{"id":13386,"date":"2026-05-29T17:47:04","date_gmt":"2026-05-29T17:47:04","guid":{"rendered":"https:\/\/careercollegegroup.com\/realestate\/?page_id=13386"},"modified":"2026-06-26T18:28:16","modified_gmt":"2026-06-26T18:28:16","slug":"webinar-9-how-to-find-real-estate-clients","status":"publish","type":"page","link":"https:\/\/careercollegegroup.com\/realestate\/how-to-find-real-estate-clients\/","title":{"rendered":"Webinar 9 – How To Find Real Estate Clients"},"content":{"rendered":"\t\t
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\n\t\t\t\t\t\r\n\r\n\r\n\r\n\r\nWebinar: How To Find Real Estate Clients | Career College Group<\/title>\r\n<meta name=\"description\" content=\"Watch Career College Group's webinar on how to find real estate clients through relationships, referrals, farming, open houses, social media, prospecting and consistent follow-up.\">\r\n<link rel=\"canonical\" href=\"https:\/\/careercollegegroup.com\/realestate\/how-to-find-real-estate-clients\/\">\r\n<style>\r\n:root {\r\n --navy:#0f6eff;\r\n --blue:#0f6eff;\r\n --light:#eef6fa;\r\n --gold:#e6a52f;\r\n --ink:#24313a;\r\n --muted:#65747f;\r\n --line:#d9e3e8;\r\n --white:#ffffff;\r\n}\r\n* { box-sizing:border-box; }\r\nhtml { scroll-behavior:smooth; }\r\nbody {\r\n margin:0;\r\n color:var(--ink);\r\n background:#f6f8f9;\r\n font-family:Arial, Helvetica, sans-serif;\r\n line-height:1.7;\r\n}\r\na { color:var(--blue); }\r\n.hero { background:#0f6eff; color:white; }\r\n.hero-inner {\r\n max-width:1160px;\r\n margin:auto;\r\n padding:64px 24px 58px;\r\n display:grid;\r\n grid-template-columns:minmax(0, 1.35fr) minmax(260px, .65fr);\r\n gap:48px;\r\n align-items:center;\r\n}\r\n.eyebrow {\r\n display:inline-block;\r\n margin-bottom:12px;\r\n color:#c9ecff;\r\n font-weight:800;\r\n font-size:.82rem;\r\n letter-spacing:.12em;\r\n text-transform:uppercase;\r\n}\r\nh1 {\r\n margin:0 0 18px;\r\n max-width:850px;\r\n font-size:clamp(2.15rem, 5vw, 4.3rem);\r\n line-height:1.06;\r\n letter-spacing:-.035em;\r\n}\r\n.hero p {\r\n max-width:760px;\r\n margin:0 0 24px;\r\n font-size:1.1rem;\r\n color:#edf7fb;\r\n}\r\n.button-row { display:flex; 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font-size:.85rem; }\r\n.transcript-section p { margin:0 0 1.15em; }\r\n.sidebar { position:sticky; top:22px; }\r\n.sidebar-card { padding:23px; margin-bottom:20px; }\r\n.sidebar-card h2 { font-size:1.12rem; color:var(--navy); margin:0 0 14px; }\r\n.toc a {\r\n display:grid;\r\n grid-template-columns:44px 1fr;\r\n gap:8px;\r\n padding:10px 0;\r\n border-top:1px solid var(--line);\r\n text-decoration:none;\r\n font-size:.91rem;\r\n line-height:1.35;\r\n color:#0f6eff;\r\n}\r\n.toc a:first-child { border-top:0; }\r\n.toc span { color:var(--muted); font-size:.78rem; padding-top:2px; }\r\n.sidebar-cta { background:var(--navy); color:white; }\r\n.sidebar-cta h2 { color:white; }\r\n.sidebar-cta p { color:#deedf4; }\r\n.sidebar-cta .button { width:100%; background:var(--gold); color:#172633; }\r\n@media (max-width:900px) {\r\n .hero-inner, .layout { grid-template-columns:1fr; }\r\n .presenter-card { max-width:520px; }\r\n .sidebar { position:static; }\r\n}\r\n@media (max-width:620px) {\r\n .fullscreen-tip { grid-template-columns:46px 1fr; padding:14px; }\r\n .fullscreen-icon { width:42px; height:42px; }\r\n .fullscreen-icon svg { width:26px; height:26px; }\r\n .presenter-bio-grid { grid-template-columns:1fr; }\r\n .presenter-bio-grid img { width:120px; }\r\n .hero-inner { padding-top:44px; }\r\n .key-points { grid-template-columns:1fr; }\r\n .main-card { padding:23px 19px; }\r\n .section-heading { display:block; }\r\n .back-link { display:inline-block; margin-top:8px; }\r\n}\r\n<\/style>\r\n<\/head>\r\n<body id=\"top\">\r\n\r\n<section class=\"hero\">\r\n <div class=\"hero-inner\">\r\n <div>\r\n <span class=\"eyebrow\">Complete Webinar & Transcript<\/span>\r\n <h1>Webinar: How To Find Real Estate Clients<\/h1>\r\n <p>Learn practical ways to build a client pipeline through your network, referrals, neighborhood farming, open houses, digital visibility and consistent follow-up.<\/p>\r\n <div class=\"button-row\">\r\n <a class=\"button primary\" href=\"#webinar-video\">Watch the Webinar<\/a>\r\n <a class=\"button primary\" href=\"#transcript\">Read the Transcript<\/a>\r\n <\/div>\r\n <\/div>\r\n <aside class=\"presenter-card\">\r\n <img decoding=\"async\" class=\"presenter-photo lazyload\" data-src=\"https:\/\/careercollegegroup.com\/realestate\/wp-content\/uploads\/2025\/06\/sameer.jpg\" alt=\"Sameer Amini, Lead Facilitator at Career College Group\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 800px; --smush-placeholder-aspect-ratio: 800\/838;\">\r\n <h2>Presented by Sameer Amini<\/h2>\r\n <p class=\"presenter-title\">Lead Facilitator, Career College Group<\/p>\r\n <p>Sameer brings more than 12 years of experience in real estate operations, brokerage leadership, compliance, training and mentorship. His background includes serving as a Broker of Record, Director of Operations and facilitator, with experience supporting both residential and commercial professionals across Ontario.