Surviving In Real Estate Requires "growing a pair".

Surviving In Real Estate Requires "growing a pair".

orlando florida short sale specialist


Are you working on getting business today? I am. In fact it's what I do every day. My job is generating business. For any one wanting to work in real estate, as a career, generating business is the number one skill you must learn.

First and foremost it requires work. Not hard work but consistent and persistent work. This means making a plan and sticking to it. Not for a month or for six months but for EVER.

But where do you begin? What activities should you work on?

When in doubt I always go to Google. If I were new to the business I would simply Google "How to generate real estate leads"

Click on the link and there are 4,300,000 results. Don't you think there may be some good ideas in there somewhere?

Here's a list of some lead generating activities you could do today.

  1. Mail out to expired listings
  2. Mail out to 60 day late pre-foreclosures
  3. Call some FSBOs
  4. Start a hyper local blog
  5. Create a website for first time home buyers
  6. Walk your neighborhood and talk real estate with people


......take the bull by the "pair" and figure it out. If you can't figure out this one thing you will NEVER make it in real estate. The requirements to get in this business are minimal. However, in order to stay in this business, the effort required is far from minimal. It requires motivation, a desire to succeed, willingness to learn and the ability to "just do it".

People that are successful in real estate are mostly students of real estate. We live and breathe real estate. It's more than a job. It's more than something we just do when we have to. It's more than just waiting for things to happen.

We are proactive. We figure out what needs to be done and then we do it. We don't depend on others for our success. We read everything we can get our hands on related to real estate, marketing, running a business and etc. Then we implement what we learn. We take action. And we take it every day. Do you?

As always I'm willing to help with any of this. BUT I'm not going to do it for you. You have to take the initiative.

Surviving in real estate requires "growing a pair".

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 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comment balloon 38 commentsBryant Tutas • May 01 2013 05:36AM


Hi Bryant, Good post about the importance of consistent prospecting. I love your title!

Posted by Joan Congilose, Helping Sellers & Buyers (New Jersey Properties) about 6 years ago

Good morning, great post.  How do I find the folks in #2 60 day late pre foreclosures?

Posted by Christine OShea (Christine E O'Shea Real Estate Broker) about 6 years ago

  This is probably the hardest thing for Newbies to learn....and often left out of the "Realtor 101" training when it should be the first thing in the currriculum.

Posted by Sally K. & David L. Hanson, WI Realtors - Luxury - Divorce (EXP Realty 414-525-0563) about 6 years ago
Prospecting definitely needs to be consistent, deliberate, and scheduled as a daily task that cannot be postponed. Many agents live the paycheck to paycheck roller coaster because they DON'T take the money and time to invest in future business. Great post!
Posted by Karen Feltman, Relocation Specialist in Cedar Rapids, Iowa (Cedar Rapids/Iowa City, IA KW Legacy Group) about 6 years ago

You got it right, consistently persistent.

I needed to read your comments today!

Posted by John Dotson, The experience to get you to the other side! (Preferred Properties of Highlands, Inc. - Highlands, NC) about 6 years ago


Nice message BB. .

I define Realtors in two categories. .

The ones that are always looking for the shortcuts and are willing to pay whatever to these lead generating companies. .in the pretension that their business will accelerate from those that do just  the simple and  basics tasks  .

like being real and accepting the fact..

 that discipline is what it takes to make it in this business. 

and when you add smart work and discipline..

. .this is where top producers are born. .

Posted by Fernando Herboso - Broker for Maxus Realty Group, 301-246-0001 Serving Maryland, DC and Northern VA (Maxus Realty Group - Broker 301-246-0001) about 6 years ago

Thanks Broker Bryant.  Good post as per usual. 

You are right Sally and David.  My training at my first company was here is how to fill out the forms.  Now go sell something.  And it was one of the big 4 companies in the NW in 2005!

