By Bubba Mills

“Doing well is the result of doing good. That’s what capitalism is all about.” Ralph Waldo Emerson

Emerson probably isn’t the first name that comes to mind when you think of business, but I’ll bet you my last dollar he would’ve made a great businessman if he hadn’t spent so much time writing.

His quote hits the nail squarely on the head. Yes, you as a real estate agent today can do quite well by doing good. I know that because I’ve experienced it personally in my own real estate career. And I see it in other agents, too – especially the top producers. Show me a top producer, and nine times out of 10,  I’ll show you someone who has branded him or herself as an icon of philanthropy in his or her community.

And what’s even cooler is they likely did it for well under $100.

So how can you get on this branding bus and ride toward greater profits in your real estate business? Here are three tips you can start using today.

  1. Donate to schools and other nonprofits. Well, Bubba, donate what? Look, you’re in real estate. That means you’re around items worth donating practically every day, especially in a market that has had its share of short sales and real estate owned properties. A lot of times, these properties are stuffed to the gutters with all kinds of things – old toys, balls, games, clothes – you name it. Now all you have to do is make it a habit to pick a school or nonprofit in your farm area that would appreciate these items and go donate them. Go regularly and often. And then guess who they’ll call when they need real estate services. That’s right. Yours truly. Simple. Easy and incredibly effective.
  2. Offer free education seminars to local nonprofits. Wanna look smart? Teach. Wanna find some prospects? Teach. Wanna increase your business? Teach. I know you don’t have a problem talking to people – you’re in real estate for goodness sake. Why not talk to a lot of people at the same time and help them understand the details of achieving the American dream? Tailor a talk about buying for first-time buyers. How about a class on selling? We’re smack dab in the middle of a hot market for sellers right now. Think about what you can share and then share it at the YMCA, the local library or a school. You’ll look great doing it and the attendees will be happy to get the information – it’s a classic win-win.
  1. Get a “good neighbor” script. So a house is vacant in your farm area. Who do the neighbors call if something is going on with that house – kids messing around in it, for example? It can be you. Why not be industrious and hit the neighbors with a script, something like:  “Hello. I’m Jane from Jane Doe Realty. You probably know the house across the street is vacant. Well, I’ll be selling it, working hard to get as much as possible for it so it helps your property values, too. I just wanted to give you a card so you can call me if you ever see a problem at the house.”  This is a perfect opportunity to relate meaningfully and directly with consumers, and develop prospects for the future.

I’ll leave you with this: Reputations are earned, not purchased. Get busy.

Let me hear from you: What do you think about giving? Have you had any experiences with this? What opportunities exist in your farm area for giving? What obstacles are in your way to do this? Please send any comments or questions you have to or

Bubba Mills is the chief operating officer and managing partner of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.

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