How To Get Higher Quality Real Estate Clients


If you want higher quality clients…

You need to play hard to get.

You need to make it difficult for clients to find out about you.

You need to make it harder for buyers and sellers to have the privilege of working with you.

And, you need to do very little work for people until they absolutely commit to working with you.

…in other words, you need to flip your real estate funnel upside down. 

Don’t sweat it if you don’t even have a funnel, or don’t even know what funneling is all about. This will all make sense once you read the article.

But if you do know what I’m talking about, this probably sounds 180° from what you’ve been doing…

Either way, you probably think this sounds crazy. I’m cool with that. In fact, you should think it sounds crazy…

That’s a big part of why this works.

You’ll see how you can easily pull this off no matter how much, or how little experience you have as a real estate agent.

But, before we get into flipping the funnel, let’s get into your client Christine.



Christine has tears in her eyes.

She’s not screaming at you, but her voice is loud. She’s angry.

She is unleashing on you. Blaming you for everything.

  • Her house didn’t sell for as much as it should have…
  • It took too long…
  • You didn’t do a thing to earn your commission…
  • You should have blah, blah, blah…

Her voice fades into the background as you start thinking to yourself…

My fault!? I’d have done a great job if you had listened to any of my advice over the past two years.

Um, yeah…two years!!!

I’m not making enough money on the sale of this house to take this baloney. Only reason it’ll make sense is because you’re buying a house too. That’ll make up for all the time and work it took to get this house sold…

You snap out of the thoughts in your head when you hear her say…

“…you real estate agents are nothing but a bunch of crooks.”

That ticks you off. But, you let it slide. No sense arguing. Because you need sales… Because money…

You calm her down; make her feel better enough to move past this.

She calls a couple of days later. She and her husband need to see a house…tonight.

It’s Friday. You already have plans with your family for tonight. But, you adjust your plans…of course. Because sales… Because money…

You meet them at the house. They spend an hour checking it out. You’re getting tight on time. You try to wrap things up…

But, Christine says her parents are on their way.

So you call and adjust your plans again. Sorry honey, running late.

Her family shows up, one after another. Then her husband’s family…


It starts to look like a Thanksgiving test drive of the house. People linger and catch up as if it’s a once a year family reunion. You can’t get them to leave. But it’s OK, because obviously they are buying this house.

You’re running way too late, and feel bad. You call your family and tell them to go out without you. You’re probably going to write up an offer on this house tonight. So, it’s worth it.

Their family starts to leave. You’re finally alone with Christine and her husband. You chat for a little while.  You bring up going to the office to write up an offer on the house.

Sorry, not tonight. They have plans. They gotta run. They’ll be in touch tomorrow.

You go home and eat cold pizza. Alone.

You don’t hear back from them the next day.

You call, e-mail, text. You still don’t hear back from them…for days.

Finally, Christine calls you back. She is soooo excited!

They bought a house!!!! It was for sale by owner!!!! You’ll have to come see it when they move in… You’re going to love it, she says.

She also throws in that she knows you won’t be upset about this, since you’re already making so much money on the sale of their house.

Her definition of “so much” is apparently much different than yours…

They ask your advice during the process of their purchase. They pick your brain. Now they respect and want your thoughts and advice…

You make a mental note never to work with Christine again…or anyone remotely like her.

But, deep down, you know will. That’s just the way it goes in this business…



You probably feel like you should be doing more to find and attract clients. Be easier to find… Not make it hard for people to find you or work with you like I suggested above. At least if you’re a typical agent.

Sometimes you think about how all the time you spend and waste with clients like Christine could be spent finding more clients…hopefully better clients. But mostly you focus on getting more clients…not better clients.

You think that if you have more clients, clients like Christine won’t be an issue. You’ll just move on to the next one. Or, you just won’t care as much.

You feel like you need a better system or way to find more business. Like you should prospect more. Maybe go door-knocking, or start cold-calling. Maybe market and advertise more. Maybe buy some leads. You’re not sure what, but you feel like you need to do something.

But, when you have some down time—when you have no clients, business is just slow, or even just a day that isn’t too busy—you find yourself scrolling through Facebook. Maybe you read an article or two. Spend some time on a real estate forum. Play some Candy Crush…

Then, bam, a phone call comes in. Nice!

Oh, it’s just your buddy Rob. Not a client… Whatever. You pick it up. You talk for a few minutes. It becomes an hour. You hang up.

You do some emails. You search the MLS. You feel like you got some work done.

You decide to run an errand. But first, you make some lunch. You figure you might as well prep dinner while you’re in the kitchen. It turns into tidying the rest of the house. Which leads to tidying up your desk.

You start thinking you should buckle down and figure out how to find more clients, but then, bam, the phone rings again.

It’s a client this time. You spend more time on the phone with him than you need to. Because it feels productive…but it isn’t really.

You look at the time. It’s getting late in the day. No way you’ll get anywhere working on your finding-more-clients project right now. So, you put it off.

Days get squandered. It happens again and again.

You don’t build a system. You don’t prospect. You don’t really market yourself enough. At least as much as you feel you should.

You don’t know where to start. You’re overwhelmed by the options. Worried about picking the right system, or way of doing things.

Worried about where to spend the limited amount of money you have to devote to marketing, a system, buying leads, a magic pill…or a lottery ticket.

You’re constantly planning to make a plan. Constantly plannimore-with-an-x-through-it-with-clients-in-itng to do more.

You wanna know something?

It’s OK if this sounds like what you’ve been doing.

Because it wouldn’t solve your problems like you hope it will.

More clients isn’t your solution.

It isn’t even the real problem…


No Matter how organized you get…

No matter how disciplined, focused, and hardworking you get…

No matter how many, or how few leads you generate…

There will be more like her. You will still attract “Christines”. And, you’ll still work with them.

