Aggressive Prospecting Works for Real Estate Broker

(Boonton, NJ, March 2, 2009) — Exit Realty recently honored broker Luis Nogueira for running the highest-grossing office in its North American system.

But according to an article in the March 1 issue of industry newsletter Real Estate Broker's Insider, Nogueira isn't exactly celebrating.

"It was not a good year," Nogueira says.

Even so, the Newark, NJ-based broker must be doing something right. Nogueira credits what he calls a "back to basics" program. The regimen includes training on short sales and good old hard work.

Nogueira encourages agents to work 55 to 60 hours a week, and he has set quotas for a variety of prospecting activities, including cold calls, warm calls, listing presentations, and showings.

The system calls for agents to make 30 to 50 calls a day. They leave flyers at shopping centers and in train stations. Agents do presentations at churches, or they'll go into New York City and pitch people on buying much cheaper homes in New Jersey.

That's not to say Nogueira is running a boot camp. He knows every agent has her own list of prospecting tasks she dreads and those she enjoys, so he lets agents tailor their prospecting activities to their tastes.

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