellers are going to lose faith in you, and start feeling they are not so important to you;You need to set a standard for returning calls in a reasonable time-frame, and you need to stick with that. The same with emails. Get a smart phone and a tablet – and get familiar with their use.Ask colleagues and competitors what apps they’re using and how they add value to the relationship with the buyers and the sellers. Be paperless, and be online all the time.Get Leads, anyway you can.Lead generation is the bread and butter of a good realtor, because the more names that drop into the top of a sales funnel mean the more sales commissions that fall out of the bottom. The best realtors have multiple avenues for this. Letter drops. Social Media. Sponsorships.Mix it up, and always – always – ask for a referral. Sell someone’s house, ask for a referral. Put a buyer into a house, ask for a referral. Submit a tenant to a landlord, ask for a referral. Introduce a finance broker, ask for a referral. It doesn’t matter what you do, as soon as the client is in a happy place, ask for a referral.Interlude – Asking for ReferralsI’m going to take a moment to explain my process for asking for referrals. I’m not a real estate agent, but the process is the same no matter what industry you are in, and it’s easy to remember.It’s called the Rule of Three, because of course it is – so is everything. But that’s what makes it easy to remember.The premise is you get the client to accept three times that you have provided really good service and met their needs, then you ask. It goes like this:Realtor – So the buyer has signed the final offer, and you’ve sold your house. Congratulations. You must be happy with that?Seller – Yes definitely. Thanks so much for your helpRealtor – And we got $20,000 above what we were expecting.Seller – That’s awesome. I really appreciated the way you negotiated at the end there.Realtor – And the mortgage broker I introduced them to is very confident they will get their finance, so that will be the last condition.Seller – It’s been great the way you have handled the whole process. We were really confident you had everything in hand. Thanks again.Realtor – Well, I suppose now’s the time to ask if you know anyone else who might be thinking of selling their house. I’m sure you’d like your friends to get the kind of service I’ve just given you guys.And that’s how it’s done. You queue them up, and then you just ask for a referral.Network, Network, NetworkSuccessful realtors are able to provide assistance at all steps in the process, and at some that aren’t in the process. A really good agent is someone people go to when they have a problem, because surely you know someone who does …It doesn’t matter what they’re looking for, you need to know someone who does it, because the more often your contacts ring you for advice or assistance, the more likely they are to mention your name when something comes up that will help you.Really effective networking is about connecting other people when there is no direct benefit to you. You’re getting petrol and the owner of the service station complains about his fridges. Put him in touch with a refrigeration mechanic. Your hairdresser wants to rebrand his shop. Put him in touch with a printer. You connect other people and if you do that often enough, eventually they are going to want to start connecting you.SuccessUltimately successful realtors are great relationship builders. They have integrity and they earn trust. They communicate well, and they are clearly out there trying to help people. This isn’t rocket science. People like to do business with people they like, and if you do the things I’ve mentioned here people are going to want to do business with you.

WORK YOUR SPHERE OF INFLUENCEWhat is a sphere of influence? Simply put, your sphere of influence are circles of people that you already know. This could be any of the following.Friends and family.Current and previous coworkers.Spouse's current and previous coworkers.Children's and/or Parent’s friends and family.Neighbors.Members of your church.Doctor.Dentist.Handyman.Landscaper,Barber.Hairdresser.Accountant.Mechanic.Pool guy.Dog groomer.Day care provider.Mailman.Banker.Little league coach.Snow plow guy.Your sphere of influence is the most likely place to get your first sales. Tell everyone in your sphere of influence that you are now a real estate professional and would like to help them and anyone that they know buy or sell real estate. In a perfect scenario your sphere of influence’s sphere of influence will now become your sphere of influence as well. Social media is a great way for you to stay in touch with your sphere of influence and tell them that you are now in the real estate business and would like to help them and anyone that they know buy or sell real estate.(More information on how to best use Social Media in the last tip)TRACK EVERYTHING IN A DATABASEMake it a habit to get contact information from every person you meet. If you are buying a new car get the salesman’s card. Ask your bartender or server for their information when you go out for the game on Sunday. Every person who gives you their contact information should be placed into your database. This can be as simple as an excel spreadsheet. It should include the followingFirst and last nameEmail addressPhone numbersocial media handlesNotesIn your notes section you will want to write in things like what the potential client is interested in, first and last time you corresponded with them and how you met them.Related: How does a real estate agent get paid?FOCUS ON SELLERS, NOT BUYERSWe have a term in the real estate industry "Listers Last" Simply put this means that real estate agents should focus the majority of their attention marketing to sellers, not buyers. There are several reasons why it makes sense to market to sellers instead of buyers.You have more control of your time when working with sellers as opposed to buyers. This means you can do more business. Typically a real estate agent can service four times more listings then active buyer clients with the same amount of time commitment.Marketing to buyers usually leads you to buyers. Marketing to sellers usually leads you to buyers and sellers. Nothing attracts buyer leads like houses for sale. When you are the listing agent your name is on the online advertisement and your sign is in the yard. Unrepresented buyers will call you after seeing your sign. Remember you can only sell your listing to one buyer. If five or six unrepresented buyers called you about your listing that ended up selling you can still work with them as their buyers agent and find them other properties for sale. You started with one listing and ended up with a listing and a handful of new buyer clients.Trying to market to buyers without listings is like trying to chase down bees one at a time in an attempt to get honey. Why not just go to the bee hive? Real estate listings are like the bee hive. All off the bees are going to go to the bee hive just like buyers are going to go to the listings.Enjoying the article? Tweet it!ADVERTISE ON ZILLOWWait, didn't you just tell me to market to sellers and not buyers?I am a firm believer that real estate agents should spend the majority of their efforts marketing to sellers, but beggars can't be choosers. When you are a new agent you do not have the luxury of referrals from clients you have worked with over the years. Zillow spends million upon millions of dollars every year on SEO and marketing. As a new agent I imagine you don't have that kind of coin so if you can't beat um join um.Advertising on Zillow is a great way to drum up some new business as the majority of people looking to buy a home do their searching on Zillow.  Zillow is the most widely searched real estate website in the world. In fact it was the 36th most used website in the U.S in 2015. 32,762 different websites link to Zillow. Zillow's closest competitor Find Real Estate, Homes for Sale, Apartments & Houses for Rent is another choice to drum up some business. Find Real Estate, Homes for Sale, Apartments & Houses for Rent was the 98th most used website in the U.S. in 2015. 