Inviting them in, open-armed. Hoping for the best. Or hoping to tame them.

You will need to overcome objections. Constantly worry about how they feel. Constantly woo them.

When is there ever a good time for you to draw the line in the sand? To be demanding of your clients? For you to set higher expectations of them?

When are you supposed to put your foot down and get demanding enough to not work with “Christines”, and only work with higher quality clients?

Most agents just take what comes their way, no matter how much, or how little business they do.

Working with anyone who even breathes the words “real estate”. Anyone willing enough to work with them.

Even if there are red flags…

Even if the client isn’t totally committed to buying or selling. Even if the client isn’t totally committed to them as their agent.

Agents do this constantly.

So, you aren’t alone if you feel like maybe someday you will have enough business to tell someone to take a hike. Or, make it harder to work with you. To be demanding and only work with higher quality clients.

But not now.

But…why not?

Maybe you just don’t feel like you deserve to be picky… Maybe you don’t feel worthy of higher quality clients… Like you haven’t gotten “there” yet. Like you don’t have the right to draw that line in the sand. Like that’s for someone who does more business, or has more experience, or whatever.

Or, maybe it just boils down to having a client like Christine is better than not having a client at all.

So, you take on yet another “Christine”, despite the writing on the wall.

Because you’re supposed to be busy. Busy is good, right? At least it feels better. It feels productive.

Because it could lead to money…

But it doesn’t always. Sometimes clients are going to be horrible. Sometimes they are going to be a total waste of your time with nothing to show for it.

And, for some reason, we’ve been trained to feel like we need to be OK with that. Like that’s just the way it goes if you’re a real estate agent.

As if we were shopkeepers who have to be cool with a percentage of our customers walking in, treating us like crap, and watching them walk right out the store with stuff off our shelves without paying. Like we should expect it. Be cool with it. And not try to stop it.


And that, my friend, is the root of the real problem.

We are led to believe that we just have to expect and deal with a percentage of crappy clients, and some clients who never end up in a paycheck. Led to accept that is just the way things are. And that there’s no solution…

Other than of course to do more and more business so that it doesn’t matter so much.



That’s how I always felt for the first half of my career…

Like it’s a numbers game.

Some clients will suck. Some will be great. Some will be somewhere in between. Some will go by the wayside…

Fortunately, I did well right away. I was a “top producer” in my company and area within my first year. But I had no clue. I had no way of knowing how much business was good. I only knew because of the awards and people’s reactions.

But I didn’t really feel like a top producer. Considering how much work I did, I wasn’t rolling in the dough. I mean, I did fine. Better than most of the agents around me.

And yet, I wasn’t making anywhere near what I wanted to. I wasn’t even making that much at all, considering how much I worked…

You know how it goes. We work tons of hours. Pretty much 7 days a week. There is no such thing as being off, or entirely done.

That first year, I probably worked with two to three times the number of clients that I actually closed in order to pull off what others were so impressed by.

So the next year I tried to do more. And the next year after that. And the next year.

Every year I got more organized. I built a database. I marketed to thousands of people per month. I spent tons of money on marketing.

I grew a small team. I had someone in charge of running the day to day of the marketing, and lead management. We had an organized process—we had a “funnel”. (Or pipeline, sales path, etc. Whatever you personally want to call it.)

The point is this…

By all measures, I was doing well. I had agents asking me how I got there. But I never felt like I was “there”. It never got easy. Costs grew. The amount of work grew.

Some clients were awesome. Some sucked. Some were in between. And of course, some always went by the wayside.

Lots of my time, work, and money were spent on a percentage of people that went nowhere. No matter how much I did.

And there was never a moment I felt like I was “there” enough to be picky…to be able to draw a line in the sand and expect demand higher quality clients.

Until “Christine”.

Your client Christine we talked about earlier…

She wasn’t someone I made up for the sake of this article. She was one of my actual clients. (Name changed of course…) That stuff all happened. She was actually worse than that. I didn’t even get into all of the details.

She wasn’t the first aggravating client I ever dealt with. She wasn’t the only one to waste my time, disappear and buy a FSBO. There were others every year that were horrible in one way or another. But, she may have been the worst.

She was also the last…

She was the last straw. I was just done. Done with everyone and everything. Done with this business.


Probably sounds extreme, but I felt entirely alone.

I wasn’t sure what to do. Obviously leaving real estate would be drastic. But, I was that sick of everything. So, I hid for a few days. I put real estate on hold.

I’d usually go to the library, or a coffee shop. But one day I went and sat in a dark bar, down in the basement at the local Elks lodge.

I started thinking about what else I could do for a living. There really wasn’t anything else I could think of doing.

I loved real estate. I just didn’t want to keep doing it unless it was on my terms.

So, as I was sitting at the bar, I just started writing down what I hated about the business. Just to get it out of me.

And then a list of what I loved.

And finally, I jotted down what things would be like if I could literally do this business on my terms.


List of what I was sick of…

  • All the work it takes to do the work I actually enjoy. (Prospecting and marketing…finding clients vs. just working with clients.)
  • How much it costs to find and build business.
  • Running things like a business.
  • The responsibility of running my team.
  • Working with clients who disappear, or never end up as a closing.
  • Not getting paid. Working for free basically for a certain amount of people every year. Wasted time and energy.
  • All the follow up with (a.k.a. chasing) prospects to turn them into clients.
  • Feeling like I always have to do more and more business. (Pressure / “encouragement” from brokers, managers, coaches, people selling me this, that, or another thing to improve my business. They all want me to do more, or buy their stuff, so they can make money.)

List of what I loved…

  • Working with clients who listen.
  • Working with clients who are loyal.
  • Working with clients who are definitely buying or selling.
  • Working with clients who are appreciative and respect me.
  • Doing the best job possible for them.
  • Clients that lead to a closing…making money.

