RaindropsRAINMAKERS have generally been described as "THE PEOPLE WHO BRING IN THE BUSINESS."  As a real estate agent, and the owner of your own business, YOU are the "Rainmaker."  That being said, if you're not making rain and growing your business, what are you doing?

THE GREATEST EQUALIZER AMONG US IS TIME, WE ALL HAVE THE SAME AMOUNT EACH DAY:  24 hours, no more, no less. How are you, the Rainmaker for your business, spending your time?

THE INTERNET CAN BE THE GREATEST SOURCE OF BUSINESS FOR YOU, THE RAINMAKER:  Your website is out there working 24/7 on your behalf, or should be.  For many agents the internet is the greatest source of potential clients, bar none.  Is your internet presence as good as it can be?  Does your website provide compelling content and have a call to action for viewers?  Who designed your website and did they do a good job?  What do you know about the visitors to your website?  What pages are they accessing?  How long do they spend on your site?  Frankly, how do they find you on the web?

IF YOU DON'T HAVE A WEBMASTER, YOU ARE THE WEBMASTER:  Maybe you like designing changes and FTP'ing them up to your site.  Is this your area of expertise or do you just like to do that for a hobby?  YOUR WEBSITE SHOULDN'T BE A HOBBY, IT SHOULD BE YOUR GREATEST SOURCE OF NEW CLIENTS!  Can you really serve two masters when you're the owner of the business and are the only one charged with bringing in new business?  If you're doing the job of the Webmaster you're not doing the job of the Rainmaker.  Being the Webmaster may provide you with some satisfaction but being the Rainmaker pays the bills.

IF YOU DON'T HAVE SOMEONE DOING SEO THAN IT'S YOU, OR IT'S NOT GETTING DONE:  Most agents have heard about search engine optimization.  Many of us fancy that we are SEO experts.  Maybe some are but I suspect that the large majority of agents have a smattering of knowledge and thats it.  SEO is complex and everchanging.  SEO may very well be the most important thing you can do to draw traffic to your website.  Are you really going to leave it in the hands of a real estate agent?

IF YOU DON'T HAVE AN ADMINISTRATOR, YOU ARE THE ADMINISTRATOR:  There's nothing wrong with that but you need to ask yourself the this the best use of the Rainmakers time?  Are you the one keying in that new listing into your MLS?  That's a typist's job, not a Rainmakers job.  Are you the one following up on showing feedback?  Again, Rainmakers shouldn't be wasting their time on this task.  Are you the one faxing, filing and doing the multitude of other things that administrators or assistants do?  If you are, than you're real title is administrator with additional responsibilities as a Rainmaker and business owner.  Which one do you think is more important?

Do you fold newsletters?  How about printing labels?  Putting stamps on flyers.  Designing and printing postcards.  Blah, blah, blah...blah.  All important things.  All need to be done.  The question you need to answer is...are they tasks that the Rainmaker should be doing.  I would argue that the answer to that is no.

I know things are tough out there and business has slowed down for many agents.  What can you do?

  • How about sharing an administrator among several agents to reduce expenses?
  • Have you looked into hiring a Virtual Assistant?
  • I use a service that automatically sends out 200 postcards when a new listing of mine is entered into the MLS.
  • Newsletter, sent out monthly by my vendor to my mailing list.
  • Showing appointments, don't call me, call Centralized Showing Service.
  • Do I email you for feedback, no.  CSS does it for me as part of the service.

There are a lot of automated services that can take the pressure off the Rainmaker.

IF YOU'RE NOT OUT TALKING TO POTENTIAL CLIENTS, MAYBE YOUR COMPETITION IS:  Sitting there in your plush home office waiting for that phone to ring...good luck.  The more time you're spending in your office, the less money you're going to make.  People want contact and it's not always email, phone or text messaging.

Thinking like the RAINMAKER AND BUSINESS OWNER you're supposed to be is a mindset.  You can choose to spend your time on tasks that can be performed inexpensively by others, or you can spend your time on RAINMAKING ACTIVITIES.  The choice is yours.


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 Richard Iarossi is a full time licensed REALTOR®, working in Crofton, MD. My coverage areas are: Anne Arundel, Prince George’s, Howard, Calvert, Queen Anne, and Baltimore City and County. I specialize in residential real estate, working with both buyers and sellers. Use the registration free search on my website at If you’re not already working with a REALTOR®...I can help. Call me at 443-995-9595 (Cell) or 410-451-6255 (Office).

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Comment balloon 38 commentsRichard Iarossi • October 07 2008 04:36PM


Great post for our current market. I just drove 45 minutes to my client's office just to deliver and sign loan docs in person and he was so pleased that he didn't have to go anywhere that he's already referred others to me before his loan is closed.

Posted by Home Loan Search.Online (Home Loan Search Online) almost 11 years ago

Richard -

How true, and great, well-thought post!

Often times, it's far easier for someone to feel sorry for themselves rather than go out to get things done.  To blame others, or external factors, for your own dilemma.