18,069 different websites link to Find Real Estate, Homes for Sale, Apartments & Houses for Rent.When Advertising on Zillow you should focus your attention on getting the biggest market share you can afford in one zip code. This zip code should be the same zip code that you are doing all of your other prospecting and lead generation. Remember multiple touches is how you convert leads to closed sales.Related: 50 Questions real estate agents should ask potential hiring brokers.PROSPECTING & LEAD GENERATIONAs a new real estate agent you will need to spend the majority of your time on prospecting and lead generation. As you get deeper into your career you will of course need to spend time servicing these leads so you will have less time for prospecting and lead generation right? WRONG! The most successful real estate agents understand that prospecting and lead generation is the MOST IMPORTANT part of their business. As you get deeper into your career you never want to reduce your prospecting and lead generation. You actually want to INCREASE it. Servicing tasks can be outsourced to administrative assistance and new agents.If you have trouble with time management make this a daily habit. Block off specific times of the day for prospecting and lead generation. Spend at least four hours a day on prospecting and lead generation.What are the best ways a new agent performs prospecting and lead generation?Social MediaSocial Media is the best way to stay in touch with your sphere of influence. It is also a great way to grow your sphere of influence and continually remind everyone and anyone that you are in the real estate business.Let’s focus on the big three social media sites Facebook, Twitter, and Instagram. To be a successful real estate agent you need to have a presence on all three of these sites. When you post something you should post it on all three sites. To save some time link your sites together so you can post things on one site and have it automatically post on the others.To connect your Twitter account and your Facebook profile:Log in to the Twitter account you want to associate with your Facebook profile.Go to your Settings menu's Apps tab.Click Connect to Facebook.If you are not already logged in to Facebook, then you will be prompted to enter your Facebook login credentials. Enter your credentials and click Log in to sign in to Facebook.You will then receive a prompt explaining that Twitter will receive certain information from your Facebook account. In order to continue, you must select “Okay.”You will then be prompted to select the privacy settings for who will see your Tweets and Retweets posted to your Facebook wall. It is set to friends by default.Click “Okay” to complete the process.Your Tweets and Retweets will now post to your profile Facebook wall and your username will be displayed there as well. @Replies will not be posted.Note: To link your Facebook updates to Twitter, use this application on Facebook:https://www.facebook.com/twitter.To connect your Twitter account to a Facebook page:If you have a Facebook Fan Page, or are the admin of one, you can post Tweets and Retweets from your Twitter account to your Facebook Page.Follow the steps above to connect to your Facebook profile.If you have not already done so, visit your Apps settings and grant Twitter the “manage pages” permission for your Facebook profile.In your Apps settings, Select the page you'd like to connect to.When prompted, click to allow permission to post to the selected Facebook page.To share photos from Instagram to Facebook:IPhoneGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidTap and then tap SettingsSwipe down to Preferences and then tap Share SettingsTap Facebook and then link your accounts by providing your Facebook login infoNow when you take a photo or video on Instagram, you'll have the option to share it on Facebook from the same screen where you add a caption.You can also share from Instagram to a Facebook Page you manage.To link your Instagram and Twitter account:IPhoneGo to the "Settings" app on your device. Settings AppScroll down until you find the "Twitter" option. Tap Twitter OptionTurn on ‘Instagram’ to allow it to connect to your Twitter account. Tap Instagram to turn it ONLogin to your Instagram account with your infos (make sure you're signed in to Twitter). Click the Settings button. Settings IconScroll down and tap "Share Settings" Share SettingsSelect "Twitter". You will be asked to enter your Twitter username and password. And you're all set! Select Twitter and enter infosAndroidLogin to your Instagram account. View your profile then click the "Settings" button (with the 3 dots) located at the very top right side of your screen. Samsung Settings InstagramGo to "Sharing Settings" Instagram Android Sharing SettingsSelect "Twitter" and login with your Twitter credentials.Now that you have linked up your big three accounts it is time to get to work. You need to post and share things every single day. They do not always need to be advertisements either. You want to mix in advertisements with quality content that people will want to read such as DIY articles, market statistics, and popular housing trends. Everything you post needs to tie in to real estate in same way. By posting these types of things in conjunction with some advertisements you position yourself as the first thing people associate with real estate as well as stand a better chance at having your posts or tweets shared. People don’t typically share or retweet advertisements but they do share and retweet quality content.You must constantly focus on growing your friends and followers list on your social media profiles. Join groups or lists and make sure to use hash tags on all of your posts or tweets. Always use pictures with your posts or tweets. Content that includes pictures is viewed 94% more than content that does not include pictures.Direct MailAn oldie but a goody. Directly mailing potential customers is a tried and true strategy that will lead to sales. Pick a target area and start mailing to them. You can mail them any of the followingA letter explaining who you are and what you can do for them.A calendar with your picture and contact information on it.A bottle opener keychain with your contact information on it.A pen with your contact information on it.The area you choose as your target area should be a neighborhood that a lot of your social media friends and followers live or do business in. It typically takes multiple touches to convert a lead into a sale. You will want to mail the same area multiple times throughout the year.Phone callsCall your contacts once a quarter to touch base. Let them know that you are still in the business and ask them if they or anyone they know needs anything in relation to real estate.Call for-sale-by-owners (FSBO's)Many new agents are hesitant to signNow out to people that they don’t know, but these are people who are motivated sell their home. If you do not call them you can't sell their home. If you do call them best case scenario you get the listing, sell their home and end up with some additional buyer clients that did not end up buying this particular house. Worst thing that can happen is they say no and you can't sell their home which is where you already started. It is important to note that they may originally say no but that should not stop you. You can ask them if you are allowed to bring buyer clients to their property. They will be impressed with your determination and this gives you the opportunity to prove how much traffic you can bring into their home.Call expired listingsEvery day you should monitor the MLS in the areas that you target. You can even create a “hotsheet” in the MLS to notify you of any listings in your target area that expire each day. Call the owner and discuss their property and why it did not sell. If they have not set up a listing appointment with you during that phone call drop off a marketing packet on their doorstep.Door hangersWalk neighborhoods and place a door hanger on everyone’s house. Focus on the same target areas and neighborhoods you do your other prospecting and lead generation activities in.Wish people happy birthday every yearYou can do this by mailing them a card or by doing it on Twitter, Facebook or Instagram.Related: How to grow your business using Bigger Pockets.Carry a pocket full of business cards at all timesNever leave home without a pocket full of business cards. Do not go home until your pocket is empty. Include your business card with the bill at a restaurant. Place your cards on bulletin boards wherever you go. Hand them out to your cashier at the grocery store. If you use a urinal at a Cleveland Cavaliers game go ahead and place a business card on top of the urinal.Wear a name tag everywhere you goGet a name tag that says Realtor with your name underneath it. People will see this when you are at the grocery store, bank, gas station, restaurants etc. I gives them a reason to speak with you and you a reason to speak with them.....about real estate.Want bonus points.....wear it upside-down. If you wear it upside-down it will get people who may not have talked to you otherwise a reason to strike up a conversation with you because they can't resist the urge to tell you your nametag is upside down.