List of how it would look if I had my way…

  • Only work with clients who appreciate and respect me.
  • Only work with clients who listen to me…so that I can get them the best results.
  • Get rid of all of the cost and work of finding clients.
  • No team/system/ “business” to run and maintain. Keep it very simple.
  • Get clients to come to me…seek me out.
  • Only work with clients who want to buy or sell NOW, and NEED, not just want to buy or sell…
  • Only work with clients who respect my time. Ideally…work only Monday through Friday.
  • Get total loyalty and commitment. Only work with clients who commit to me and the process of buying or selling 100%.
  • Figure out a way to not have to follow up with prospects or past clients…make them remember me without me having to remind them.
  • Work with fewer clients worth a higher commission.

What a great exercise to do…

If you’ve never done it, give it a whirl. It may give you ideas you never would have thought of. Or some perspective on what you are doing and why…

In the least, you can use it as an excuse to go and be lazy for a couple of days and just think about what you really want.

I mean, don’t get me wrong. It’s not like a couple of days just sitting around thinking and making lists solved everything overnight.]

It didn’t…

But doing this led to me seeing a light at the end of the tunnel

Or maybe it is better described as a light at the other end of the funnel

As I thought things through, I drew a picture of a funnel upside down on my legal pad.

And that one image led to how I would attract and work with only higher quality clients.

We’ll get to that in a minute, but first we need to get into the problems with funneling clients the “normal” way.


As I said in the beginning, whether or not you know what funneling is doesn’t really matter. Maybe you have a “funnel” and call it something else, like a pipeline, or sales path…or whatever. Maybe you don’t even think you have anything of the sort in place.

But the term and picture of how a funnel works applies to how you go about your business no matter what.

Everyone funnels. The only differences really boil down to how much business you funnel from…


into leads

into clients

into closed sales…

 and how organized you are about it.

Some agents funnel a lot of prospects, leads, and clients. Others, not so much.

Some agents have an elaborate process. Many Most do not.

Look at the image of a funnel below…


This makes sense, right? (Except for maybe the Playmobil figures… What can I say, my kids have millions of them, and I use what I’ve got to work with here.)

Anyhow, I think we can all agree that is how a funnel looks and works. The big part goes up top…the smaller part at the bottom.

You put stuff in the top, and it all comes down and out the bottom.

As long as you don’t put too much in too fast, it should work just fine. Nothing should get stuck in the funnel just swirling around, never coming out the bottom. Nothing should spill out over the sides.

The concept of funneling in sales professions (like real estate) is not new. But it is flawed. It’s just that nobody questions it or does it differently.

But the general idea is that you do a lot of things to generate leads. There’s too many options to make a thorough list. But, for example…

  • Advertising / marketing (Online and offline)
  • E-mail campaigns
  • Handing out business cards
  • Networking
  • Sitting open houses
  • Door knocking
  • Cold calling
  • Reaching out to your sphere of influence
  • Buying leads
  • And on, and on…

Some are free. Some cost money. All take time and effort.

All of that happens outside the funnel…before anything even goes in the top.

Then once you find a lead, the lead starts to flow through your funnel—(your process)—through different stages, until they become a closed sale…hopefully.

Here are the major issues with this concept that we are taught to ignore…

  • It’s lots of work and hard to generate a lot of leads and prospects.
  • You have to do a lot of work before you even get to the actual work of helping someone buy or sell.
  • It costs money…and time.
  • It does not usually lead to making money quickly.
  • Not all of the leads we generate ever go anywhere…in other words, some people never come out the bottom of the funnel.
  • If you do happen to generate a lot of leads, there is “spillage”. Meaning…you can put too many prospects in and not be able to handle it all. Sounds like a good problem to have…but, it is sloppy and a waste of the time and money you spent creating the leads. And, the people who do not receive great attention or service (which you are giving them for free) can end up being anti-cheerleaders and say less than good stuff about you.
  • Many of the leads, prospects, and clients won’t be ideal. (There’s going to be “Christines” you end up dealing with…)

We are taught that more is better. Quantity over quality.

I mean, sure, too little won’t do. If you don’t generate enough leads, you can’t survive.

But we are ushered right past any easy way of going about this business. We are sold on doing more. Sold on adding different techniques, and products into our business, in order to survive. In order to overcome all the wasted time, money, and people we work with who never end up paying us a dime. Wasting money and time on these things in the process, when they don’t end up producing great results for most agents anyway.

Instead of addressing the 2 real problems…

  • Funneling a client never ends until the sale is closed.
  • We give too much, too freely. 


Think about it…

Even once you generate a lead, then you have to nurture them as a prospect until they become a client. That can take a while. They may never even become a client.

But if they do…

Once they become a client, that doesn’t mean they are entirely out of the funnel. Look at clients as the people who have reached the small part of the funnel down at the bottom. But they still aren’t out yet…

Once they are in the skinny neck down at the bottom, now you have to do your actual job—the whole process of helping them buy or sell.

And there is no guarantee that even once they are this far along that they will definitely lead to a closing, and a paycheck.

They are never out of the funnel until they close on the sale or purchase of a house. 


Beyond that, you do so much work. So many different things for your buyers and sellers. All without any guarantee you will make one cent. Yet there is no absolute commitment on the part of your client.

But yet…absolute commitment is expected of you.

And it is taken for granted.

I’m not going to make a list of everything you probably do here. But just think about everything you do for people. Everything they expect. Demand even. For free. Without needing to truly commit to the process, or to you as their agent.

If they decide not to buy or sell after tons of your time and work…no pay.

If they decide to use a different agent at some point…no pay.

You give them your time, attention, service, and advice, and if they choose to ignore it, disbelieve it, or disagree with you in any way…poof…gone. Onto another agent who says some magic words that sound better than the truth you’ve been sharing with them.

