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Keys to staying in business in this crazy market

70% of loan officers that were in the business in 2006 are no longer here per one source.  The percentage of realtors that are out of the business can't be much better. While interviewing many realtors from newby's to seasoned pros I can't help but notice that are but a few differences between the two. I didn't say small difference.  So I narrowed it down to 4 keys to not only surviving but rather thriving in this business.  Here's what I've come up with:



  1. High tech - it seems that those who are doing well in this marketing aren't necessarily tech savvy but they know how to utilize a few very important tools.  They realize that a webpage is key & simple solutions like Active Rain can make all of the difference in the world.  Remember that most buyers now go to google and will look you up.  If I can't type in your name in google & find some good info on you, chances are that I will not feel as comfortable.
  2. High touch - buyers want to know everything about you up front by searching the internet but then after they want to know that this computer generated image is someone real.  People are not interested in how much you know as they are interested in how much you care.  So get out there, shake hands & kiss babies.  Remember to just be real though. 
  3. Consistency - one realtor who is currently closing 8 to 10 transactions every month said to me that most of the systems out there work but people don't stick with them long enough to find out.  They try it once & EXPECT a ton of business.  It doesn't work that way!! You need to CONSISTENTLY perform those actions sometimes for months before you see the fruits of your labor.  Postcards, internet, mailings, emailing, FSBO's, blogging etc. all work if you give them enough time.
  4. JUST SHOW UP!! - I remember this agent, we'll call her Jane.  When Jane's manager referred her to me she called & said, "I apologize in advance for her behavior but if you put up with her you will DEFINITELY have business."  Those who know me know that I'm a very patient person. Well Jane Realtor was just too much for even me to handle.  She wasn't very knowledgeable, she wasn't exactly easy on the eyes & she was very difficult to work with & I couldn't understand for the life of me WHY she was so successful for literally decades in the business.  When I asked her manager she responded, "She just shows up." No matter whether it was snowing or raining or early morning or late night, she showed up.  She always called, always followed up & she always asked too many questions.  Her manager then said to me, "You know many times 80% of it is just showing up.


So there it is.  Is it easy?  Yes & no.  Yes because we just have to keep on doing the same things.  But no it isn't because we are unindated with negativity everywhere we look. But is it possible?  Only you can decide.


Joe Gonzalez

Branch Manager

1st Metropolitan Mortgage

For help or questions contact:

Joe Gonzalez

Senior Loan Consultant -  NMLS #126036
GMH Mortgage Services, LLC
625 W. Ridge Pike, Building C, Suite 100 | Conshohocken, PA  19428 | Direct: 610-355-8039 |  Cell: 610-739-6563

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Comment balloon 1 commentJoe Gonzalez • November 03 2008 11:12AM


Thanks for sharing great tips. Good luck.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) over 11 years ago