You don't have a 'lead' problem.You probably just don't know your numbers well enough.Here's the thing:You can get leads in real estate (I'll give you 4+ ways at the bottom of this...).  Some of those lead generation methods are free and others take $$$.But in real estate, you can NEVER have a lead generation problem. Why?Because if you know: 1) How many leads you need to hit your desired income 2) Your conversion metrics 3) Your lead sourcesYou can simply add another lead source to your business where the cost per lead is less than your profit per lead.Think about it:If you earn $110 per lead....all you have to do is find places where you can buy leads for less than $110.THATS EASY AS PIE!Here's a free calculator to figure out all of your numbers: Commission & Salary Calculator - Google SheetsNow For Some Lead Generation Methods:Attraction Marketing Through Blogging:Ryan runs a real estate blog over at raleighrealtyhomes .com. And within 6 months he got the website to generate around 10-12 leads per week for himself.Here's how he did that through consistent blogging, infographics, and social:Google Ads ZillowHave you ever tried Google Ads but found them too expensive?...I've been there. Here's a cool little trick to help you cut costs and get better leads:So... Zillow is going to hate me for this one.I literally just figured out the absolute EASIEST way you can swipe leads from Zillow for cheap.How much do you think an ad costs per click for: "Homes For Sale San Diego"Google keyword tool estimates about $2.94+ per click...That's pretty average (and kind of expensive!)Ok. . . How much do you think an ad costs per click for:"Zillow San Diego"HINT: Only $.40 cents per click! And do you know what's even better? 11x more people search forZILLOW!You can use keywords like this to drive clicks to your buyer and seller landing pages. This will help you amplify your lead gen greatly!!How To Get Free Leads From Twitter:You can actually find free real estate leads on Twitter just by setting up the right searches. People use Twitter to talk about all parts of the real estate transaction. So you can search Twitter for "Buying a house" "Selling Soon" "Thinking of moving" etc. And find people Tweeting about these things.Next, you can attract them too you by offering them free guides and resources located on your website.Leads From YouTube AdsThe next thing you can do is make a quick ad to run on YouTube. Did you know it only costs $.06 cents to get someone to watch a quick video on YouTube???You can use this to your advantage. Create a quick teaser video telling your local home owners that you need sellers because the market is flooded with buyers.Then run ads to that with Google Adwords. If you need the play-by-play on this. Click the link in the footer. I got $2.00 seller leads doing this in Kansas City.Facebook GroupsThis is another favorite tactic of mine...Find local Facebook groups. And make blog content on your site that marry's real estate with that groups topic.Did you find a local 'mom's only' facebook group?Write a blog post that helps those moms out when it comes to something about moving!!!Then post the link the group. You'll get tons of traffic. And they'll thank you.LinkedIn Profile HackingOne of the best things you can do on LinkedIn is view peoples profiles. Follow these 4 steps right now:   (I’m going to give the example of Dan in Austin, who wants to target firefighters because ? of his clients happen to be firefighters also):   1.) Go to LinkedIN right now. 2.) Click this little “Advanced” tab.  Not many people know about this:   3.) Type in Fire Fighter in “occupation”, and Enter your zip code in “Location”...like this:    4.) Now just click 20 of these profiles.  YOU’RE DONE!!  So what’s this gonna do for you? When you click on someone’s profile, they get an email saying you viewed their profile.  10-20% of these people will connect back with you.  That’s ALL I want you to do today.  Your real estate homework for the day:Follow steps 1-4 aboveClick 20 people

WORK YOUR SPHERE OF INFLUENCEWhat is a sphere of influence? Simply put, your sphere of influence are circles of people that you already know. This could be any of the following.Friends and family.Current and previous coworkers.Spouse's current and previous coworkers.Children's and/or Parent’s friends and family.Neighbors.Members of your church.Doctor.Dentist.Handyman.Landscaper,Barber.Hairdresser.Accountant.Mechanic.Pool guy.Dog groomer.Day care provider.Mailman.Banker.Little league coach.Snow plow guy.Your sphere of influence is the most likely place to get your first sales. Tell everyone in your sphere of influence that you are now a real estate professional and would like to help them and anyone that they know buy or sell real estate. In a perfect scenario your sphere of influence’s sphere of influence will now become your sphere of influence as well. Social media is a great way for you to stay in touch with your sphere of influence and tell them that you are now in the real estate business and would like to help them and anyone that they know buy or sell real estate.(More information on how to best use Social Media in the last tip)TRACK EVERYTHING IN A DATABASEMake it a habit to get contact information from every person you meet. If you are buying a new car get the salesman’s card. Ask your bartender or server for their information when you go out for the game on Sunday. Every person who gives you their contact information should be placed into your database. This can be as simple as an excel spreadsheet. It should include the followingFirst and last nameEmail addressPhone numbersocial media handlesNotesIn your notes section you will want to write in things like what the potential client is interested in, first and last time you corresponded with them and how you met them.Related: How does a real estate agent get paid?FOCUS ON SELLERS, NOT BUYERSWe have a term in the real estate industry "Listers Last" Simply put this means that real estate agents should focus the majority of their attention marketing to sellers, not buyers. There are several reasons why it makes sense to market to sellers instead of buyers.You have more control of your time when working with sellers as opposed to buyers. This means you can do more business. Typically a real estate agent can service four times more listings then active buyer clients with the same amount of time commitment.Marketing to buyers usually leads you to buyers. Marketing to sellers usually leads you to buyers and sellers. Nothing attracts buyer leads like houses for sale. When you are the listing agent your name is on the online advertisement and your sign is in the yard. Unrepresented buyers will call you after seeing your sign. Remember you can only sell your listing to one buyer. If five or six unrepresented buyers called you about your listing that ended up selling you can still work with them as their buyers agent and find them other properties for sale. You started with one listing and ended up with a listing and a handful of new buyer clients.Trying to market to buyers without listings is like trying to chase down bees one at a time in an attempt to get honey. Why not just go to the bee hive? Real estate listings are like the bee hive. All off the bees are going to go to the bee hive just like buyers are going to go to the listings.Enjoying the article? Tweet it!ADVERTISE ON ZILLOWWait, didn't you just tell me to market to sellers and not buyers?I am a firm believer that real estate agents should spend the majority of their efforts marketing to sellers, but beggars can't be choosers. When you are a new agent you do not have the luxury of referrals from clients you have worked with over the years. Zillow spends million upon millions of dollars every year on SEO and marketing. As a new agent I imagine you don't have that kind of coin so if you can't beat um join um.Advertising on Zillow is a great way to drum up some new business as the majority of people looking to buy a home do their searching on Zillow.  