Meanwhile, the people you love you and who count on you tolerate all the time you are busy…all the hours you work. All the times you need to jump for a client. All the times you need to cancel plans. All the vacations you don’t go on…or work during.


They tolerate all the times you need to tighten the purse strings because there are no closings on the horizon.

They wonder if this whole real estate thing is ever going to be a predictable enough career to feel secure.

They wonder all of this as you disappear in the evenings and on the weekends. They do so because they know you’re trying. They do so because they have faith and hope that everything you are out there doing will pay off.

They know that you need to commit 100% to your clients.

They know that you need to jump and be there for every whim of a client.

And they know that your clients don’t have to commit to you, as much as you have to commit to them. They don’t understand it. But they deal with it.

We deal with it as agents, too.

But we “get” it. That’s just “the way it goes”. That’s how the business works. It should all even out in the end…

But does it? For you? For your family? Is it worth it? Is it working good for you?

Probably not. Don’t feel bad or alone. No matter how long you are in the business. No matter how hard you work, or how good you get at it. Even if you become a top producer… That’s just our never-ending reality.


Back to the drawing I sketched at the bar that day…

You know how they say to draw a line in the sand? Same thing. I just drew a line in the funnel.

Check it out…


I didn’t plan on it being a way for me to attract higher quality clients. (But it led to doing just that.)

I was really just daydreaming.

It started out as a thought, “Nobody is going to get any time, work, or thoughts from me ever again, unless they are 100% committed to buying or selling, and committed to me as their agent. Only work with people who care about me making a good living.”

And I doodled that upside down funnel as a sort of symbolic gesture to myself formed around these basic thoughts…

  • Make it so the small part is where people go into the funnel.
  • Don’t let just anyone enter the funnel. Be selective. Make it hard to get in. (Basically play hard to get…)
  • They need to want to get in, and want to work with me—versus stuffing everyone and anyone you meet or know in, and seeing who comes out the bottom.
  • Not only is it the smaller opening, it is the shorter part of the funnel. Give people a short period of time before they have to commit to me…no funneling lots of prospects and leads over a long period of time. Only deal with people who need to buy or sell now.
  • The wider part of the funnel represents where the real work and value of services begin—access to what I know and do…true access to me and my process.
  • If they aren’t willing to commit to the process of buying or selling, and to me, then they do not get my thoughts, work, or expertise.

It was literally that basic.

I was sick of all the work it took to find clients.

I was tired of working with people who went nowhere.

Tired of people who didn’t respect me or appreciate me.

Tired of people who didn’t listen to my thoughts and advice.

I was sick and tired enough to just give it a whirl…


 That was back in 2007. I’ve been doing it this way ever since. And, I haven’t looked back.

You should totally try this… I swear you’ll never look back once you do.

I got rid of everything. I got rid of my team. Stopped marketing. Ditched my database. I basically started over from scratch.

I truly made it hard for people to find me, or even find out about me. I literally don’t even have a website or business cards. (I don’t even use yard signs anymore, which is a whole other subject for another time…)

Not only has none of that been an issue for me…it is all part of what gets me higher quality clients.

Apparently, people dig someone who plays hard to get.

I don’t have any scientific proof of why or how it worked. But here’s what I’ve boiled it down to over the years, and what you can expect…

  • People want what they can’t easily have.
  • It builds intrigue and curiosity. It gets people into a deeper conversation with you when real estate comes up in conversation. And, people seem to like being in on a secret.
  • It impresses people that you have such confidence and self-worth. (Think about it…how many other agents are that demanding with prospects and clients!?)
  • People don’t dig pushy salespeople. This is the exact opposite. So many agents are in people’s faces the minute they breathe a word about real estate. Which causes people to put up walls and create some distance. This makes them climb over your wall, and want to get closer to you.
  • People respect you more, and listen to what you think and say.
  • They also respect your time….since it becomes a privilege to get your time.

But, to some degree, it also just boils down to being different from everyone else.

It totally changes the relationships between you and the people you meet and deal with. It shifts the “power” into your hands. (And I don’t mean to wield power for your own selfish good… Use it kindly and wisely.)

It shifts from you wanting and needing them more, to them wanting and needing you more.

And it is all just an empowering shift in the way you think, look at, and approach things.

Anyone who isn’t impressed or intrigued, and isn’t willing to commit to you, probably wasn’t going to be all that great to deal with anyway. You separate the serious clients from the non-serious very quickly. And, the ones that do latch on are absolute gold in every sense.

It’s not like anyone taught me to do this. Nobody I ran it past thought I’d pull it off, or thought it made any sense. And, nobody gave me “permission” to even try it. I just did, and I was pleasantly surprised.

So, here’s your permission… Go ahead…just flip the funnel.

  • Play hard to get.
  • Draw a line at how much you do for people without having their firm commitment. Expect it…demand it.
  • Do less work for “free”.

Seriously, don’t hesitate. Don’t be afraid.

It’s not like people will treat you the way you want to be treated, unless you set the expectations. And, as scary as it might seem to set such high expectations—like you’re going to scare people off—it is all in your head. You won’t scare off the higher quality clients. But you will scare off the ones you should be avoiding.

From what I have experienced, a lot of people are surprised and turned off by how real estate agents do not tend to have firmer expectations. It actually undermines the respect they have for real estate agents. People just don’t ever talk about it with agents because, well, it never comes up.

When in the world would that ever come up?

It only comes up in the conversation if you make it come up.



OK, so “flipping the funnel” is an awesome, necessary place to begin.

Doing this is basically just drawing a line at how much you will tolerate—you’re taking a personal stance—and setting higher expectations of the people you work with.

Empowering yourself.

It is the foundation, that leads to creating higher quality clients.

You can’t expect to deal with higher quality clients without doing this. Otherwise, you’ll continue to deal with clients who suck.

But, simply flipping the funnel doesn’t get the higher quality clients coming to you. And, it isn’t exactly a way to find clients.

Unless you use it the right way…

I leapt in with both feet. But, I have to admit that it took me a few years to iron out some important parts of the puzzle.


That wasn’t ideal—who wants to take years figuring things out. (Who can?) It took a lot of faith and patience.

But, I couldn’t have figured any of these things out, without just flipping the funnel. And, if I didn’t take the  leap, I wouldn’t be working with clients who are noticeably higher quality.

Often, during the course of a deal, the agents I’m working with notice that I’ve got something cool going on with my clientele.

And, they’ll say something like…

“If only every client we dealt with was as cool as your client…right!?”

And, when they say that, I’m always like…

“Literally…every…single…one of my clients is that cool…”

Which leads to them saying something like…

“I wish… How do you find clients like that?”

My answer is always…

“I don’t actually find them…I bottle them.”

And then I get into how “bottling clients” is the term I use for 8 specific things I do that lead to dealing with ideal clients. It’s what “flipping the funnel” evolved into. It’s the stuff I ironed out over a few years.

These are the things that get the higher quality clients seeking me out, and becoming higher quality clients.

Which usually leads to a question along the lines of…

“Do you coach or train people? Can you teach me how to do it? I’ll pay you…”

And, I was always like…

“Nah, you don’t have to pay me, just buy me a nice lunch…”


Obviously, it’s not all that practical for me to grab lunch with you.

But if you want in on how to “bottle clients”, and the 8 things I figured out over the years, I’m putting together a quick video training for the cost and time it would take for us to go grab some lunch.

I live in NJ. So lunch can be kind of pricey. It usually costs an agent around $50 for us to have a nice lunch. So, once the training is done, that’s what it’s going to cost you to buy it.

But the truth is, I’d be cool with a burger and an iced tea (unsweetened)…no dessert. Maybe a cup of coffee as we finish the chat. (Shhh, don’t let that get out to the agents who’ve bought me lunch. LOL)

So, for now, the training will be like a $20 lunch for two, with a 20% tip…

It’s only going to be $24 for you if you just get on the pre-sale e-mail list.

Do that right below this sentence… Just put in your name and e-mail address and then click the submit button and you will be on the list to get it for $24 instead of $50.



The training isn’t some elaborate, long-winded course with tons of irrelevant bells and whistles. (I hate online courses I have taken that don’t just get to the point and change my life quickly and easily…so I am super sensitive to not doing that to you.)

This training just gets into the meat of it all.

My goal is to make your real estate career (and life) better and easier in about an hour, with any of my trainings.

It’s not a long, stretched out course with all sorts of things you need to do before you can get it to work. You learn 8 things, and then you can literally start putting everything in motion the minute you’re done watching.

And because I don’t want anyone pre-paying until the training can be delivered, all you need to do right now is get on this e-mail list (enter your info below) and you will be sent the link to buy it when it is ready. (Which should be next week…)

Here’s what you’ll learn and do…

  • You will create your ideal client.
  • You’ll learn how to set a specific limit on something that no other agent will ever dare to.
  • You learn how to use the most common frustrations clients have to your advantage.
  • You’ll learn a “secret” way to get clients to come to you…to seek you out.
  • We’ll get into the story you need to tell a few people, and what it will build for you.
  • You’ll move forward doing just the right amount of work for free, before clients have to commit. (And they will want to commit to you…)
  • How to get serious clients who are anxious to commit to the process, and to you…and you’ll have them feeling like they’d be crazy if they didn’t hire you.


Here’s how it’s going to make your life better and easier…

  • More security. You’ll have firm, committed clients…not anxiety and worry about clients who may never turn into a closing.
  • You will have less work to do in order to make a good living. Less time working = more time just enjoying your life.
  • It’ll get you tons of respect and appreciation from your clients. So you don’t feel beat up all the time.
  • People will perceive you as different from other agents…better than other agents. And that just feels good, makes you confident, and proud.
  • You will have low, or even no costs to market yourself. So…more money in your pocket.


It will make you a better agent because…

  • You’ll do a better job for your clients than any other agent could. Because feeling secure in your relationship with your clients, allows for you to do a better job than other agents who are stressed and worried.
  • Doing a better job for clients creates a snowball effect. Your reputation builds and builds with your core clientele, and it gets easier and easier as time passes.
  • You won’t have the burden of maintaining any systems or running things like a business. All you have to do is concentrate on the actual job people hire us to do…help them buy and sell houses.
  • You will be able to carve out a better living working with less clients. (You can always do more if you want…but it’s really nice to not always feel like you need to be doing more and more.)
  • You’ll be able to dictate when you’re available. More control over your time. More respect from clients.. No calls at 10PM…or last minute emergencies, for example.
  • Respect for you will skyrocket and will allow you to do a better job, because clients will listen to you more.
  • You will set yourself apart from other agents. It’ll feel like you don’t have any competition.
  • You will only be dealing with serious clients…no more wasting time with people who go nowhere.


Here’s a few things you shouldn’t worry about…

  • This won’t take a lot of time. The training is short, and can be implemented right away.
  • It is super easy to implement. You won’t watch it and then be like, “Nah, I’ll never motivate to do this.”
  • There are no further costs. You literally have everything you need to make it work at your disposal. (It’s all in your head…or at least it will be.)
  • Don’t worry if you feel you don’t have a huge reputation, following, or sphere. You don’t need it.
  • And don’t sweat it if you feel you are too new to the business, or don’t have a lot of sales under your belt. This will help you overcome people judging you by how much business you do or don’t do. In fact, it will make even the most inexperienced agent look better than agents who have been around for ages. 