Posted by Roger Stensland, Let's Move! (Keller Williams Realty Puget Sound) about 6 years ago

Bryant, thanks for this reminder. When one is working a number of short sales, it is easy for your time to get usurped by short sale "fires". There's always something "urgent" that comes up on one file or another on a daily basis, it seems.

But generating new business should be sacred and inviolable. My advice is to do lead gen activities first thing each day, and everything else comes after that.

Posted by Elva Branson-Lee, CDPE - Atlanta Real Estate & Short Sale Agent (Solid Source Realty GA) about 6 years ago

Nice post.  You have to keep shaking that money tree to keep active in this business.

Posted by MaryKay Shumway, Door County Wisconsin's Real Estate Expert (The Kellstrom Ray Agency, Inc. (Est. 1948)) about 6 years ago

So much good stuff in here Bryant. I would guess that every single agent who has ever been in this business has done something that was capable of allowing them to continue to be in the business today. The difference between the people who are no longer here and the people that are is the people that are did it for long enough for it to pay off.

There are so many ways to generate business but none of them work unless you do it for a long period of time.

(OK, the truth is......I had to leave that comment so that the only thing I said in my comment wasn't just 'I had to feature this post because of the title, hahaha')

Tell TLW I said Hi

Posted by Bob Stewart, ActiveRain Ambassador (ActiveRain) about 6 years ago

Self-motivation and a desire to succeed are definintely critical in our industry. The good thing is that since there are so many ways to generate leads and be successful, the key is to figure out what you do best and do it consistently.

Posted by Aaron Hofmann, aka Mr. Smyrna Vinings (Atlanta Communities) about 6 years ago

Bryant- this is excellent tell it like it is advice.  Real Estate is not just about showing someone a house.  That's probably one of the easiest things you do.  It's getting there and back that's work!  It's not brain surgery.  But you do have to be willing to go out and get it and once you do begin to get the leads, keep on doing it. 

Posted by Kathy Streib, Home Stager - Palm Beach County,FL -561-914-6224 (Room Service Home Staging) about 6 years ago

Good thing you put "growing a pair" in quotes. I might take you as seriously as everyone else around takes some things and get started on how a girl grows a set... Fun post. Plan your work. Work your plan.

Posted by Kristen Correa, Broker, I love coffee & real estate. I am out of coffee! (Kristen Correa Real Estate & Reedy Creek Realty Services) about 6 years ago

Bryant:  You are so right.  Many KNOW what to do.  Many KNOW what it takes to build their business.  Grow and expand the reach of that business.  But they are unwilling to do it and do it long term.  You have to be hungry enough to do it.  Love it enough to do it ... and do it as you say ... forever.  I find that the successful professionals are the ones that stay hungry ...

Congrats on the Feature ... well deserved, for sure!


Posted by Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi, 708.921.6331 - 40+ yrs experience (NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656) about 6 years ago

Passionate to do what we do and service folks, provide information and hustle, be full time full throttle to list, market, sell (repeat).

Posted by Andrew Mooers | 207.532.6573, Northern Maine Real Estate-Aroostook County Broker (MOOERS REALTY) about 6 years ago

Bryant- I too have to agree.. we all know what to do.. but do we do it....

Posted by Scott Fogleman, New Home Team (New Home Team 804-573-9592) about 6 years ago

Getting our there and making it work... that's the definitive of an entrpreneur, which is what we are! It's just that so many agents out there don't understand that they are really in business for themselves.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) about 6 years ago

I think it is interesting that you talk about "growing a pair" yet you do not talk much about all the varying personalities that we need to deal with everyday. 

Posted by Melissa Zavala, Broker, Escondido Real Estate, San Diego County (Broadpoint Properties) about 6 years ago

You can do a lot from your computer these days, but there's nothing like going out the door and finding business. I am always amazed whom I meet and how it ties into my business.