Zillow is the most widely searched real estate website in the world. In fact it was the 36th most used website in the U.S in 2015. 32,762 different websites link to Zillow. Zillow's closest competitorFind Real Estate, Homes for Sale, Apartments & Houses for Rent is another choice to drum up some business. Find Real Estate, Homes for Sale, Apartments & Houses for Rent was the 98th most used website in the U.S. in 2015. 18,069 different websites link to Find Real Estate, Homes for Sale, Apartments & Houses for Rent.When Advertising on Zillow you should focus your attention on getting the biggest market share you can afford in one zip code. This zip code should be the same zip code that you are doing all of your other prospecting and lead generation. Remember multiple touches is how you convert leads to closed sales.Related:50 Questions real estate agents should ask potential hiring brokers.PROSPECTING & LEAD GENERATIONAs a new real estate agent you will need to spend the majority of your time on prospecting and lead generation. As you get deeper into your career you will of course need to spend time servicing these leads so you will have less time for prospecting and lead generation right? WRONG! The most successful real estate agents understand that prospecting and lead generation is the MOST IMPORTANT part of their business. As you get deeper into your career you never want to reduce your prospecting and lead generation. You actually want to INCREASE it. Servicing tasks can be outsourced to administrative assistance and new agents.If you have trouble with time management make this a daily habit. Block off specific times of the day for prospecting and lead generation. Spend at least four hours a day on prospecting and lead generation.What are the best ways a new agent performs prospecting and lead generation?Social MediaSocial Media is the best way to stay in touch with your sphere of influence. It is also a great way to grow your sphere of influence and continually remind everyone and anyone that you are in the real estate business.Let’s focus on the big three social media sites Facebook, Twitter, and Instagram. To be a successful real estate agent you need to have a presence on all three of these sites. When you post something you should post it on all three sites. To save some time link your sites together so you can post things on one site and have it automatically post on the others.To connect your Twitter account and your Facebook profile:Log in to the Twitter account you want to associate with your Facebook profile.Go to your Settings menu's Apps tab.Click Connect to Facebook.If you are not already logged in to Facebook, then you will be prompted to enter your Facebook login credentials. Enter your credentials and click Log in to sign in to Facebook.You will then receive a prompt explaining that Twitter will receive certain information from your Facebook account. In order to continue, you must select “Okay.”You will then be prompted to select the privacy settings for who will see your Tweets and Retweets posted to your Facebook wall. It is set to friends by default.Click “Okay” to complete the process.Your Tweets and Retweets will now post to your profile Facebook wall and your username will be displayed there as well. @Replies will not be posted.Note: To link your Facebook updates to Twitter, use this application on Facebook:https://www.facebook.com/twitter.To connect your Twitter account to a Facebook page:If you have a Facebook Fan Page, or are the admin of one, you can post Tweets and Retweets from your Twitter account to your Facebook Page.Follow the steps above to connect to your Facebook profile.If you have not already done so, visit your Apps settings and grant Twitter the “manage pages” permission for your Facebook profile.In your Apps settings, Select the page you'd like to connect to.When prompted, click to allow permission to post to the selected Facebook page.To share photos from Instagram to Facebook:IPhoneGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidTap and then tap SettingsSwipe down to Preferences and then tap Share SettingsTap Facebook and then link your accounts by providing your Facebook login infoNow when you take a photo or video on Instagram, you'll have the option to share it on Facebook from the same screen where you add a caption.You can also share from Instagram to a Facebook Page you manage.To link your Instagram and Twitter account:IPhoneGo to the "Settings" app on your device. Settings AppScroll down until you find the "Twitter" option. Tap Twitter OptionTurn on ‘Instagram’ to allow it to connect to your Twitter account. Tap Instagram to turn it ONLogin to your Instagram account with your infos (make sure you're signed in to Twitter). Click the Settings button. Settings IconScroll down and tap "Share Settings" Share SettingsSelect "Twitter". You will be asked to enter your Twitter username and password. And you're all set! Select Twitter and enter infosAndroidLogin to your Instagram account. View your profile then click the "Settings" button (with the 3 dots) located at the very top right side of your screen. Samsung Settings InstagramGo to "Sharing Settings" Instagram Android Sharing SettingsSelect "Twitter" and login with your Twitter credentials.Now that you have linked up your big three accounts it is time to get to work. You need to post and share things every single day. They do not always need to be advertisements either. You want to mix in advertisements with quality content that people will want to read such as DIY articles, market statistics, and popular housing trends. Everything you post needs to tie in to real estate in same way. By posting these types of things in conjunction with some advertisements you position yourself as the first thing people associate with real estate as well as stand a better chance at having your posts or tweets shared. People don’t typically share or retweet advertisements but they do share and retweet quality content.You must constantly focus on growing your friends and followers list on your social media profiles. Join groups or lists and make sure to use hash tags on all of your posts or tweets. Always use pictures with your posts or tweets. Content that includes pictures is viewed 94% more than content that does not include pictures.Direct MailAn oldie but a goody. Directly mailing potential customers is a tried and true strategy that will lead to sales. Pick a target area and start mailing to them. You can mail them any of the followingA letter explaining who you are and what you can do for them.A calendar with your picture and contact information on it.A bottle opener keychain with your contact information on it.A pen with your contact information on it.The area you choose as your target area should be a neighborhood that a lot of your social media friends and followers live or do business in. It typically takes multiple touches to convert a lead into a sale. You will want to mail the same area multiple times throughout the year.Phone callsCall your contacts once a quarter to touch base. Let them know that you are still in the business and ask them if they or anyone they know needs anything in relation to real estate.Call for-sale-by-owners (FSBO's)Many new agents are hesitant to signNow out to people that they don’t know, but these are people who are motivated sell their home. If you do not call them you can't sell their home. If you do call them best case scenario you get the listing, sell their home and end up with some additional buyer clients that did not end up buying this particular house. Worst thing that can happen is they say no and you can't sell their home which is where you already started. It is important to note that they may originally say no but that should not stop you. You can ask them if you are allowed to bring buyer clients to their property. They will be