I agree - in today's market, you HAVE to push harder, and be consistent and integrous, or you will die in this business.

Especially now!


Posted by Dean Moss, Dean's Team Chicago IL Real Estate Team (Dean's Team - Keller Williams Realty Partners Chicago IL) almost 11 years ago

Richard - this is great and some good cost saving ideas.  I'm trying to stay focused and not be distracted by the noise on my left or right just moving forward and doing my best for myself my customers and my business.  Thanks for the positive post!

Posted by Shannon Gilmore, CRS, Real Estate Sales Associate with Long and Foster (Long and Foster Real Estate) almost 11 years ago

These are tips that would apply in good or bad economic times.  Still the best marketing is doing a good job for existing clients.  Go the extra mile and it will mean referrals.

Posted by Edward Balcsik (Law Office of Edward Balcsik) almost 11 years ago

Congratulations on that gold star, Richard.  Nice to see Crofton represented on the AR home page!

Posted by Margaret Woda, Maryland Real Estate & Military Relocation (Long & Foster Real Estate, Inc.) almost 11 years ago

It all makes sense. I try to divide my time between face-to-face networking, promotional activities related to the internet and my clients. I like to make rain but someones got to do the nitty gritty too and for now that's me.

Posted by Robin Scott, Broker, CRS, ABR, SRS, REALTOR® - Austin Texas (Robin Scott, REALTOR®) almost 11 years ago

Dean:  As independent business owners its our choice to succeed or fail because of what we do.

Shannon:  We all have to stay focused. There are way too many distractions in our lives.

Ed:  For most of us, if we don't do it, nobody will.

Margaret:  Martha Brown and I are trying to follow in your great footsteps.  Crofton is a great place to live and work, isn't it.

Robin:  It does make sense but sometimes we spend too much time doing things that aren't helping our business.

Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) almost 11 years ago

Richard as a working Principal and Owner, I think this is a good reminder as to where my focus should lie.  Unfortunately with the downturn I have taken on other duties and you're right what is that potentially costing me in business? Thanks for the kick in my pants!

Posted by Cat Zwicker, CRS, Down to Earth Service; Out of this World Results! (Desert Sky Real Estate, LLC) almost 11 years ago

Great post Richard. I think we get caught up in the cost of business. We forget time is money. Is spending less really saving us money? Or is it taking away valuable time? Good ideas.

Posted by Ryan Allie, Creating Your Puget Sound Lifestyle (Living Puget Sound) almost 11 years ago

Often times agent find themselves standing in front of the copier doing a job that an assistant should be doing so the rainmaker can be on the phone.  My daughter used to be the assistant for 5 different agents in the office and now she is just my V.A. since she moved to the UK.

Posted by Cindy Jones, Pentagon, Fort Belvoir & Quantico Real Estate News (Integrity Real Estate Group) almost 11 years ago

Cat:  Certainly we all have to adjust to conditions but the important Rainmaking tasks don't go away.  Great name BTW.

Ryan:  There is an opportunity cost that we lose when we're doing things that could be done more efficiently by someone else.

Cindy:  There are other ways of doing business.  We just have to look for them.  A VA from the UK, how unique.

Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) almost 11 years ago


This is an excellent post and well deserving of a feature! I have been the Rainmaker for my business for a long time, and we once had 8 members on our team.

You are correct, generating leads is a full time job, and it pays to get help where help is needed. It's just good business sense.

Posted by Richard Weisser, Richard Weisser Retired Real Estate Professional (Richard Weisser Realty) almost 11 years ago

Richard, I run a team, I am the Rainmaker and take that job seriously. I have an assistant that does almost everything. I'm still too picky on my photos and enjoy that. I could have set up my blog, but I hired Dakno Marketing, why spend the days, when they already knew the code. I blog, and don't want a ghost writer and enjoy that.

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) almost 11 years ago

Making rain (prospecting) is the single most important aspect of our business.  If rain doesn't fall there's no business. 


Posted by Kristal Kraft, Selling Metro Denver Real Estate - 303-589-2022 (The Berkshire Group Realtors) almost 11 years ago

Richard, great post! Thanks for the ideas. I know I can always use new ones.

Posted by Kristen Wahl, CBR (Re/Max Plus) almost 11 years ago

Richard. This a story of the extra mile are you happy being unhappy or are you going to make your own thing happen, Agreed it's in our own hands. The cream rises to the top the curdle sinks to the bottom.

Posted by Steve Loynd, 800-926-5653, White Mountains NH ( Alpine Lakes Real Estate Inc., ) almost 11 years ago

Richard:  It is good business sense to make the most of our time and money. I understand why some agents don't make Rain because it's tough if you do it right. The copier doesn't give you any lip back when you hit the button.

Missy:  None of us can be making Rain all the time. A couple of diversions here and there help to keep your sanity.  I don't believe in ghost writing either.

Kristal:  Short and sweet and to the point.  It's such an easy concept why don't some agents get it.

Kristen:  There's a lot of great ideas on Active Rain.  It's great to be able to give a little back because I take so much.

Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) almost 11 years ago

Love your idea!!  Rainmakers do make the most of their business.  I fully agree that the high return portion of our job is what we should be concentrating on. Thanks Richard!!

Posted by Kathy Knight, BROKER, ABR, CRS, GRI, SFR, SRES (Intracoastal Realty Corp) almost 11 years ago

Great post and great inspiration !  I love being the rainmaker : ) .  Our site is doing quite well, but we have to be on our folks to keep it strong and keep the traffic going.  We also just launched a new site just yesterday just for investors.  We have an assistant who helps with some of our lead generation as well.   Gotta keep being active !

Posted by The Somers Team, Real People. Real Dreams. Real Estate. (The Somers Team at RE/MAX Access) almost 11 years ago

Richard, good post and right on target. It's been said tat if you don't have an assistant you are one. I like to be face to face all day and If not well you will catch n the course.

Posted by Charles Stallions, 800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl. (Charles Stallions Real Estate Services ) almost 11 years ago

We have to work harder today than we did yesterday. Its the only way its going to work for us as well as our clients!! Great post.......


Posted by Stacey Pierce (Licensed Real Estate Salesperson) almost 11 years ago

Great post. It's all about internet marketing. I was actually at a seminar today all about technology. I will be doing a post about it tomorrow. I beleive there's one in Annapolis on Thurs. You should check it out for the stats alone.

Posted by Adriana Steel (WC & AN Miller Realtors (A Long & Foster Co)) almost 11 years ago

Great reminder, Richard.  Do what you do best and hire the rest.  Those little tasks can sometimes creep up on us and threaten to take over!

Posted by Heather Goodwin, GoodWin Team Realty (Licensed by the Louisiana Real Estate Commission) almost 11 years ago

Priorities get lost. Your point is well made.



Posted by Richard Byron Smith, NMLS #184479, Mortgage Loan Officer (Mortgage Loan Officer, Fairway Independent Mortgage Corporation NMLS #2289) almost 11 years ago

Richard ... wow, very, very well said!  I'm in the process of re-doing my website with SEO in mind ... it needs to work for me 24/7.  Thanks again!  pippa

Posted by Pippa Mac, The Woodlands TX Real Estate (Chevaux Group Realtor, The Woodlands and Spring) almost 11 years ago

Very well said!  I'm a firm believer in delegating the tasks that aren't directly producing income.  It's not always easy or cheap, but in the long run you have to do what you're good at and what brings home the bacon. 

Posted by Ryan Hukill - Edmond, Realtor, Team Lead (ShowMeOKC Real Estate Pros of KW Elite) almost 11 years ago

You are what you don't hire.  But, there a many ways people make money in this business, there is not one way.  All we can each do is take care of ourself and help others by sharing.

Posted by Robert Machado, CPM MPM - Property Manager and Property Management (HomePointe Property Management, CRMC) almost 11 years ago

Richard.. a great post you have here.. you have said it all... Great job

Posted by Roland Woodworth, Q Realty - Power In Real Estate (Q Realty) almost 11 years ago

Richard - Very good post and something we should all look at at least once a week right now, I believe!  I like the idea of agents sharing an administrator; we currently do this with our Transaction Coordinator and it works great.  I couldn't do my job any longer with out the use of a Transaction coordinator.

Posted by Lori Mode, Real Estate Made Simple (Keller Williams Realty - Elk Grove, CA Homes for Sale) almost 11 years ago

This is a reminder I needed.  It is something I constantly struggle with and am reminded of by my husband.  Thank you - I needed to hear it again.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) almost 11 years ago

You are right -- we are the rainmaker -- if we do not make the rain then no one does it for us.

Posted by Bob & Carolin Benjamin, East Phoenix Arizona Homes (Benjamin Realty LLC) almost 11 years ago

Filling the pipeline with new prospects is what keeps our business going.  Your "rainmaker list" is a great way to enjoy a cloudburst!

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) almost 11 years ago

Realtor - Jack of all trades!

Posted by Adam Anderson (Northwood Realty) almost 11 years ago

I am working hard to learn what I need to know here in the Active Rain Community.  I have learned so much and have so much more to learn.  Thanks for the post.

Posted by Marlene Pellegrini almost 11 years ago

Great post Richard - we all need to occasionally stop & re-evaluate our priorities and time management for maximum efficiency. 

Posted by Lynn Afton, REALTOR® Near Big Rapids, MI, Mecosta County (Greenridge Realty Oakmont) almost 11 years ago

Great post I really enjoyed the suggestion's on how to focus on generating business and not being bogged down doing everything.

Posted by Phillip Auguste, Broker/Realtor/ARM (A&Z Residential Properties Inc Affiliated with Wilkinson ERA Real Estate) almost 11 years ago

This is great information! It's definitely something I'll keep around for reference in the future!


Posted by Dan Magstadt (Paramount Residential Mortgage Group, Inc) almost 11 years ago

Highly enjoyable post. Very good points. Congrats on the feature. Well deserved!

Posted by LS Rogers Realty (LS Rogers Realty) almost 11 years ago

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