Topics for Agents

Building Agents’ Business: Put Prospects In The Car

UrbanLand Company
on Instagram

Our brokerage-to-agent series on Building Agents’ Business continues with a back-to-basics look at the real estate sales cycle and where you are putting your time as an agent. As we’ve said before, your entire focus as a realtor should be to maximize your face-to-face time with prospects and future prospects. It’s very easy in today’s day and age to forget that you will very rarely sell a house by email or over the phone without “taking the buyer out.”

“Agents forget the fundamentals,” said Gerard DiRuggiero, Principal Broker of UrbanLand Company. “Anyone who is slow and who has been in the business long enough to have a few leads in their CRM should know by now — when all else fails, make sure you’re showing product to the public either on the buyer side or sitting on Open Houses (if you can).”

Here’s part of what creates the forgetfulness:  There is so much reliance upon online leads in the brokerage and agent business. If your wallet is large enough to buy a steady flow of leads in good zip codes monthly, and can handle a lead sales cycle that stretches to 12-18 months per purchased lead, then you can succeed lazily just using online lead pipelines. We’re not saying to do it this way, but it can work.  It works very expensively, and it is often the reason why you see agents disappearing from paid Zillow zip codes after 5-6 months. 

The “other way” is to build multiple channels and an entire process that revolves around getting face-to-face time and as much personal contact as possible with the real estate public. That means you’ve developed a consistent process to turn website and social media traffic into live personal contact like appointments, educational seminars, home tours, new product openings and even help with financing programs.

“It takes a lot of time to develop and implement this type of channel,” said Gerard, “We’ve built our own through our Agent Leads Generation Program, an in-house pipeline of exclusive leads for our agents. It works very well at bringing in active people for our agents to work with. A lot of it revolves around driving traffic into our various educational Workshops and converting that traffic into lender interaction, initial home touring, pre-qualification and offers/the close.”

What’s it take to really succeed in our system? “You have to be willing to put prospects in your car right away! If they want to look and walk a home, you take them out. If they’ve checked their rough purchasing power and want to see what homes in their range ‘feel like’, you take them out. If they’re off-lease in 90 days, you take them out and show them what matches their current rent in mortgage. The answer is always, you take them out!”

Other details, like buyer broker agreements, fall into place naturally, when you are face to face. Here’s other recent topics on how we Build Agents’ Business.

Have any questions? Call our Agent Leads Generation Program at 202.759.4114 to discuss the topic – we’re actively recruiting and happy to share what we do in our Agent Leads Generation Program at UrbanLand Company!


Our in-house Agent Leads Generation Program naturally maximizes your in-the-field exposure as an agent. It doesn’t matter if you’ve been licensed 5 minutes or for 5 years. Our firm’s Program for lead generation and realtor development is highly effective. The main requirement for entry into the Leads program here is 2 things – your time commitment and a desire to max out your in-the-field exposure as an agent with the public.


Every person you meet. Every hand you shake. Every phone call you take.  Maintaining a pipeline is easy with our in-house assistance.


There’s a secret to generating business out of online real estate leads. It’s called an exclusive pipeline of potential clients who are asking for your advice and guidance.


Multi-week rotations leading a variety of topics in our Home Buyer Workshops pays off for agents!


Open House rotation puts you play with home buyers in great price ranges and gets you face-to-face strategically with other neighborhood potential sellers. Here’s some of our typical Open House opportunities.


Again, fundamentals matter. Neighborhood outreach delivers a high return on your time investment, if you follow the game plan.


Like meeting new people a lot? Join our Same Day Showings team and get access to home buyers and renters who want to go out right now!


Experienced agent? We encourage natural and organic team building within our organization. Let us build your local team brand.


More info on the Agent Leads Generation Program is available here. We offer a transparent recruiting and interviewing process. Get started now!

If you want to keep up-to-date on the local real estate market, new condo activities or our ongoing Topics for Agents, join our email list. It’s going strong since 2002!

Here’s some recent closings from our Agent Leads Generation Program!

Skip to toolbar
Tools Fast Help