impressed with your determination and this gives you the opportunity to prove how much traffic you can bring into their home.Call expired listingsEvery day you should monitor the MLS in the areas that you target. You can even create a “hotsheet” in the MLS to notify you of any listings in your target area that expire each day. Call the owner and discuss their property and why it did not sell. If they have not set up a listing appointment with you during that phone call drop off a marketing packet on their doorstep.Door hangersWalk neighborhoods and place a door hanger on everyone’s house. Focus on the same target areas and neighborhoods you do your other prospecting and lead generation activities in.Wish people happy birthday every yearYou can do this by mailing them a card or by doing it on Twitter, Facebook or Instagram.Carry a pocket full of business cards at all timesNever leave home without a pocket full of business cards. Do not go home until your pocket is empty. Include your business card with the bill at a restaurant. Place your cards on bulletin boards wherever you go. Hand them out to your cashier at the grocery store. If you use a urinal at a Cleveland Cavaliers game go ahead and place a business card on top of the urinal.Wear a name tag everywhere you goGet a name tag that says Realtor with your name underneath it. People will see this when you are at the grocery store, bank, gas station, restaurants etc. I gives them a reason to speak with you and you a reason to speak with them.....about real estate.Want bonus points.....wear it upside-down. If you wear it upside-down it will get people who may not have talked to you otherwise a reason to strike up a conversation with you because they can't resist the urge to tell you your name-tag is upside down.HoltonWiseHoltonWise TwitterHoltonWise FacebookHoltonWise Instagram

Gary Keller wrote a book titled millionaire real estate agent. That is something you should probably read. It is widely recognized as one of the go to books in the industry. I myself purchased it a few years ago but have not gotten around to reading it yet.In the meantime here is what you should do to get started.WORK YOUR SPHERE OF INFLUENCEWhat is a sphere of influence? Simply put, your sphere of influence are circles of people that you already know. This could be any of the following.Friends and family.Current and previous coworkers.Spouse's current and previous coworkers.Children's and/or Parent’s friends and family.Neighbors.Members of your church.Doctor.Dentist.Handyman.Landscaper,Barber.Hairdresser.Accountant.Mechanic.Pool guy.Dog groomer.Day care provider.Mailman.Banker.Little league coach.Snow plow guy.Your sphere of influence is the most likely place to get your first sales. Tell everyone in your sphere of influence that you are now a real estate professional and would like to help them and anyone that they know buy or sell real estate. In a perfect scenario your sphere of influence’s sphere of influence will now become your sphere of influence as well. Social media is a great way for you to stay in touch with your sphere of influence and tell them that you are now in the real estate business and would like to help them and anyone that they know buy or sell real estate.(More information on how to best use Social Media in the last tip)TRACK EVERYTHING IN A DATABASEMake it a habit to get contact information from every person you meet. If you are buying a new car get the salesman’s card. Ask your bartender or server for their information when you go out for the game on Sunday. Every person who gives you their contact information should be placed into your database. This can be as simple as an excel spreadsheet. It should include the followingFirst and last nameEmail addressPhone numbersocial media handlesNotesIn your notes section you will want to write in things like what the potential client is interested in, first and last time you corresponded with them and how you met them.Related: How does a real estate agent get paid?FOCUS ON SELLERS, NOT BUYERSWe have a term in the real estate industry "Listers Last" Simply put this means that real estate agents should focus the majority of their attention marketing to sellers, not buyers. There are several reasons why it makes sense to market to sellers instead of buyers.You have more control of your time when working with sellers as opposed to buyers. This means you can do more business. Typically a real estate agent can service four times more listings then active buyer clients with the same amount of time commitment.Marketing to buyers usually leads you to buyers. Marketing to sellers usually leads you to buyers and sellers. Nothing attracts buyer leads like houses for sale. When you are the listing agent your name is on the online advertisement and your sign is in the yard. Unrepresented buyers will call you after seeing your sign. Remember you can only sell your listing to one buyer. If five or six unrepresented buyers called you about your listing that ended up selling you can still work with them as their buyers agent and find them other properties for sale. You started with one listing and ended up with a listing and a handful of new buyer clients.Trying to market to buyers without listings is like trying to chase down bees one at a time in an attempt to get honey. Why not just go to the bee hive? Real estate listings are like the bee hive. All off the bees are going to go to the bee hive just like buyers are going to go to the listings.Enjoying the article? Tweet it!ADVERTISE ON ZILLOWWait, didn't you just tell me to market to sellers and not buyers?I am a firm believer that real estate agents should spend the majority of their efforts marketing to sellers, but beggars can't be choosers. When you are a new agent you do not have the luxury of referrals from clients you have worked with over the years. Zillow spends million upon millions of dollars every year on SEO and marketing. As a new agent I imagine you don't have that kind of coin so if you can't beat um join um.Advertising on Zillow is a great way to drum up some new business as the majority of people looking to buy a home do their searching on Zillow.  Zillow is the most widely searched real estate website in the world. In fact it was the 36th most used website in the U.S in 2015. 32,762 different websites link to Zillow. Zillow's closest competitorFind Real Estate, Homes for Sale, Apartments & Houses for Rent is another choice to drum up some business. Find Real Estate, Homes for Sale, Apartments & Houses for Rent was the 98th most used website in the U.S. in 2015. 18,069 different websites link to Find Real Estate, Homes for Sale, Apartments & Houses for Rent.When Advertising on Zillow you should focus your attention on getting the biggest market share you can afford in one zip code. This zip code should be the same zip code that you are doing all of your other prospecting and lead generation. Remember multiple touches is how you convert leads to closed sales.Related: biggerpockets.com50 Questions real estate agents should ask potential hiring brokers.PROSPECTING & LEAD GENERATIONAs a new real estate agent you will need to spend the majority of your time on prospecting and lead generation. As you get deeper into your career you will of course need to spend time servicing these leads so you will have less time for prospecting and lead generation right? WRONG! The most successful real estate agents understand that prospecting and lead generation is the MOST IMPORTANT part of their business. As you get deeper into your career you never want to reduce your prospecting and lead generation. You actually want to INCREASE it. Servicing tasks can be outsourced to administrative assistance and new agents.If you have trouble with time management make this a daily habit. Block off specific times of the day for prospecting and lead generation. Spend at least four hours a day on prospecting and lead generation.What