<\/p>\r\n <\/aside>\r\n <\/div>\r\n<\/section>\r\n\r\n<div class=\"notice-wrap\">\r\n <div class=\"notice\">\r\n <strong>Watch or read at your convenience.<\/strong> Closed captions are available in the embedded video player below. The complete written transcript follows in an accessible, searchable format.\r\n <\/div>\r\n<\/div>\r\n\r\n<div class=\"layout\">\r\n <main class=\"main-card\">\r\n <section class=\"intro\">\r\n <h2>About This Webinar<\/h2>\r\n <p>In this webinar, Sameer Amini explains how new and developing real estate professionals can begin building a reliable client pipeline. He starts with the relationships agents already have and shows how organized, consistent communication can turn a personal network into a long-term source of conversations, referrals and opportunities.<\/p>\r\n <p>The session also explores neighborhood farming, open houses, digital visibility, social media, direct prospecting, lead tracking and CRM use. Throughout the webinar, Sameer emphasizes patience, follow-up and the importance of measuring activity rather than expecting immediate results from every outreach effort.<\/p>\r\n\r\n <div class=\"key-points\" aria-label=\"What you will learn\">\r\n <div class=\"key-point\">How to begin with your existing network and generate referrals<\/div>\r\n <div class=\"key-point\">How farming and open houses create local visibility<\/div>\r\n <div class=\"key-point\">How social media and prospecting support lead generation<\/div>\r\n <div class=\"key-point\">How follow-up systems and CRM habits keep opportunities moving<\/div>\r\n <\/div>\r\n <\/section>\r\n\r\n <section class=\"video-section\" id=\"webinar-video\" aria-labelledby=\"video-heading\">\r\n <div class=\"section-kicker\">Watch the Recording<\/div>\r\n <h2 id=\"video-heading\">Webinar: How To Find Real Estate Clients<\/h2>\r\n <p>Watch the complete webinar below. Closed captions are available in the Vimeo player, and the formatted transcript begins immediately afterward.<\/p>\r\n\r\n <div class=\"fullscreen-tip\" role=\"note\" aria-label=\"Full-screen viewing instructions\">\r\n <div class=\"fullscreen-icon\" aria-hidden=\"true\">\r\n <svg viewBox=\"0 0 48 48\" role=\"img\">\r\n <path d=\"M8 19V8h11M29 8h11v11M40 29v11H29M19 40H8V29\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"4\" stroke-linecap=\"round\" stroke-linejoin=\"round\"\/>\r\n <\/svg>\r\n <\/div>\r\n <div>\r\n <strong>For the best viewing experience, open the video full screen.<\/strong>\r\n <span>Start the video, then select the full-screen icon in the lower-right corner of the Vimeo player.<\/span>\r\n <\/div>\r\n <\/div>\r\n\r\n <div class=\"video-frame\">\r\n <iframe\r\n data-src=\"https:\/\/player.vimeo.com\/video\/1196715424?badge=0&autopause=0&player_id=0&app_id=58479\"\r\n frameborder=\"0\"\r\n allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media; web-share\"\r\n referrerpolicy=\"strict-origin-when-cross-origin\"\r\n title=\"How To Find Real Estate Clients\"\r\n allowfullscreen src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\">\r\n <\/iframe>\r\n <\/div>\r\n <\/section>\r\n\r\n <section class=\"presenter-bio-full\" aria-labelledby=\"about-sameer\">\r\n <div class=\"presenter-bio-grid\">\r\n <img decoding=\"async\" data-src=\"https:\/\/careercollegegroup.com\/realestate\/wp-content\/uploads\/2025\/06\/sameer.jpg\" alt=\"\" aria-hidden=\"true\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" style=\"--smush-placeholder-width: 800px; --smush-placeholder-aspect-ratio: 800\/838;\">\r\n <div>\r\n <div class=\"section-kicker\">About the Presenter<\/div>\r\n <h2 id=\"about-sameer\">Sameer Amini<\/h2>\r\n <p>Sameer Amini is Career College Group\u2019s Lead Facilitator and an experienced real estate operations and education professional. Over more than 12 years in the industry, he has worked across brokerage management, compliance, agent development, residential and commercial real estate, and luxury brokerage operations.<\/p>\r\n <p>His leadership experience includes serving as a Broker of Record and Director of Operations, developing training and compliance systems, and mentoring agents, teams and brokerage owners. He also spent nearly five years facilitating and supporting learners and educators at Humber College before continuing that work with Career College Group.