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The Only 3 Reasons Sales Sag and What You Can DO About It

Can't Feed A Flea

Flea Food

A Short Story – By Simpleton Ken Brand

Shoulders Slumped, Blue Eyes Castdown, She Leaned In, Whispering…

“My sales couldn’t feed a flea.”

I Thought…

Ugggg.  Man, this business can be brutal.

Steven Rand’s words flit by, “You’re doing all the business you’ll ever do based on the people who are aware of you now.”, trailed by Marilyn Eiland’s, “It takes contacts to make contracts.” and “You’re raise is effective as soon as you are.”

It’s fixable.

I think in quotes an cliché’. Sigh.

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I said…

“The solution is a simple as 1, 2, 3.  Sorta.  It’s simple, but it ain’t easy.

People list and buy real estate in your market everyday.  There are only three reasons they didn’t choose you.”

Reason 1:  THEY Didn’t Think Of YOU

How do your friends, past clients, friends of friends and strangers choose a real estate agent?

They ask someone they know for the name of a trusted real estate agent. Or, they contact the 1st person they think of, sometimes the first 2 people. Either way, if you’re not the 1st or 2nd person they think of, you’re screwed.

In this case, you have some sweaty Top Of Mind Awareness to work on.  I pointed her to and said, “Read UP, you’ll find bushels of bright ideas.  Pick a few and ACT now.”  I sent her HERE too.

“There’s a 2nd Reason your fleas aren’t fed”, I said.

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Reason 2:  YOU Didn’t Know THEY Were Thinking of Selling or Buying

Out-and-about real estate agents collide with opportunity, some call it serendipity, I call it The Pinball Principle.

I flashed this…

It Pays To Run In Circles Like This

Prosperous people get out of the office, strip off their jammies, push away from the computer and splash around IRL.  They’re out-and-about or on the phone, engaging in On-Purpose and In-Person Conversations.  They’re connecting with people about shared passions.

NO contact + NO conversation + NO connection + NO discovery + NO opportunity to serve, solve or help = ZERO business.

“How much time do you spend with people who aren’t real estate agents?”, I asked.

“Not enough.  I guess.”, she murmured.

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Make or take the time to surround yourself with people who like the things and activites you like.  People like, hire and referral recommend people they like and trust.  People like and trust people who are interested in the same things they are.

Get out more.  A lot more.

There is a 3rd reason.

Reason 3:  You Had A Shot, But They Choose Another

The good news, you were invited to dance.  Nobody wins all their opportunities.  The key going forward is to reflect on why you weren’t chosen and make adjustments and improvements. What ever you do, don’t blame them for being stupid, figure out what YOU can do to improve and do it.

The Easy Part Is…

Figuring out which of these 3 Reasons are holding you back?  It could be all three.

The Hard Part Is…

Deciding to DO things differently.  Better.  With more flare.  More consistently.  On-Purpose and In-Person. You’re gonna have to get comfortable with being uncomfortable.

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The Good News…

You’ve made it this far.  You’re bright. You’re strong.  You’re talented.  You’re Attractive.  You’re ON YOUR WAY. Get going.

The End Beginning.


Cheers and thanks for reading.

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. Duke Long

    September 21, 2009 at 8:07 am

    Clean Simple Beautiful.

  2. Ken Brand

    September 21, 2009 at 3:51 pm

    Thanks Duke. Cheers.

  3. MIssy Caulk

    September 21, 2009 at 4:46 pm

    RE is a contact sport, no sitting in the bleachers and hoping someone looks up and say, “I need to buy a house.”

  4. Atlanta Real Estate

    September 21, 2009 at 10:09 pm


    Good post.

    When I was selling software and we were having slow times, I always used to resort to just good ‘ole customer visits.

    Call existing customers, say I’m going to be in your area tomorrow and would like to stop by just to say hello or take them to lunch, etc.

    Out of these, always came a LOT of discovery and if you do just a few of them, you will uncover sales. It was amazing and almost never failed.

    Now days, when my RE sales are slow, I just try to enjoy it because I know soon the phone is going to be ringing and it’s going to be three clients all wanting the same weekend. LOL!


  5. Website and Blog Design

    September 22, 2009 at 9:03 am

    It is simple – not easy. Those are some of the toughest words to hear. We all know how to get business, it is just what we are willing to do to make it happen! Thanks for the Tuesday morning nudge!!!

  6. Mark Jacobs

    September 22, 2009 at 5:30 pm

    3 hours a day of lead gen and you will have more business then you can handle. You got to get belly to belly and face to face and ask for the business.

  7. Ken Brand

    September 22, 2009 at 9:22 pm

    Missy – Contact sport indeed, hug it out, I say. cheers

    Rob – It’s amazing what people will share when you’re talking to them in person. Amazing. cheers

    Tara – Thanks:-) If it was easy anybody could do it. Rock ON. cheers

  8. Atlanta Real Estate

    September 23, 2009 at 12:21 am

    Right on Ken!

  9. Joe Loomer

    September 23, 2009 at 7:29 am

    #1 reason agents get out of the trade?

    They have no clients.

    Get at ’em! Good post Ken!

    Navy Chief, Navy Pride

  10. Sue Derby

    September 23, 2009 at 3:44 pm

    Easy to remember tips. I’m going to share them with the new agents I coach. Thanks.

  11. Karen Rodriguez

    January 7, 2010 at 6:15 pm

    A much needed wake up call! You just told me everything I already knew, but needed to hear again!

    Peace, love, and real estate!

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