are the best ways a new agent performs prospecting and lead generation?Social MediaSocial Media is the best way to stay in touch with your sphere of influence. It is also a great way to grow your sphere of influence and continually remind everyone and anyone that you are in the real estate business.Let’s focus on the big three social media sites Facebook, Twitter, and Instagram. To be a successful real estate agent you need to have a presence on all three of these sites. When you post something you should post it on all three sites. To save some time link your sites together so you can post things on one site and have it automatically post on the others.To connect your Twitter account and your Facebook profile:Log in to the Twitter account you want to associate with your Facebook profile.Go to your Settings menu's Apps tab.Click Connect to Facebook.If you are not already logged in to Facebook, then you will be prompted to enter your Facebook login credentials. Enter your credentials and click Log in to sign in to Facebook.You will then receive a prompt explaining that Twitter will receive certain information from your Facebook account. In order to continue, you must select “Okay.”You will then be prompted to select the privacy settings for who will see your Tweets and Retweets posted to your Facebook wall. It is set to friends by default.Click “Okay” to complete the process.Your Tweets and Retweets will now post to your profile Facebook wall and your username will be displayed there as well. @Replies will not be posted.Note: To link your Facebook updates to Twitter, use this application on Facebook:https://www.facebook.com/twitter.To connect your Twitter account to a Facebook page:If you have a Facebook Fan Page, or are the admin of one, you can post Tweets and Retweets from your Twitter account to your Facebook Page.Follow the steps above to connect to your Facebook profile.If you have not already done so, visit your Apps settings and grant Twitter the “manage pages” permission for your Facebook profile.In your Apps settings, Select the page you'd like to connect to.When prompted, click to allow permission to post to the selected Facebook page.To share photos from Instagram to Facebook:IPhoneGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidTap and then tap SettingsSwipe down to Preferences and then tap Share SettingsTap Facebook and then link your accounts by providing your Facebook login infoNow when you take a photo or video on Instagram, you'll have the option to share it on Facebook from the same screen where you add a caption.You can also share from Instagram to a Facebook Page you manage.To link your Instagram and Twitter account:IPhoneGo to the "Settings" app on your device. Settings AppScroll down until you find the "Twitter" option. Tap Twitter OptionTurn on ‘Instagram’ to allow it to connect to your Twitter account. Tap Instagram to turn it ONLogin to your Instagram account with your infos (make sure you're signed in to Twitter). Click the Settings button. Settings IconScroll down and tap "Share Settings" Share SettingsSelect "Twitter". You will be asked to enter your Twitter username and password. And you're all set! Select Twitter and enter infosAndroidLogin to your Instagram account. View your profile then click the "Settings" button (with the 3 dots) located at the very top right side of your screen. Samsung Settings InstagramGo to "Sharing Settings" Instagram Android Sharing SettingsSelect "Twitter" and login with your Twitter credentials.Now that you have linked up your big three accounts it is time to get to work. You need to post and share things every single day. They do not always need to be advertisements either. You want to mix in advertisements with quality content that people will want to read such as DIY articles, market statistics, and popular housing trends. Everything you post needs to tie in to real estate in same way. By posting these types of things in conjunction with some advertisements you position yourself as the first thing people associate with real estate as well as stand a better chance at having your posts or tweets shared. People don’t typically share or retweet advertisements but they do share and retweet quality content.You must constantly focus on growing your friends and followers list on your social media profiles. Join groups or lists and make sure to use hash tags on all of your posts or tweets. Always use pictures with your posts or tweets. Content that includes pictures is viewed 94% more than content that does not include pictures.Direct MailAn oldie but a goody. Directly mailing potential customers is a tried and true strategy that will lead to sales. Pick a target area and start mailing to them. You can mail them any of the followingA letter explaining who you are and what you can do for them.A calendar with your picture and contact information on it.A bottle opener keychain with your contact information on it.A pen with your contact information on it.The area you choose as your target area should be a neighborhood that a lot of your social media friends and followers live or do business in. It typically takes multiple touches to convert a lead into a sale. You will want to mail the same area multiple times throughout the year.Phone callsCall your contacts once a quarter to touch base. Let them know that you are still in the business and ask them if they or anyone they know needs anything in relation to real estate.Call for-sale-by-owners (FSBO's)Many new agents are hesitant to signNow out to people that they don’t know, but these are people who are motivated sell their home. If you do not call them you can't sell their home. If you do call them best case scenario you get the listing, sell their home and end up with some additional buyer clients that did not end up buying this particular house. Worst thing that can happen is they say no and you can't sell their home which is where you already started. It is important to note that they may originally say no but that should not stop you. You can ask them if you are allowed to bring buyer clients to their property. They will be impressed with your determination and this gives you the opportunity to prove how much traffic you can bring into their home.Call expired listingsEvery day you should monitor the MLS in the areas that you target. You can even create a “hotsheet” in the MLS to notify you of any listings in your target area that expire each day. Call the owner and discuss their property and why it did not sell. If they have not set up a listing appointment with you during that phone call drop off a marketing packet on their doorstep.Door hangersWalk neighborhoods and place a door hanger on everyone’s house. Focus on the same target areas and neighborhoods you do your other prospecting and lead generation activities in.Wish people happy birthday every yearYou can do this by mailing them a card or by doing it on Twitter, Facebook or Instagram.Related: How to grow your business using Bigger Pockets.Carry a pocket full of business cards at all timesNever leave home without a pocket full of business cards. Do not go home until your pocket is empty. Include your business card with the bill at a restaurant. Place your cards on bulletin boards wherever you go. Hand them out to your cashier at the grocery store. If you use a urinal at a Cleveland Cavaliers game go ahead and place a business card on top of the urinal.Wear a name tag everywhere you goGet a name tag that says Realtor with your name underneath it. People will see this when you are at the grocery store, bank, gas station, restaurants etc. I gives them a reason to speak with you and you a reason to speak with them.....about real estate.Want bonus points.....wear it upside-down. If you wear it upside-down it will get people who may not have talked to you otherwise a reason to strike up a conversation with you because they can't resist the urge to tell you your nametag is upside down.

