Interviewer: Today we are talking with Bill Stubblefield from Coldwell Banker. He is part of the Ali van Westenberg Real Estate Partners and welcome to the show.

Bill Stubblefield: Thanks for having me, I appreciate it.

Interviewer: Well we are talking about a topic that a lot of real estate agents can use these days and thats lead generation and prospective.

Bill Stubblefield: Yeah.

Interviewer: And the question is, how do you get new business these days?

Bill Stubblefield: Well there are so many ways you can do new business these days. Right now I would say first and foremost you got to create a prospect list that you can manage every single day. You got to get on the phones, you got to get out knocking on doors you got to do a lot of the things that quite frankly most of real estate agents won't do to make sure you can get yourself head the business.

Interviewer: It's been a lot of years, I bet, since some people knocked on doors?

Bill Stubblefield: It has, it truly has, yeah, some people in farm areas knock on doors that way, but actually going to a door of somebody that just came off the market withdrawn for sale by owner--it's really important that you stay in touch with those people, so that you can help them accomplish their goals.

Interviewer: Now I know you use Metrolist Statistics, but how do you use that to help you with new business?

Bill Stubblefield: Specifically just statistics by themselves; Metrolist provides us the opportunity to be able to go to every single buyer and seller and help them understand this is whats going on in the market. For instance, we are 16% down on our inventory this year which is great, but sellers dont realize that, so it's our job to be the market expert.

Interviewer: Of course unless you are in the luxury market then it's...

Bill Stubblefield: Totally different.

Interviewer: It is a fair amount. Estimate how much time you spent prospecting each day and generating links?

Bill Stubblefield: Minimum of two hours per day. I also go out three days a week and knock on doors for an additional two hours plus one weekend day a month and thats calling past clients just listed just sold calls, sphere of influence, expired listing, withdrawn listings, as well for for sale owners.

Interviewer: And so if you had to recommend really one thing for a new broker to do to build their business today what would you recommend?

Bill Stubblefield: Immediately build your contact list to 500. You need to take reach out and make sure that you know 500 people, you can put into your own database, so you can start calling them and making sure that they know your presence is in the real estate market.

Interviewer: Lot of people talking today about using social media whats your thoughts on the overall trend?

Bill Stubblefield: Social media is, I think you have to have a presence I wouldnt spend more than maybe 10 to 20 minutes a day on it honestly, because as long as you are out there people are going to see it. If you Tweet, if you Facebook, whatever you do, if you do something every single day, they will see it, I would spend the rest of your time strictly doing lead generation activities.

Interviewer: Okay and out of that lead generation activities whats your number one, do you have one?

Bill Stubblefield: I specifically prospect for sale by owners and expired listings as well as withdrawn, thats probably my number one and including past clients.

Interviewer: Now there is a number of agents that would cringe when they heard that and they go for sale/buy owners, expired listings I dont want to call those folks, but you know I mean, is it tough?

Bill Stubblefield: Of course its tough you know you got to have thick skin, you got to be able to handle rejection, but the biggest thing is just dont keep complacent, you know keep up with them, stay consistent with them, as you start to talk to them three, four or five six times, they are going to start to realize how much professional you really are.

Interviewer: Good advice. Thanks, Bill.

Bill Stubblefield: You bet.

Interviewer: Appreciate it.