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December 21, 2011


Real Estate and Rocket Science

by mark mclean

 When I think of rocket science, real actual rocket science, I think about a bunch of egg heads in white lab coats locked in an underground bullet proof command centre busily working on computers in a sterile white lab. The image is not terribly romantic unless the scientists in your imagination look like Natlie Portman or George Cluney. But, for a minute, think about the process behind rocket science. It starts with an idea based on certain principles like physics and mathematical laws. From there scientists develop theories, build models, and test their ideas. Eventually they  build the rocket and then start the whole process of testing and analyzing all over again. While the end result is the building of a highly sophisticated and safe rocket, either meant to transport people or deliver explosives, the steps needed to get there are the same as they are for building a blender or a real estate career. I’m not suggesting that we are rocket scientists, just that if we break down the process of being a successful real estate agent into measurable steps, we can take a lot of the guesswork out of the equation. The good news is that no one needs to discover anything new. You just need to copy what the good guys do.

At its most simplistic level, The successful  sales process is really divided into  seven essential steps. Prospect, create a relationship, analyze a clients need, present them with options, negotiate an offer, close the deal, and provide detailed follow-up service.  Like building a rocket, There is no shortcut to the process, and for the most part, the steps must be accomplished in order. Once you fully understand the steps then you simply repeat them over and over again. One last note;  I have yet to meet a single successful part-time real  estate agent. I can only assume its the same for  rocket scientists. So, the next time someone says real estate is not rocket science, tell them to think again because it kinda is.   

Have a great week.

1 Comment Post a comment
  1. Jan 3 2012

    Thanks for this article, Mark! The “sales funnel” approach you describe here is so powerful! Once it becomes a habit, real estate professionals can take it up a notch by measuring their effectiveness at each step and even split testing new techniques for increased effectiveness.


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