You decided to become a real estate agent. You went to school, bought your books, passed your exam, got hired by a broker, ordered business cards and took a head shot. Great start but now you have some daunting questions.What do I do now?What do I need to do to generate leads and close deals?How does a new real estate agent become a successful real estate agent?Here are the 5 most important things a new real estate agent needs to do to become a successful real estate agent.WORK YOUR SPHERE OF INFLUENCEWhat is a sphere of influence? Simply put, your sphere of influence are circles of people that you already know. This could be any of the following.Friends and family.Current and previous coworkers.Spouse's current and previous coworkers.Children's and/or Parent’s friends and family.Neighbors.Members of your church.Doctor.Dentist.Handyman.Landscaper,Barber.Hairdresser.Accountant.Mechanic.Pool guy.Dog groomer.Day care provider.Mailman.Banker.Little league coach.Snow plow guy.Your sphere of influence is the most likely place to get your first sales. Tell everyone in your sphere of influence that you are now a real estate professional and would like to help them and anyone that they know buy or sell real estate. In a perfect scenario your sphere of influence’s sphere of influence will now become your sphere of influence as well. Social media is a great way for you to stay in touch with your sphere of influence and tell them that you are now in the real estate business and would like to help them and anyone that they know buy or sell real estate.(More information on how to best use Social Media in the last tip)TRACK EVERYTHING IN A DATABASEMake it a habit to get contact information from every person you meet. If you are buying a new car get the salesman’s card. Ask your bartender or server for their information when you go out for the game on Sunday. Every person who gives you their contact information should be placed into your database. This can be as simple as an excel spreadsheet. It should include the followingFirst and last nameEmail addressPhone numbersocial media handlesNotesIn your notes section you will want to write in things like what the potential client is interested in, first and last time you corresponded with them and how you met them. Related: How does a real estate agent get paid?FOCUS ON SELLERS, NOT BUYERSWe have a term in the real estate industry "Listers Last" Simply put this means that real estate agents should focus the majority of their attention marketing to sellers, not buyers. There are several reasons why it makes sense to market to sellers instead of buyers.You have more control of your time when working with sellers as opposed to buyers. This means you can do more business. Typically a real estate agent can service four times more listings then active buyer clients with the same amount of time commitment.Marketing to buyers usually leads you to buyers. Marketing to sellers usually leads you to buyers and sellers. Nothing attracts buyer leads like houses for sale. When you are the listing agent your name is on the online advertisement and your sign is in the yard. Unrepresented buyers will call you after seeing your sign. Remember you can only sell your listing to one buyer. If five or six unrepresented buyers called you about your listing that ended up selling you can still work with them as their buyers agent and find them other properties for sale. You started with one listing and ended up with a listing and a handful of new buyer clients.Trying to market to buyers without listings is like trying to chase down bees one at a time in an attempt to get honey. Why not just go to the bee hive? Real estate listings are like the bee hive. All off the bees are going to go to the bee hive just like buyers are going to go to the listings.Enjoying the article? Tweet it!ADVERTISE ON ZILLOWWait, didn't you just tell me to market to sellers and not buyers?I am a firm believer that real estate agents should spend the majority of their efforts marketing to sellers, but beggars can't be choosers. When you are a new agent you do not have the luxury of referrals from clients you have worked with over the years. Zillow spends million upon millions of dollars every year on SEO and marketing. As a new agent I imagine you don't have that kind of coin so if you can't beat um join um. Advertising on Zillow is a great way to drum up some new business as the majority of people looking to buy a home do their searching on Zillow.  Zillow is the most widely searched real estate website in the world. In fact it was the 36th most used website in the U.S in 2015. 32,762 different websites link to Zillow. Zillow's closest competitor Find Real Estate, Homes for Sale, Apartments & Houses for Rent is another choice to drum up some business. Find Real Estate, Homes for Sale, Apartments & Houses for Rent was the 98th most used website in the U.S. in 2015. 18,069 different websites link to Find Real Estate, Homes for Sale, Apartments & Houses for Rent. When Advertising on Zillow you should focus your attention on getting the biggest market share you can afford in one zip code. This zip code should be the same zip code that you are doing all of your other prospecting and lead generation. Remember multiple touches is how you convert leads to closed sales.Related: 50 Questions real estate agents should ask potential hiring brokers.PROSPECTING & LEAD GENERATIONAs a new real estate agent you will need to spend the majority of your time on prospecting and lead generation. As you get deeper into your career you will of course need to spend time servicing these leads so you will have less time for prospecting and lead generation right? WRONG! The most successful real estate agents understand that prospecting and lead generation is the MOST IMPORTANT part of their business. As you get deeper into your career you never want to reduce your prospecting and lead generation. You actually want to INCREASE it. Servicing tasks can be outsourced to administrative assistance and new agents.If you have trouble with time management make this a daily habit. Block off specific times of the day for prospecting and lead generation. Spend at least four hours a day on prospecting and lead generation.What are the best ways a new agent performs prospecting and lead generation?Social MediaSocial Media is the best way to stay in touch with your sphere of influence. It is also a great way to grow your sphere of influence and continually remind everyone and anyone that you are in the real estate business.Let’s focus on the big three social media sites Facebook, Twitter, and Instagram. To be a successful real estate agent you need to have a presence on all three of these sites. When you post something you should post it on all three sites. To save some time link your sites together so you can post things on one site and have it automatically post on the others.To connect your Twitter account and your Facebook profile:Log in to the Twitter account you want to associate with your Facebook profile.Go to your Settings menu's Apps tab.Click Connect to Facebook.If you are not already logged in to Facebook, then you will be prompted to enter your