It’s Fall now. That means football season. My local team, the University of Texas at El Paso (UTEP) Miners have got off to an 0-3 start and, of course, the coach is starting to feel pressure. He has been telling all of the fans that the team is not made up of losers – they are doing all of the little things right — and if you keep doing all of the little things right, it is impossible not to end up with the results that you want.
After I heard that comment I thought he is right — and it applies to real estate as well as football. Sure the market is tougher now than it was a year or two ago, but people always need a place to live. People are being transferred into town, getting married, having babies, etc.
So, how do we find these people? By doing the little things.
Real estate is a contact business. We have to keep putting ourselves in front of potential buyers and sellers. If we do this enough, then we will find plenty of clients to work with. Keep contacting those for sale by owners and expired listings. Keep calling and emailing your buyer prospects.
What I’ve found, though, is that it’s not enough just to make the contact. It’s the follow through that separates the top Realtors from the rest of the pack.