In every market, there’s a small group of agents who get the call before the competition even gets a chance.
They are the agents who sit at the top of a seller’s mental shopping list.
According to Daniel Robinson from Area Specialist, getting there isn’t about luck.
It’s about consistency, focus, and being seen as the steady hand sellers can trust.
Consistency builds credibility
“The first thing a vendor looks for is consistency,” Daniel says.
“If you’re constantly changing agencies, areas, or even your presentation, how can they rely on you to be consistent with their biggest asset?”
For him, the foundation is local focus, knowing a patch so well you can tell when a fence has just been painted or when the neighbours are away.
“Agents often think a bigger area means more opportunity,” he believes.
“It doesn’t.
“Start with a micro pocket you can own, then expand once you’ve earned that trust.”
Spend before you earn
Daniel believes marketing isn’t a luxury, it’s a cost of entry.
“Spend money before you have it,” he said.
“When you’re new, no one knows who you are.
“I started with no network, so I invested around 10 per cent of everything I earned back into marketing.”
His strategy is built around saturation.
“You can’t be in the letterbox every eight weeks, it needs to be every two.
“Then add targeted social ads around your core area and brand your car. It’s a moving billboard.”
The aim is to build familiarity fast.
“Someone once told me it takes 14 or 15 touches before people know who you are. So you’ve got to be visible, and stay that way.”
Work your database like it matters
For Daniel, a well-used CRM is the backbone of his business.
“At our awards night, I was recognised as the agent who used the CRM the most, and I wear that proudly,” he said.
Every person with a property address goes into his database, no exceptions.
“Even if they say, ‘I’m never moving,’ they go in. We contact everyone in there at least twice a year.”
That discipline means he’s never out of sight or mind.
“It’s about those 15 touches again. They see your boards, your brochures, your calls, it all compounds.”
Lead with kindness
A big part of Daniel’s success comes from something less tangible: being decent.
“You have to be kind to everyone, even the people calling about a rental you don’t handle,” he said.
He once won a listing because of a smile in the supermarket.
“A lady told me that was the reason she called me in. I don’t know if it was a good day or a bad one for her, but it mattered.”
That same approach extends online.
“A client was messaging me about properties today, none of which I’ll earn from right now. But I still took the time to give thoughtful feedback. Because in seven years, he’ll sell.”
Reward the people who back you
Daniel also has a system for rewarding referrers.
“I don’t like cash or gift cards, they’re impersonal. I give something meaningful. The second referral, it’s something really special.
“The third, dinner in the city with their partner. After that, I’ll have to come up with something new,” he laughed.
“They’ve given you income, share a little of it back.”
Play the long game
Real estate, Daniel says, rewards patience and work ethic more than any quick fix.
“You’ve got to give a lot more than you get, especially early on,” he said.
“Be ready to work long hours, make the calls you don’t want to make, and genuinely care about people.”
He makes 25 prospecting calls a day, no matter what.
“Sometimes you get nothing back, but it’s about staying connected.
“People can tell if you’re faking sincerity, so don’t.”
In the end, getting on a vendor’s shopping list comes down to the fundamentals of consistency, saturation, kindness and follow-up.
“If you show up long enough and care enough,” Daniel said, “eventually, you’re the one they call first.”