<\/p>\r\n <p>Sameer\u2019s teaching combines practical industry knowledge with a strong focus on mentorship, professional judgment and the skills learners need to move confidently from coursework into the field.<\/p>\r\n <\/div>\r\n <\/div>\r\n <\/section>\r\n\r\n <div class=\"transcript-note\" id=\"transcript\">\r\n <strong>Editorial note:<\/strong> This transcript has been lightly formatted for readability. Headings and paragraph breaks have been added, obvious transcription errors have been corrected, and industry terminology has been standardized while preserving the substance and intent of the original presentation.\r\n <\/div>\r\n\r\n\r\n <section class=\"transcript-section\" id=\"welcome-and-the-reality-of-finding-clients\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">00:00<\/span>\r\n <h2>Welcome and the Reality of Finding Clients<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> Hey, welcome everyone, and thank you for joining today's session. I really appreciate you being here. Before we get into the content, let me tell you who this is for. If you're currently in Career College Group real estate program, this session is going to fit right into what we're working on together. If you are a future student, someone exploring whether this career is right for you, this is going to give you a real look at what the day-to-day reality of building a real estate business actually looks like. Not the polished version, the very honest version. A little bit about me. I've been into real estate now for about 12 years as a broker, broker of record, educator, trainer.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> I've worn many hats. The one question that I get asked almost always from experienced and new agents is, "How do I find clients?" Because you all know you're getting into a commission-based business, so where does this business really come from? How do I get started? That is what we're going to spend the next 30 to 45 minutes. Not theory, hopefully not a generic marketing lecture, unless I'm making sure that's not the case. We're going to talk about where the real clients actually come from in real life, with real people, in a real week. And by the time we're done, I hope, and I want you walking away with a completely different way of seeing the business that is around you every single day.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Let's get into it. So here's a bit of a roadmap for the webinar. I want to challenge how you think about the word opportunity, because most agents, especially newer agents, have a definition of opportunity that quietly works against them. They define it wrong, and that one mistake costs them deals they never even knew they could have had. Second, we're going to walk through five environments where real client business actually starts. Not five marketing tactics, not five platforms to post on, but five categories of places and moments where conversations naturally start and trust naturally forms. These are the places where business is hiding in plain sight. Believe it or not, folks, the training you're about to get today, or the webinar, the content you're hearing today, is some of the highest quality of refined information of 12 years of my career that I'm putting into this webinar.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> And this is the level of education and quality that we put in the top brokerages for a lot of real estate agents that are experienced, that still take a lot of benefit from this information. So again, five categories of places and moments where conversations naturally start, trust naturally forms. These are the places where business is, again, is hiding in plain sight, and we're<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"starting-with-your-existing-network\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">02:30<\/span>\r\n <h2>Starting With Your Existing Network<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> just not able to see it. Now, third, for today's webinar, I'm going to give you a simple framework for what to do when someone gives you a clue, because they'll give you clues. People drop them all the time, and most agents, even the most experienced ones sometimes, either miss them entirely or completely fumble the response. And fourth, I'm going to leave you with a practical plan, something you can actually apply this week. Not a strategy document, but a list of a real simple, repeatable plan. Okay? This is not abstract, so this is what works. So let's start with what most agents ask, and why is it the wrong question to begin with? So the question almost every new agent asks me, and probably the question many of you have asked yourselves, is this thumb version of: Where do I find leads? Where do I find clients?<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Feels like the right question. It feels practical. It feels like the question a serious person who's taking their business seriously should be asking. But it is not, and here's why. The word lead already assumes a few things. It assumes that the person is ready. It assumes that the person knows what they want and that they need help. It assumes that that person is right now looking, right? How many of you, again, have heard the idea of, "I'm going to join a brokerage," or, "I'm going to join an office that's going to give me leads." So by the time someone fits that description of they're ready, that they're already looking, to me, things would have already happened, okay?<\/p>\r\n <p><strong>Sameer Amini:<\/strong> A lead, they have already started thinking about real estate weeks ago or months ago. They have already started forming impressions of agents in their own world, and very often, they have already started talking to one. So somebody else got there first. So if you build your whole business around, "I'm going to chase leads," you're constantly arriving at the table after the seats have already been taken. You're working twice as hard for, I would say, leftovers, and you wonder why nothing is converting. The better question is the one that actually changes this whole career for many, many agents. The question should be: Where do conversations begin? Because business almost always starts long before someone decides to be a lead or someone becomes a lead in our definition. It starts in a casual conversation.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> It starts in a moment of stress, or it might start in a comment at a dinner. It starts in a question someone is privately turning over in their head. Your job is not to chase the finished lead. Your job is to be present where that business begins, where that thought is there, or the conversation is about to begin. So let's reframe what opportunity actually means, okay? The old definition, the one most agents carry around without questioning, is that opportunity equals a form filled out online or a referral phone call or a direct request for help.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"building-and-organizing-a-contact-database\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">05:30<\/span>\r\n <h2>Building and Organizing a Contact Database<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> That is opportunity at its most obvious, most public, and most competitive stage. Everyone sees that opportunity. Everyone goes after that opportunity. Margins are thin, competition is fierce, and you're one of the dozen names, by the way, being considered. The real definition is much broader than that. Opportunity is repeated exposure in environments where, again, those trusts are being formed. Read the line with me again. Opportunity is repeated exposure in environments where trust is being formed.It is not one magical event. It is not one referral falling from the sky. It is someone seeing you more than once. It's someone recognizing your face. It is someone noticing that you are calm, informed, helpful, that you actually know what's happening in the neighborhood, that you know what the house on this street has sold for, that you can answer a casual question without making them feel pitched.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> It is someone slowly, over the weeks or months, associating you with credibility before they ever consider needing you. And then one day, when they do need you, your name is the first thing that's on their mind. That is opportunity. That is what we're actually building. If you only recognize business once it becomes obvious to the rest of the world, you're often too late. Here's the mindset shift, by the way, I want every single one of you to hopefully take today. A passive agent moves through their week without really noticing anything. They go to the same coffee shop, the same gym, same school pick-up, same community center, grocery stores. They see the same faces. They hear people talk about their houses, condo boards, rent going up, landlord renovations, kids, parents' health.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Their commute is so long. They hear all of it. They do nothing with it. None of it registers. An intentional agent walks through that exact same week, same neighborhood, same everything that I mentioned. But the intentional agent is paying attention. They are noticing. They are so present, they're picking up small clues, and they are letting themselves be known in those rooms. In both scenarios, you have two agents, same city, same hours, but totally, completely different outcomes. I'll give you the example I always do with students, and I want you to, again, really go with this. How many red cars did you see on your way today, wherever you were going from the morning?