Southern New Hampshire Real Estate and Short Sales: Prospect Or Person? Which Would You Rather Be?

Prospect Or Person? Which Would You Rather Be?

I ran into a colleague I hadn't seen in a while the other day and he was pumped about how well he was doing since he started following the "insert name of major national real estate trainer here" program. 


He talked about good work habits and best practices and I was pretty good with it all until he said, "You have to understand, it's just a numbers game.  If you want to succeed, you just work as many "prospects" as you can;  put together as many "deals" as you can and realize that some will close and some won't.  You just have to move on to the next." "It's a business loss, collateral damage.  You can't get involved." 


Apparently, I'm doomed to failure. 


To me, real estate is not, never has been, and never will be "a numbers game".  Real Estate, the way I practice it, is about relationship building.  It's about helping someone realize their dream or about helping someone remain as whole as possible while extricating themselves from a distress situation.  


Slimy Sales Man

I don't even consider what I do to be sales.  I don't think you should try to  "sell" someone a house.  The term salesman, to me, conjures up an image of a mustachioed, plaid coated man saying, "Come on over here little lady.  Have I got a deal for you".   Yeccchhh.


I do not work with "prospects".   I work with people.  People that I care very much about.


And, Collateral Damage????    All I can think of is good old Buck Turgidsen's response to the President regarding Operation Drop-Kick..."Mr. President, I'm not saying we wouldn't get our hair mussed...."

Dr Strangelove(Any other Strangelove fans out there?)


I do not subscribe to the "let's throw it against the wall and see what sticks" method of real estate practice. 


My responsibility, as I see it, is to help people educate themselves about a major and (usually) unfamiliar and confusing process so that they can make the best decision for their situation. 

It is further my responsibility to walk them through the process from start to finish. 

I know this flies in the face of the advice given by, not only, this Trainer, but also many others who feel that the successful agent is better served by dropping the "deal" into the hands of an Assistant (licensed or unlicensed) so the agent can "move on" to working with other "prospects"

I can't do it.

So listen up all you "prospects" out there who yearn to be part of an "uninvolved" real estate "salesman's"  "numbers game"...don't call me...I can't help you.

If, on the other hand, you'd prefer to work with an agent who sees you as a real person you can reach me at 603-490-5344!  Give me a call!



Comment balloon 8 commentsJoy Baker • December 02 2014 07:06PM


The agent that works to numbers will have some success, but sometimes what they call collateral damage may mean nothing to them, but it is still people's lives they have affected and it should never be tossed aside.

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) over 4 years ago

I agree, Ed.  Thanks for stopping by!

Posted by Joy Baker, So NH RE & Short Sale Specialist (RE/MAX Insight) over 4 years ago

If that's the way the think of this business, best of luck to him.  A prospect is not a client . . . yet.  When they get to be a client, the level of service is full throttle!  Some brokers have a "bag and tag" business model.  I think the buyers / sellers feel it.

Posted by Carla Muss-Jacobs, RETIRED (RETIRED / State License is Inactive) over 4 years ago

I think you're right, Carla. 

Posted by Joy Baker, So NH RE & Short Sale Specialist (RE/MAX Insight) over 4 years ago

I never liked the term "prospect." It should be exclusively reserved for the use of people who mine for gold.

Posted by Robin Rogers, CRS, TRC, MRP - Real Estate Investment Adviser (Robin Rogers, Silverbridge Realty, San Antonio, Texas) over 4 years ago

LOL, Robin!  Good point!

Posted by Joy Baker, So NH RE & Short Sale Specialist (RE/MAX Insight) over 4 years ago

Joy Baker it too believe it is all about relationships and have for many years.   I stay in touch with past clients, and even get invited to family events. 

Posted by Joan Cox, Denver Real Estate - Selling One Home at a Time (House to Home, Inc. - Denver Real Estate - 720-231-6373) over 4 years ago

And, I bet that a good amount of your business is from repeat and referral clients, Joan!


Posted by Joy Baker, So NH RE & Short Sale Specialist (RE/MAX Insight) over 4 years ago