Real estate agents LOVE underdog stories. We root for the rookie agent who beats the top producer. The solo agent competing against giant teams.The part-time agent who closes a massive listing. The new licensee trying to survive in a market where interest rates, inventory, lawsuits, social media “experts,” and doom-and-gloom headlines are all screaming: “Good luck, buddy.” And if you’ve been in real estate for more than about 14 minutes, chances are you’ve felt like the un

When I went on listing appointments, I’d explain the RAS to clients in a simple, entertaining way. I’d tell them: “Now that your home is on the market, you’re going to start hearing people talk about real estate everywhere. At work. At restaurants. In line at Starbucks. Your brain is now tuned into those conversations because real estate suddenly matters to you.” Then I’d add: “And when you hear someone talking about buying or selling, I want you to think of me.” Simple. Memo

Most agents skip straight to the offer. “Call me if you’re thinking about buying or selling.” That’s like proposing marriage on the first date. People need a reason to care first.