Have you ever noticed how some real estate agents seem to do virtually no prospecting and yet the business seems to just flow to them? What is it that they have that the rest of us don’t have?
I have watched this phenomenon unfold in both brand new agents and experienced agents. And when you ask them what they are doing to prospect or market, they usually seem perplexed and shrug and respond with, “nothing,” or “I don’t know.” And when you ask them what their database looks like, it isn’t unheard of for them to not even have one.
In my years of coaching agents, I have observed several commonalities between the agents within this category, but there is one commonality that stands out head and shoulders above the others. These Natural Born REALTORS® have a deep and driving passion for the business of real estate. Yes, they love serving others. Yes, they typically enjoy talking to people. Yes, they don’t tend to worry about what others think of them. But above all, they LOVE real estate. All of it. The houses. The showings. The market trends. The negotiations. All of it. If you ask them about almost any random neighborhood, they can tell you every house that has sold in that neighborhood for the past five years and what it sold for and what the condition the houses were in when they sold even if they, themselves, have never even sold a house in that particular neighborhood. They can tell you where all the new homes are being built and who the best builders are. Their faces light up when they start talking about real estate. You can see it in them and feel it exuding from them. They LOVE real estate!
And so, people want to work with them. People are literally drawn to work with them. If you are buying or selling a house, would you rather work with this agent that is so full of passion for what they do everyday, or would you rather work with the agent who may be quite competent and pleasant but lacks this fire? I have never, in all of my coaching, had a Natural Born REALTOR® ever utter to me, “But, I don’t want them to think I’m pushy,” or my favorite, “But, I don’t want to bother them.” Their response is always one of excitement and enthusiasm at the prospect of getting to talk to people about real estate and as a result, they never bypass an opportunity to do so. This is the magic of their magnetism. If someone mentions ‘house’ from across the room, they run over there to see who it was so they can engage in conversation about their favorite subject, not so they can try and solicit them to sell their house. They can strike up conversation with anyone at any time and anywhere about real estate because it is always their favorite topic.
So, if you are looking to draw people into you instead of hounding after them, you may want to do a little self-assessment on what your level of passion is for the career you have chosen. At the end of the day, every agent has it within them to be a Natural Born REALTOR®