Posted by Hella Mitschke Rothwell, Hawaii & California Real Estate Broker ((831) 626-4000) about 6 years ago

Thank you for the inspiration. I need to send out some letters.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) about 6 years ago

My broker does and teaches all of to lead generate.  It is why we are a firm of successful agents

Posted by Jerrill and Nancy Ewing, Builder - Associate Broker (N & J Lake Properties, LLC) about 6 years ago

Hi, yes, live and breath real estate.  It's an obsession!  Kristine

Posted by Kim & Kristine Halverson, Realtors (, Santa Monica Real Estate :) ) about 6 years ago

Bryant, great post and so very true.  Follow through and accountability are excellent things to have when you have a plan as well.

Posted by Wayne and Jean Marie Zuhl, The Last Names You'll Ever Need in Real Estate (Samsel & Associates) about 6 years ago

"For any one wanting to work in real estate, as a career, generating business is the number one skill you must learn."

You're so right about that.  Now why do't they teach that in real estate school.

Posted by Lora "Leah" Stern 914-772-4528, Real Estate Salesperson (Coldwell Banker, 170 N Main Street, New City NY 10956) about 6 years ago

How funny when people get into the business and expect all business to be handed to them on a platter. They quickly realize that they'll have to go out there and get it themselves!

Posted by Trisha Bush-LeFore, Providing Realtor Services in the Walla Walla Area (Preferred Properties Land & Homes) about 6 years ago

Like Bob, I Love the title. Any minute now, I'll be growing a pair.

Posted by Jill Sackler, LI South Shore Real Estate - Broker Associate (Charles Rutenberg Realty Inc. 516-575-7500) about 6 years ago

Our business is like multi-tasking on steroids so it is important to have a plan and goals and stick to it. Thanks for your post.

Posted by Janice Zaltman Realtor, LEED AP (United Realty Group) about 6 years ago

You have to be a self-starter to make it in this business, that's for sure! Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) about 6 years ago

It's like eating healthier and staying active . . . it's not for a month, or six months, it's a life-long commitment.  Not hard to do, but definitely changing patterns or old habits might be involved.

Posted by Carla Muss-Jacobs, RETIRED (RETIRED / State License is Inactive) about 6 years ago


Thanks for sharing words of wisdom.

Yes, we all need to work on lead generation every day in order to be successful. Including doing the right things even when we don't feel like it...


Posted by HGNL Digital Marketing Agency, We are a full service real estate marketing agency about 6 years ago

BB - We have to work on generating new business every day because you're right; we won't be in it long otherwise.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) about 6 years ago

I couldn't agree more.  I've seen many come and go in this business, and most of them go because the business dries up for them.  They haven't had the "pair" to just get out there and do it.  No excuses...  if you want to make it in this business  you do have to live and breathe real estate.  Good post.  

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) about 6 years ago

OK so maybe "growing a pair" wasn't the best phrasing :) But hey Bob liked it.

Thanks for stopping by.

Your comments are always appreciated.

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) about 6 years ago

Thanks for the wake-up call; I needed it this week!!

Posted by Stephanie Arnett, SRS, IMSD, Broker Associate, REALTOR (RE/MAX Partners~ Starkville, MS) about 6 years ago

Thanks for the push. I will try a couple of your tips. Yes, we all need to grow something, us gals will just have to do with Guts and determination.

Posted by Helen and Larry Prier- Re-Max Gateway - Residential Real Estate, Anacortes & surrounding Skagit & Island Counties (RE-MAX Gateway- Residential Real Estate Sales) about 6 years ago

Thanks for the motivation!  Time to "just do it!"  I've been told by the experts that our FSBO marketing is picking up.  time to cruise the hoods!

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) about 6 years ago
Growing a you a feature. We need to figure out what is needed and go do it! That sums up the business plan.
Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) about 6 years ago

This is a great article.  Thank you.

Posted by Ron Climer (Keller Williams Realty Mountain Partners) about 6 years ago

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