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One of the most common aspirations among real estate professionals is to shift from chasing business to having it come directly to them. This is what separates the average agent from the attraction agent, the one whose phone rings because people want to work with them, not because they are constantly pushing for new contacts, writes Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.
But what is the real difference between an attraction agent and an agent who relies heavily on cold prospecting methods like doorknocking, cold calling, or routine database check-ins? Surprisingly, the distinction is not as wide as many assume. In fact, both roles involve a similar set of foundational activities. The key difference is who is driving the engagement.
Becoming an attraction agent does not happen overnight. It is the result of consistent, outstanding service and a reputation built through action. This includes:
- Delivering exceptional open for inspections that make a lasting impression.
- Following up and following through with every buyer and seller interaction.
- Keeping in touch with past clients and ensuring they feel remembered and valued.
- Following back with meaningful touchpoints that reinforce your market presence.
While some level of cold prospecting will always exist in an agent’s ecosystem, it should become a smaller part of your day-to-day. Ideally, as your career evolves, that outbound activity can be managed by a team member, allowing you to focus on higher-value relationship nurturing and leadership.
The transition to an attraction-based model does not require expensive tools or a complex marketing machine. It begins with the free and simple things done with consistency and excellence. The more you commit to mastering those touchpoints, the sooner your reputation will precede you, and the calls will start coming your way.
Adrian Bo is the CEO of Adrian Bo Real Estate Training & Auctions.
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