Reposted with permission from Matt Bonnelli.

Real estate agents are known for worrying about each others’ business. Where did he get that lead from? How come she got that listing? Then, all they do is focus on scale.

How can I increase my lead flow with this new technology platform? Stop! Focus on things that don’t scale — one-on-one relationships.

Just because there are a lot of real estate agents does not mean there is a lot of competition. Most agents do not perform well, so why are your concerned about their business?

The National Association of Realtors reports that 73 percent of buyers and 70 percent of sellers would definitely use their agent again.

If you want to grow your business to a healthy level, stop worrying about the agent next to you and focus on building trustworthy relationships. I’m talking real relationships where you aren’t trying to suck a transaction out of every person you meet.

Focus on the people you talk to by asking questions about them. Find out what excites them, what causes them pain, and figure out ways to help them when in need.

The best part about building quality, trustworthy relationships is that they will do the scaling for you by giving you access to another sphere of influence.

So this week my message is simple: Stop paying attention to other real estate agents, and start paying attention to the people right in front of you.

Matt Bonelli is a manager and broker associate for Turpin Realtors’ Chatham office in Chatham, New Jersey. You can follow him on Twitter or learn more about him on LinkedIn.

Show Comments Hide Comments
Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription