Agent start-ups use different strategies

Q: What is the best way for a new salesman to get leads? -- P.R.

A: First, your supervising broker should be giving you sales training. If it's not being offered, ask for help.

What's your office's policy on telephone messages? In some firms, if the caller doesn't ask for a particular agent or inquire about a specific property, the lead belongs to the person answering the phone. If your office does that, take all the floor duty you can get.

Same with sitting at open houses. If another agent can't handle two on the same afternoon, offer to take one over. Discuss ahead of time whether you'd be free to follow up on prospects who aren't interested in that particular property.

Years ago, when I was a broker, I had good luck phoning FSBOs (for sale by owners). "If you run into any questions, feel free to call me, no obligation. I like talking about real estate. OK if I phone again next week to see how you're doing?"

Get rid of that first batch of business cards as fast as you can. Is there one stuck up in the mirror at your hairdresser's? Back when I had a license, I once asked my letter carrier whether he wanted to buy a house. He said he couldn't afford to. Turned out he could, and we found a nice bungalow.

So spread those cards around. You don't want to go to a party and hear someone say, "Gee, if I'd known you were in real estate, I would have recommended you to my cousin."

Adding another name

to deed may be involved

Q: I'm buying a house with my wife, but I would like to add somebody else in the house title. Is that possible? -- via e-mail

A: It can be done if the seller signs a deed naming the three of you. Or, after you own the place, you and your wife could sign a new deed, including that other name along with your own.

Edith Lank will respond personally to any questions sent to her at 240 Hemingway Drive, Rochester, NY 14620 (please include a stamped return envelope), or readers may e-mail her at ehlank@aol.com.