Real estate agents are a slice of society as a whole. As members of this society, we have the same concerns and possibilities as any other sales person, any other business field and any other member of society. Bookstores have complete sections on self-help, motivation, sales tools, marketing and business promotion. We have all watched the sales gurus tell us how to make it rich quick and we have all heard the seminars of the best ways to increase our business. So what?

I have witnessed good real estate agents find themselves in a malaise; a slump. Every professional goes through that. If you have a 3 out of 10 closing ratio, you might consider another field. If a football quarterback completed 3 out of 10 passes in college, they would be working in the corporate world after college. But if a baseball player got a hit 3 out of 10 times, they would be batting .300 and teams would be clamoring for them. It is all perspective.

I have also witnessed real estate agents go to sales seminars, motivational rallies and the like, get all fired up, claim they are going to turn things around and use what they learned, and they fail to do it. Why? Because they don't think out of the box!

It is simple. I could write a book on sales techniques, but it would be a short book. One page or maybe only half of a page.

Here it is for free. Do you want to have more business in 2013 than you will have in 2012? Call 20 new, different or referral rich people 3 days a week.

That's it. Call them, talk to them, ask how they are doing, how's the family, what about the weather and in turn, tell them why you are calling. Be honest. You are asking for business or referrals. Don't hang up until you tell them why you called.

It is that simple. If you called 20 cold calls today, 20 warm calls tomorrow (follow up from days, weeks, and months ago from someone who asked for that) and 20 calls to referral rich contacts the third day, you would talk to 60 people a week. Simple math; call and talk to 60 people a week, and you will obtain 3-5 good actionable leads. Work those leads the other 4 remaining days of the week. Next week, start all over again.

4 good leads a week are 16 good leads a month. Can you close 4 of them, 5 of them, 6 of them? All of them? Close even 4 of them, and that is 48 closings for the year. Have you ever sold 48 properties a year?

Think outside the box. Ignore all the hype and marketing and sales techniques. Call 20 people a day 3 days a week every week of the working year, and you will vastly increase your business.