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The 3 People Principle

The Mysterious Magic Of 3

3 Genie Wishes.  3 Bears.  3 Musketeers.  3 Blind Mice.  3 Stooges. MP3.  Holy Trinity. 3 Magic Beans.  3 Leaf Clover.  Menage-a-3.  3 Wise Men. Mind, Body, and Soul.   Lights, Camera, Action. Of The People, By The People, For The People.  Blood, Sweat, and Tears. Shake, Rattle, and Roll, On your mark, Get Set, Go!

It’s Not Scientifically Proven

It is evident.  Mysterious energy dances, dips and butterfly kisses things in threes.

3 dances with real estate agents too. Do you have a pair of comfortable dancing shoes?

The 3 People Principle – Everyone Knows 3

You can test the “3 People Principle”. 

1.  Walk to your car.  Get in.  Fasten your seat belt.  Start your car.  Drive to your bank. Withdraw 3 crisp Franklins.

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2.  Drive to your nearest Starbucks.  Lock your car.  Walk inside.  Approach anyone.

3.  Pull out your  3 crisp $100 bills.  Smile.   Ask, “I will give you $100 for the name of each person you personally know who sold or bought a house in the last 12 months.  It can be a coworker, friend or neighbor, someone from church, bunco, Yoga….anyone you know by name?  Smile, listen and hand it over.

Odds are, you’ll leave Starbucks with a Latte, an empty wallet and a by-golly belief in the 3 People Principal.

Point your newfound belief like a platinum plated hand cannon and like Jack’s 3 magic beans, you’ll turn 3 $100 bills into a sky climbing money vine and crowds of grinning clients.

The 3 People Principle X People You Know

Here’s the deal.  Average agents focus their prospecting on people they know and chasing or attracting strangers – fine.  Here’s where average, mediocre and poor agents pollute the program. They focus on people in their sphere/network asking themselves, “Who in my sphere/network is going to buy or sell soon?”  They focus on a lonely tree, not the rich green forest.   Wrong mindset!  Like Agent Orange murders a felt green forest, ill-focused mindset strangles your personal forest of  potential, possibility and prosperity.  

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Statistically, people move every 7-12 years. Know 100 people, on average, at best, maybe 7 of the 100 will move this year.  Assume these 100 fine folks know you, like you and trust you.  Assume you touch base consistently.  Assume you have routine on-purpose, in-person conversation.  Of the 7 possible moves, how many can you reasonably expect to list and sell?  Half would be fantastic, probably less is realistic, right?  So, you know 100 people, with luck, skill and strategy, you might be hired 2-4 times.  You can’t thrive on that number, can you? 

Focusing your minds eye on the 3 People Principal you will comfortably Sansabelt Stretch your potential, possibility and profitability. Stop, soak and swallow.  Digest, rest and assimilate – your 100 know 300 who will make a move in the next year.  If you’re having in-person, on-purpose contact and conversation with 200, they know 600.  If you know 300 they know 900 and so on.  Holy crap right? 

The 3 People Principle Packs A Punch

Don’t drop friendly, good people to chase strangers.  Even when you know your friendly, good people won’t move in this century, this year they will know 3 people who move.  Do stay in on-purpose, in-person touch, build trust, create Top Of Mind Awareness and earn the opportunity to politely, professionally and consistently ask for referrals.  They’ll gladly give them to you, if you ask.

Do visualize a Mike Tyson style tattoo on their forehead, inked in regret green, it reads, “I know 3 – Ask Me Who?”

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Don’t ask people in your sphere/network when they are going to move. Because you’re engaged in frequent, relevant contact and conversation, you’ll discover these opportunities naturally. 

Do ask, “Of your friends at (fill in the blank, ie., work, in your neighborhood, at Yoga, in Bunco, Tennis League, etc.) who is the next to make a move?”

It’s that simple.  Kicking to the curb people who like you, trust you and aren’t moving soon is paving a deep path to mediocre and broker. When you create a new relationship with someone you like, stay in touch forever, it’s easier than ever with the phone and all the social media tools (Facebook, Twitter, eCards, eNewsletters, Blogs, etc.).  

Get to it, grow your network, deepen your relationships, start conversations and bam-boom your business.


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“If you always do what you’ve always done, you’ll always get what you’ve always gotten.”

PS.  Your mortgage friend know 3, your all-smiles title rep knows 3, your grass stained landscape artist knows 3, your sweaty & stern personal trainer knows 3, your please-come-in appraiser knows 3,  your I-can-fix-anything repair women knows 3, your I-can-turn-Walmart into Neiman’s home stager knows 3, your love-the-camera photographer knows 3, your how-can-I-make-you-shine administrative manager (you don’t call them an assistant do you?), you get the picture right?

Written By

Ken Brand - Prudential Gary Greene, Realtors. I’ve proudly worn a Realtor tattoo for over 10,957+ days, practicing our craft in San Diego, Austin, Aspen and now, The Woodlands, TX. As a life long learner, I’ve studied, read, written, taught, observed and participated in spectacular face plant failures and giddy inducing triumphs. I invite you to read my blog posts here at Agent Genius and On the lighter side, you can follow my folly on Twitter and Facebook. Of course, you’re always to welcome to take the shortcut and call: 832-797-1779.



  1. Susie Blackmon

    February 16, 2009 at 6:47 am

    Wow! You make great sense (but please .. this doesn’t apply to men in my life I hope..). Enjoy you on Twitter! I want to be a referring realtor so I can spend more time with my websites, sm, etc., etc. Really enjoyed this post.

  2. Ken Brand

    February 16, 2009 at 9:57 am

    I’m sure in your case, the men in your life would view three as a crowd, not magical. Thanks Susie:-)

  3. Carson

    February 16, 2009 at 2:58 pm

    Love this article.. brilliant as usual. I am a believer. And you just made me feel good about my non-sales sales strategy I have been using (It is working)

  4. Vicki Moore

    February 16, 2009 at 5:21 pm

    That is so interesting – I never realized there are so many 3’s. The post is interesting too. 🙂

  5. Ken Brand

    February 16, 2009 at 9:16 pm

    Carson – Thanks, selling without chasing and capturing is most def the road to happiness – attract on bro.

    Vicki – 3 is a mystic number. Glad you enjoyed the read, hope it brings you a smile and more.

  6. Tim Van Antwerp

    February 22, 2009 at 1:27 pm

    Thanks Ken. By the way who are the three people you personally know right now that are contemplating a move to or from Central Florida?

  7. Barry Wolfert

    February 23, 2009 at 3:39 pm

    Very interesting. Congrats on you being the Carnival’s Top Pick!

  8. Barbara Hammett

    March 16, 2009 at 7:35 am

    Fabulous post! First time I took the time to read, glad I did!

  9. Ruthmarie Hicks

    July 12, 2010 at 5:47 am

    To be honest with you, I have poked and prodded my poor sphere to death. Having come in as the market was tanking – I have almost gotten down on my knees begging for leads. The fact is that your friends will only recommend you to their friends if they want to. Many choose not to “get involved.” Or they want you to have “more experience” before they suggest you.
    I’ve been shocked at the lack of response from friends I’ve had for more than 20 years. So yes, it can work, but it hasn’t panned out in my case – that’s for sure!

  10. Gayle Smith

    November 22, 2010 at 10:15 am

    Thanks Ken, we are just beginning a new concept for the new year! Needed something new to try.

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