  • You’re sick of clients who are pains in the neck.
  • You hate clients who leave you high and dry…working with someone and never getting paid for your efforts.
  • You don’t like prospecting, marketing, networking, etc.
  • You don’t have the money to market and advertise yourself.
  • You do have the money to market and advertise, but would rather keep it and spend it on stuff you actually want in life. Like a vacation (which is easier to take when you have cool clients…).
  • This is really good if you are shy, or not aggressive.
  • Maybe you are just plain lazy. (Lazy gets a bad rap. Lazy is good. Go ahead, be more lazy.)
  • You lack any “social proof”…maybe you’re a newer agent…or just don’t feel like you have enough experience if someone asks. (It’s lame, but people like to feel like you do tons of business. This training will get you around that issue.)
  • You’re just plain sick and tired of all the work it takes to make a decent living in this business.
  • Or, maybe you’re doing really well, but man, you’d really just dig working with higher quality clients.
  • Getting respect and appreciation from clients means a lot to you…


Hey, thanks for reading all of this by the way. I hope you dug it and got a lot out of it.

Hope it was fun and entertaining.

I hope you’re walking away with a new thought or two you will implement in your business, even if you aren’t going to buy the training.

But I hope you will buy it! I mean, for the price of a very inexpensive lunch…c’mon.

And I assure you…what you’ll get out of the content is worth wayyyyy more than $24.

Don’t wonder why it is “cheap”…and if it’s just going to be some basic stuff. It isn’t.

I just like to be sensitive to agents’ budgets and try and make these trainings attainable by any agent on any budget. So I try and make sure all of my trainings are as low-cost as possible.

And it won’t be available to you for $24 if you don’t jump on this e-mail list by December 11th.

Once I record, this whole article changes, and there will be “buy buttons”. And it will be sold for $50. (And even that is a deal considering what you’ll learn and be able to do after you take the training.)

So, if you want it for $24, reserve your right to that price by simply getting on the e-mail list below. And I will send you the link to purchase it at the lower price as soon as it is recorded and ready for you to view immediately.

(***MAKE SURE YOU CONFIRM YOU WANT ON THE LIST…my email service won’t allow me to send anything to you if you do not confirm. And then you won’t get the link to the $24 offer. So make sure you check your e-mail for the confirmation link…)


You can always do nothing with any of what you’ve read here…

You can always just stick to the way you go about things. (Heck, the way almost every agent in this business goes about things.)

The “Christine” clients of the world would love it if you did!!! They dig agents who put up with their baloney.

You can also get away without spending a cent on the training and just “flip the funnel” and iron out the pieces of the puzzle for yourself.

I figured everything out from there. You can too. It just takes time, patience, and some perseverance.

Or, you can just spend $24, and in less than a couple of hours, you can be doing business in an entirely better way than you have been thus far.

Real estate is a tough business.

I really dig helping agents see things differently, and doing business more easily…simplifying our live’s as agents. Making our lives better, one agent at a time.

If you’ve dug what you’ve read already, the stuff in the training will have you seeing and doing things in a new, better, and easier way.

(Soooo, seriously, doesn’t it make so much more sense to just enter your e-mail address below and hop on the list for the lower price right now?)

OK, great. Thanks for doing that!

Thanks for reading my stuff!

Thanks for signing up for the training!

And, until soon…


Stop Feeling Like You Need To Do More Business


You’re in the middle of a crowded, noisy room.

It feels like everyone in the surrounding mob is turned toward you and watching.

They’re yelling things you can’t make out. It seems like they’re cheering for you…

You hope they are; but you’re not sure.

Some guy hands you a skuzzy plastic tube and says, “Just put the tube in your mouth…” 

He knows you’ve never done this before. But he’s only half-paying attention to you. Mostly he’s talking and laughing with a group of girls hanging all over him.

You put the tube in your mouth; even though you just saw like eleventeen other people wrap their lips around it. Because…why not, right? You don’t want to seem lame and ask him to clean it first.

The tube is connected to a large funnel the guy is holding.

He fills the funnel with more beers than you ever drank in an entire night, and says, “When I lift the funnel above your head, don’t let the beer fill up in your mouth, just let it all glide down your throat!” 

You’re thinking that sounds easier said than done.

You hear the mob around you begin chanting…


You wonder if they want to watch you succeed? Or are they hoping to see you fail?

You start to question what you are about to do. Why am I doing this? This isn’t like me to do something like this. I should just back out. Go blend in with the crowd. Be one of them. Watch somebody else look like a…

There’s no more time to question. The guy holding the funnel yells, “Go!”, and raises the funnel high above your head.

Of course, it is easier said than done.

It’s not natural for you…

You only manage one big gulp. Then beer fills your mouth. Your cheeks puff out. You choke. You cough. It all shoots out of your mouth. You shower the guy…the girls hanging all over him…and everyone else nearby, in warm beer. The rest of what’s in the funnel gushes down onto your face, your clothes, and the floor.

Embarrassed, you slip quietly back into the surrounding crowd hoping nobody noticed.

You hated everything about it.

But part of you still feels like you should have been able to do it…

Like you need to learn how to do it…

And like you need to learn to love doing it

At least that’s what happened, and how I felt, after the first time I funneled beer.

If I hated it so much, what made me feel like I had to become good at funneling!?

The honest answer is…

A)…because I’d seen it in the movies.

B)…because it seemed like the cool thing to do.

C)…because I thought it would make me cool.

D)…because I wanted girls hanging all over me.

E) All of the above

Is it the only way to drink beer?

Of course not.

Is it the best way to drink beer?

Well, that’s a matter of opinion. But, if somebody tells you it is the best way, it’s probably because they’re good at it and they enjoy it…so, of course they’re gonna say that.

But what if you suck at it and hate it?

Is it necessary to be good at, or enjoy doing?

