Real estate “specialist” or “general practitioner”?

Here’s something that might help your perspective if you’re looking to grow your real estate sales business…

We talk to a lot of real estate agents each and every week and one of the things they struggle with is getting crystal clear on their ideal client who they want to attract to them and do business with them. (Identifying your ideal real estate client is step 1 of the four steps outlined in my best-selling book ATRACT, click here for more info or to grab a copy.)

Here’s why most real estate agents struggle with truly embracing this idea. They believe by narrowing down their focus (on who they want to help and serve) that they’re going to miss out on other opportunities. That they’re going to miss out on sales. There’s a fear of loss. A fear of missing out (FOMO :-).

But the reality is this… Most of the agents we talk to are either single agents or have a small team. And as a single agent or a small team, you can’t possibly build the best real estate business possible and provide the best service by trying to be all things to all people in your market. If you’re a real estate agent in let’s say the Cincinnati market and you’re trying to serve ANYONE who’s thinking about buying or selling in the Greater Cincinnati area, that’s a recipe for DISASTER!

And here’s a perspective or a thought that might help with that. Think about this. Generally speaking (there’s always exceptions to the rule) but generally speaking, which type of professional doctor or attorney is more highly paid, is more highly compensated?

Generally speaking, is it the general practitioner, the Jack of all trades, master of none? Or, is it the specialist? Generally speaking, it’s the specialist!

How does that apply to you and your real estate sales business?

Well, first off it’s about getting super clear geographically where you want to grow your book of business. For many (most) of you that’s picking a single zip code or a small handful of zip codes. For some of you it’s an entire city/town. For others, it might be an entire county if you’re in a very, very rural area. That’s step one.

Step two is narrowing down demographically. Do you want to focus on serving baby boomers who are looking to downsize? Are you looking at serving or wanting to serve first time home buyers? Are you wanting to help and serve parents with growing families who are looking to upgrade or “trade up”.

And then once you get crystal clear it’s about really embracing that decision and becoming the specialist for that audience in your market and in your area.

When you do that business, more naturally, more easily, comes to you over time. And that’s just step one in the four steps that I outlined in my book. I’d be happy to send you a copy for just the cost of shipping & handling. You can go to to grab your copy now.

When you follow our proven process, you can choose who you do business with. You don’t have to chase all of these opportunities around because of fear of missing out or fear of loss. You can reverse engineer a process that will attract those ideal clients to you. And if you want a blueprint for doing that in your real estate business check out Take care and talk soon…

Are you a real estate “specialist” or “general practitioner”?