How Can You Find Business and What to Do Once You Find One
“Your first job in real estate is simple: find business — every single day.”
- Dan Rochon
Episode Summary
When someone steps into real estate, the first question usually sounds like this.
Who’s going to walk beside me and show me step by step how to find clients — and what to do once I find them?
That question decides the speed of your success. Real estate can change your life, but not if you’re spending month after month working hard with nothing to show for it. The foundation is simple.
Your First Job Description: Find Business
Everything you do in this career connects back to one responsibility.
Find business before anything else.
Here’s where that business can come from:
Your Sphere of Influence
These are:
• People who know you
• People you know
• People in your community
Your existing relationships are often the easiest, fastest path to your next conversation.
High-Opportunity Sources
• Open houses
• For Sale By Owners
• Expired listings
These aren’t random activities. They’re proven doors that open when you know how to knock.
Why Listings Matter More Than You Think
Most new agents start with buyers. It makes sense, but it slows you down.
When you focus on sellers first, everything becomes more predictable.
Why Listings Should Come First
• They require less time than buyers
• You’re not driving all over the city every day
• One listing creates multiple opportunities
• Signs, online exposure, and open houses all pull in more clients
A listing works for you even when you’re not in the car or sitting in a showing.
What a Listing Agent Does in a Day
When you focus on sellers, your day might include:
• Preparing a market analysis
• Planning your listing presentation
• Meeting potential clients
• Getting photos taken
• Entering the property into the MLS
• Coordinating staging
• Marketing online and on social
• Hosting open houses
• Vetting potential buyers
Everything stacks toward visibility, leverage, and more conversations.
What a Buyer’s Agent Handles Daily
Working with buyers is fulfilling, but it takes more physical time.
Typical activities include:
• Searching homes in the MLS
• Sharing market stats and updates
• Touring properties with clients
• Speaking with lenders
• Writing and submitting offers
• Scheduling appraisals and inspections
• Guiding clients through contracts and disclosures
• Attending walkthroughs and closings
Buyers deepen skills. Listings scale a career.
You need both—just make sure the order supports your growth.
A Final Thought
Every day is an opportunity to find someone who needs guidance.
Serve well. Make good choices. And help somebody have the best day of their life.
That’s how opportunities find you faster than you find them.
If You Want a Clear, Repeatable Selling Framework
There’s a book that breaks it down step by step — communication, influence, and confidence included.
👉 Get your copy of Teach to Sell here:
https://www.teachtosellbook.com/
