Our #1 Job is Capturing Leads (& the Story of Snoopy)

Capturing leads is our #1 job. Our #2 job, equally important, is converting those leads into clients. This was the fundamental principle top instructor Doug Smith spoke about at his recent real estate sales training seminar.

While we can hire a marketing company or an assistant to GET leads, it's our job to turn those leads into buyers or sellers. That was an eye-opener for me, as I had never really broken it down into 2 categories: Capturing & Converting.

"The most successful real estate salespeople sell mostly TO and THROUGH people they already know," said Doug Smith. So that's why it's important to widen our Sphere of Influence (SOI) and get to know more people!

So my next step is to (1) meet more people and (2) keep in constant communication with those I already know. Those we already know include:

• Past Customers
• Personal Circle of friends & family
• Existing Prospects
• Business Partners (vendors)

Most of us know at least 200 people easily. And then there are the folks WE PAY MONEY TO (hair dresser, auto mechanic, shop owner) -- are you asking them to reciprocate and use your services too?

I also found out something very interesting: MetLife (The Snoopy Company) now offers Mortgage Loans! Hats off to MetLife Home Loans for sponsoring this important training workshop for top real estate agents in California. They serve a range of homebuyers by offering a variety of loan products, including:

• Fixed- and adjustable-rate loans
• Flexible products for first-time homebuyers
• FHA and VA loans
• Reverse mortgages

They also have a bank, MetLife Bank, N.A. (Member FDIC) a federally chartered bank offering a wide array of banking products and services, including:

• High-Yield Savings
• Certificates of Deposit (CDs)
• Money Market Accounts
• Individual Retirement Accounts (IRAs)

I must say that I am impressed with MetLife's services and products. Amongst this awful mortgage mess, they stand out as a shining star because they are doing business the RIGHT way!

Check out www.DougSmithOnline.com for a great seminar in your area, or purchase his new book, "Street Smart Selling".

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join my NEW group for professionals who work from their home office at http://activerain.com/groups/virtualoffice

Text copyright © 2009 R.P. Brown, All Rights Reserved