Nope. Of course not.




When you become a real estate agent…

It’s like you’ve walked into a huge party. You’re an excited, but nervous and unsure outsider, just trying to fit in with what seems to be a huge crowd of hustling go-getters.

You see the top producers—they’re like the cool kids in the middle of the room funneling all the beer.

They seem like they’ve got it all figured out. The industry showers them with praise. And buyers and sellers seem to flock to them, like girls to a drunken frat boy holding a funnel over your head.

You don’t get into real estate expecting that it’s going to be so hard to make a living, let alone become a top producer.

It’s not like you even have any idea how much business it will truly take for you to “succeed”. What’s enough? How many clients should you be able to find, work with, and close?

So, it makes sense that you look at the top producers for a benchmark.

It makes sense that you might strive to do whatever it is that they do.

It makes total sense that you get caught up in trying to be like them.

And that’s where “success”, and your entire real estate career, starts to get twisted…




Even if you are wise enough to know that there’s no “right” amount of business…

Even if you realize that the top producers aren’t necessarily the best agents doing the best job for their clients…

Even if deep down inside you just want to make a good living and don’t even want to be a top producer…

…it doesn’t matter.

Because you quickly realize that finding and getting clients is pretty much the job of a real estate agent.

Sadly, you realize that it’s even more important than learning how to do the best job for your clients.

Not enough clients = nothing else matters.

It’s so important, that you need to figure out how to do it, and do it fast, or you won’t be hanging around this party for very long.

Even agents who have been around for a while, steadily doing business, want need more business than they can find and get.

It’s that desperate need that leads us to try things that we didn’t expect to be doing—things like “funneling”.

Not that we necessarily even know what funneling is when it comes to real estate sales. Not that we have a clue how to do it. And even if we get a clue, it’s not something most of us really want to do.

All we know is that we need clients. And to get clients, we need leads and prospects.

OK, great… How many is enough?

Years of research and analysis have led to this conclusion…

The absolute perfect amount of business you should do to succeed in real estate is somewhere around “as much as you can get…and then some”. (Give or take a few, of course.)

To help us get there, we are bombarded with tons of different ways to find clients. Too many for us to get into here. And it’s not the point. It doesn’t matter…

…because we also quickly find out that just finding leads and prospects doesn’t even mean it will lead to an immediate client, let alone an immediate sale.

In fact, a lot of leads and prospects are going to go nowhere fast…if at all.

Nope, we gotta woo them over time. So we figure out that we should create a database of people we know and meet. And we need to keep in touch with everybody in the database. And send them things. And do things for them. Until they do one of the following things…

– Eventually become a client

– Eventually buy or sell a house with us

– End up buying or selling with another agent

– Decide to never, ever buy or sell a house

– Or just plain die.

Or, in other words—until we are able to “funnel” as many people as possible, from being a lead  into a prospect  into a client into a closed sale.

I mean, ideally, you’d meet people, they’d commit to working with you (and only you), and be so motivated that they buy or sell within the next, say…couple of hours.

But we know that’s not happening. We know it takes time and work.

A lot of wasted time and work.

You’re taught that quantity is key…

You’re told that it’s necessary to have tons of leads, listings, and buyers in your “funnel”. Told that if you do that, it will all work out. Sooner or later. Probably later.

What they don’t tell you, is that a heck of a lot of what you do won’t even lead to a closing, despite your hard work, good intentions, and attention.

But you figure it out.

Lots of your time and work are wasted; like the beer on the soggy rug when I funneled, and sprayed it everywhere at that party.

And you’re supposed to be OK with that.




It’s overwhelming.

There’s no one way to do things. There’s no “right” way. Just a whole bunch of ways.

So, where do you even start? What approach(es) do you try? What if the approach you choose doesn’t work? What if it doesn’t work quickly enough and it doesn’t lead to the overnight results you want and need?

It’s draining just thinking about doing everything it takes to find people to work with.

But it feels worse as you spend time with prospects, leads, and clients who go nowhere. They sap your energy, and your spirit, and taint how you feel about even the best clients you come across.

So, most agents never really get any good at steadily funneling leads into prospects, prospects into clients, and clients into closed sales.

A few do. And, of course, they become the top producers.

Instead, it’s like most agents are at the party, hanging around in the surrounding crowd. Nursing a drink or two. Barely getting buzzed. Watching the few who make their way to the center of the room to give funneling a whirl. Watching in awe at the even fewer who do it successfully.

Deep down inside, it’s not that you even really want to guzzle tons clients.

It isn’t that you’re too scared or overwhelmed to try. I mean, let’s be real…

You just don’t want to have to do that much in order to be a great agent, making a great living.

But, just being at the big old party that is real estate, it’s kinda hard not to feel like you should want to. Like you should be able to. Like you need to give it a whirl and figure it out.

You sorta stumble into either trying to compete and do tons of business, or just constantly feeling like you should be trying harder…




Nobody jammed that tube in my mouth, and forced me to try to swallow more beer than I probably should that first time I funneled.

And it’s not like anyone forces you to funnel, and strive to do tons of business in real estate.

But “they” kinda do…

The go-getters, the hustlers, and the top producers are good at funneling—they’re good at finding and getting lots of clients.

That doesn’t mean they are better at anything more than that. Doesn’t mean they are better agents than you, let alone the best agents. They are just good at doing things you may not be good at, don’t want to do, or don’t even want to learn to become good at.

But it does appear that they are the better real estate agents…or maybe even the “best”. And that poses a problem for you.

Because, like it or not, you are judged by how much business you do…or don’t do. You are judged by your peers, by the public, by clients, by your brokers, your managers, your friends, and even your family…

Not doing tons of business literally gets in the way of you even doing enough business, and making enough money, to survive as a real estate agent.