Facebook login credentials. Enter your credentials and click Log in to sign in to Facebook.You will then receive a prompt explaining that Twitter will receive certain information from your Facebook account. In order to continue, you must select “Okay.”You will then be prompted to select the privacy settings for who will see your Tweets and Retweets posted to your Facebook wall. It is set to friends by default.Click “Okay” to complete the process.Your Tweets and Retweets will now post to your profile Facebook wall and your username will be displayed there as well. @Replies will not be posted.Note: To link your Facebook updates to Twitter, use this application on Facebook: https://www.facebook.com/twitter.To connect your Twitter account to a Facebook page:If you have a Facebook Fan Page, or are the admin of one, you can post Tweets and Retweets from your Twitter account to your Facebook Page.Follow the steps above to connect to your Facebook profile.If you have not already done so, visit your Apps settings and grant Twitter the “manage pages” permission for your Facebook profile.In your Apps settings, Select the page you'd like to connect to.When prompted, click to allow permission to post to the selected Facebook page.To share photos from Instagram to Facebook:IPhoneGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidGo to your profile and then tapTap Linked AccountsTap Facebook and then link your accounts by providing your Facebook login infoAndroidTap and then tap SettingsSwipe down to Preferences and then tap Share SettingsTap Facebook and then link your accounts by providing your Facebook login infoNow when you take a photo or video on Instagram, you'll have the option to share it on Facebook from the same screen where you add a caption.You can also share from Instagram to a Facebook Page you manage.To link your Instagram and Twitter account:IPhoneGo to the "Settings" app on your device. Settings AppScroll down until you find the "Twitter" option. Tap Twitter OptionTurn on ‘Instagram’ to allow it to connect to your Twitter account. Tap Instagram to turn it ONLogin to your Instagram account with your infos (make sure you're signed in to Twitter). Click the Settings button. Settings IconScroll down and tap "Share Settings" Share SettingsSelect "Twitter". You will be asked to enter your Twitter username and password. And you're all set! Select Twitter and enter infosAndroidLogin to your Instagram account. View your profile then click the "Settings" button (with the 3 dots) located at the very top right side of your screen. Samsung Settings InstagramGo to "Sharing Settings" Instagram Android Sharing SettingsSelect "Twitter" and login with your Twitter credentials.Now that you have linked up your big three accounts it is time to get to work. You need to post and share things every single day. They do not always need to be advertisements either. You want to mix in advertisements with quality content that people will want to read such as DIY articles, market statistics, and popular housing trends. Everything you post needs to tie in to real estate in same way. By posting these types of things in conjunction with some advertisements you position yourself as the first thing people associate with real estate as well as stand a better chance at having your posts or tweets shared. People don’t typically share or retweet advertisements but they do share and retweet quality content.You must constantly focus on growing your friends and followers list on your social media profiles. Join groups or lists and make sure to use hash tags on all of your posts or tweets. Always use pictures with your posts or tweets. Content that includes pictures is viewed 94% more than content that does not include pictures.Direct MailAn oldie but a goody. Directly mailing potential customers is a tried and true strategy that will lead to sales. Pick a target area and start mailing to them. You can mail them any of the followingA letter explaining who you are and what you can do for them.A calendar with your picture and contact information on it.A bottle opener keychain with your contact information on it.A pen with your contact information on it.The area you choose as your target area should be a neighborhood that a lot of your social media friends and followers live or do business in. It typically takes multiple touches to convert a lead into a sale. You will want to mail the same area multiple times throughout the year.Phone callsCall your contacts once a quarter to touch base. Let them know that you are still in the business and ask them if they or anyone they know needs anything in relation to real estate.Call for-sale-by-owners (FSBO's) Many new agents are hesitant to signNow out to people that they don’t know, but these are people who are motivated sell their home. If you do not call them you can't sell their home. If you do call them best case scenario you get the listing, sell their home and end up with some additional buyer clients that did not end up buying this particular house. Worst thing that can happen is they say no and you can't sell their home which is where you already started. It is important to note that they may originally say no but that should not stop you. You can ask them if you are allowed to bring buyer clients to their property. They will be impressed with your determination and this gives you the opportunity to prove how much traffic you can bring into their home.Call expired listingsEvery day you should monitor the MLS in the areas that you target. You can even create a “hotsheet” in the MLS to notify you of any listings in your target area that expire each day. Call the owner and discuss their property and why it did not sell. If they have not set up a listing appointment with you during that phone call drop off a marketing packet on their doorstep.Door hangersWalk neighborhoods and place a door hanger on everyone’s house. Focus on the same target areas and neighborhoods you do your other prospecting and lead generation activities in.Wish people happy birthday every yearYou can do this by mailing them a card or by doing it on Twitter, Facebook or Instagram.Related: How to grow your business using Bigger Pockets.Carry a pocket full of business cards at all timesNever leave home without a pocket full of business cards. Do not go home until your pocket is empty. Include your business card with the bill at a restaurant. Place your cards on bulletin boards wherever you go. Hand them out to your cashier at the grocery store. If you use a urinal at a Cleveland Cavaliers game go ahead and place a business card on top of the urinal.Wear a name tag everywhere you goGet a name tag that says Realtor with your name underneath it. People will see this when you are at the grocery store, bank, gas station, restaurants etc. I gives them a reason to speak with you and you a reason to speak with them.....about real estate.Want bonus points.....wear it upside-down. If you wear it upside-down it will get people who may not have talked to you otherwise a reason to strike up a conversation with you because they can't resist the urge to tell you your nametag is upside down.Enjoyed the article? Share it on Facebook!