Question 1

How do you become a court-appointed real estate agent?

Accepted Answer

Klein found the local chapter of the Inns of Court, a bar association group that met eight times a year, and sponsored every meeting at $500 each. His plan was to meet marital attorneys who might refer him. The judge turned out to be at the meetings, and Klein has since been court appointed five times in a year.

Question 2

Should you cut spending when the market slows?

Accepted Answer

Klein used to say he could not spend on the business during a slow year. A friend flipped it for him: if the last few years were good, some of that money should be invested in the future of the business so you keep earning at that level or higher.

Question 3

Why did probate not work for him?

Accepted Answer

His market in Hudson County skews young, so the probate pool was thin no matter how much he prospected it. That failure is what pushed him to look for a referral channel that fit his area and that other local agents were not working.

Question 4

How do you handle a day you do not want to prospect?

Accepted Answer

He works through it by calling his database, since those conversations are softer than a cold call. He also thinks there is nothing wrong with taking an occasional day to stop entirely and regenerate, as long as it stays occasional.

Question 5

How does he use the dialer in a condo market?

Accepted Answer

He pulls it for expireds, and because he sells condos he does a lot of just listed calling into specific buildings. He uploads those numbers and schedules the follow-ups in the system. In a landlord-heavy area he also uploads every property rented in the past year.