It’s ridiculous, but you’re judged on the misperception that quantity must mean quality.

And, on the flip side, you are judged on the misperception that a lack of quantity means you probably suck.

You find that you are surrounded by a mob of people all chanting “CHUG, CHUG, CHUG”, without ever saying a word…

So you are sorta forced to either figure out how to do tons of business, or just constantly feel like you should, or…

what if you could flip this whole misperception in your favor?




My son apparently snuck a peek at this piece as I was in the middle of writing it.

He went up to my wife and said, “Hey Mommy, what’s funneling beer?”

Without skipping a beat, she blurted out, “It’s something that stupid people do to get really, really drunk, really, really fast.” As if she’d expected this question to come up at some point in motherhood.

I had mixed feelings about her answer.

I mean, it was a good answer to give my son. But it also implied I was stupid, since I had funneled back in college.

However…I’m not stupid, so I just kept my mouth shut. No need to debate it. She wasn’t taking a jab at me. She was making a point. And proving my point would have been, well…pointless.

But, now it’s just you and me. So let me make my point…

When I first funneled back in college, it wasn’t because I wanted to “get really, really drunk, really, really fast”.

Like I said earlier, deep down, I did it because I wanted to fit in… To be cool… To attract girls…

And the way it looked to me, the guys who were at the parties funneling beer in the middle of the crowd were cool, popular, having a blast, and getting tons of attention.

At this point in my life, I know it sounds stupid. I don’t expect anyone to say, “Man, you were brilliant. Totally sensible plan to impress the ladies…” But I was young and figuring things out. It was just an immature attempt for me to get attention.

But it wasn’t that I was stupid, so much as funneling was a stupid thing to do, to get what I thought I wanted.

For what’s it’s worth, I ended up getting pretty good at funneling. I got soooo good at it.

One night, I funneled an entire jug of wine I stole from some dude passed out in a sombrero, in a Jersey shore hotel. 

Doing that sort of stuff got me in with the crowd I envied. I became one of them.

But, deep down, I didn’t actually enjoy doing it. I didn’t even want to do it.

Funneling made me “cool” by some people’s definition, but it just wasn’t “me”.




While being the life of the party led to my ultimate goal of meeting girls, the girls impressed by that sort of thing weren’t actually who I wanted to attract. And the relationships were never the best. They didn’t last and were a waste of time.

It turned out that the reality wasn’t even close to what I wanted and hoped for. 

So, I quit funneling. And, of course, the crowd I hung out with gave me grief. You know, typical peer pressure. Like I was lame and a loser for not funneling.

I quit even hanging out with them. I ousted myself from the cool crowd. Did my own thing. Spent some “alone time”, as they say. I stopped chasing the attention. Didn’t try to impress anyone…not even the girls.

And I ended up meeting a girl so out of my league, so pretty, so smart and cool.

Literally the girl of my dreams. No…beyond my dreams. Beyond my reach.

And yet, she fell for me.

The same girl who would eventually tell my son that funneling is something stupid people do.

You know why she fell for me? Because I was the opposite of the guys I had tried to fit in with. She despised guys like that.  

Good thing I questioned it. Good thing I stopped. Good thing I was true to myself. Or she never would have given me the time of day. 

I wouldn’t have the wife I have. I wouldn’t have the life I have.

The point is…

…trying to be someone you’re not—trying to be someone you think others want you to be—can get in the way of ending up with the life you really want.




You’re not a bad agent if you don’t do as much business as people make you feel you should be doing.

You’re not “lazy” if you have no desire to cold-call, door-knock, network, market, and on and on.

And, you’re not less worthy of working with great clients or making a good living.

In fact, you might even be a better agent, more worthy of better clients, and an even better career, than top producing agents who funnel and do tons of business.

But it only changes for the better once you realize….

Not everyone is cut out to do tons of business.

Not everyone is cut out to do everything it takes to be a top producer.

(Pssst…It’s not even possible for everyone to be a top producer.)

And you need to know that. You need to feel that it’s OK. Because it sure feels like it’s what everyone wants and expects you to be…. 

At least it feels that way until you decide it’s OK.

Until you’re aware that there’s always gonna be a few (very few) agents at the center of the party grabbing the attention and the bulk of business.

Until you’re aware that there’s always gonna be a massive amount of agents who struggle and strive to become one of them, but never do.

Until you’re aware that that’s also where the opportunity is…

You don’t have to be either. You don’t have to be one of the few top producers in order to succeed and do really well. And you don’t have to be one of the many agents who struggle.

Everyone’s focusing on quantity. A few agents succeed. Most don’t.

Do the opposite…focus on quality.

That’s it. That’s how you beat top producers… And the rest of the crowd while you’re at it.

Focus on going after higher quality clients.

Look at it like drinking a couple of higher quality adult beverages from a nice bottle, as opposed to guzzling tons of cheap beer through a funnel and making a mess of yourself, the floor, and everyone around you.


Half the battle is knowing this. The other half is changing your approach.

Because just knowing, feeling, and thinking this way won’t get you enough business to survive.

In order to pull it off, you will still need to find enough higher quality clients

Let’s face it, lots of people are impressed by, and gravitate toward top producers. Maybe even expect it out of an agent. That logic is as stupid as thinking someone is cool for being able to funnel a jug of wine.

But the reality is, if you’re not a top producer you need to position yourself against them in order to compete…in order to make a good living.

Better yet, you need to get higher quality clients to seek you out

You need to get them to come to you. 

because you aren’t like all of the noisy hustlers, go-getters, top producers and wannabes they seem to come across in this huge crowd of ours.

Even better yet…

…you can do it by simply flipping the funnel upside down

You can carve out an awesome career flying under the radar working with fewer, higher quality clients.

And it’s actually easier to attract higher quality clients than it is to do tons of business.

Just don’t tell the top producers that…