<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Most of you probably don't know. You drove today, you walked today, you commuted today, and red cars were everywhere, and they did not register because you were not looking out for them.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"staying-in-touch-without-sounding-salesy\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">08:30<\/span>\r\n <h2>Staying in Touch Without Sounding Salesy<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> But if I told you right now that tomorrow, when you drive to work or whenever you need to get somewhere, I want you to count every red car that you see. You would come back and give me an exact number, because once your attention shifts, you start seeing what was always already there, that was just passing by. So that is the difference between passive and intentional. It is not effort. It is not extra hours. It is just shifting your mentality and your focus. So, if the business begins in environments where people are already talking, we need to be very specific about what those environments actually are, then. They're not all the same. They do not all work the same way, and they do not all require the same approach from you.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So there are five of them, okay? We're going to walk through each one in detail. I'm sure there are more, but I'm focusing on five here today. Number one, everyday environments, the places you already go in your normal life. Okay? Number two, community anchors, the places people gather around belonging, learning, service, and shared identity. Okay, good. Number three, you have transaction-adjacent environments, places where real estate is not the official purpose, but it is in the air. Number four are your digital communities, the online spaces where conversations are already happening in real time. And then number five are situational moments. These are not places at all. These are the conversations and the clues that show up every day in your life, often where you least expect them.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> For each one, I'm going to tell you three things, what it is, why it works, and how you should actually show up in it. Because each environment requires a slightly different posture, and getting that posture wrong is one of the most common reasons agents fail in these spaces. Are you all ready? Let's go. Environment number one, your everyday environments. These are the places you already go to in your normal life. I'm talking about the gym, the fitness class, the caf\u00e9 shop that you might go to three times a week, four times a week. The dog park, if you have a dog. Your walking route. If you have kids, the park they play in, the rinks they skate in, the fields where their games are at.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Your condo lobby, your elevator, your salon, barber, the car wash you visit on Saturdays. See, the grocery store that you go to every week. Why does this matter so much? Because these environments are built on one thing that you cannot manufacture anywhere else, and that is repetition. The same people keep showing up week after week. You start seeing familiar faces. They start seeing you. And because they're ordinary, casual places, not a formal business setting, people are not guarded. They are not in negotiation mode. They are not protecting themselves against anything.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"referrals-relationships-and-follow-up\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">11:30<\/span>\r\n <h2>Referrals, Relationships and Follow-Up<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> They speak casually. They drop little details about where they live, what building they're in, what area they like, what schools their kids go to, what their commute is, what they're renovating, or maybe what is annoying them right now about their living situation, about their landlord, maybe. These comments are not formal leads. Nobody at the gym is going to say, "Hi, by the way, I'd like to sell my house." But what they are saying is full of clues, clues about timing, frustration, life stage, motivation. And clues are gold if you're the person paying attention. Remember the red car example I gave you.The agent who notices these clues in everyday life ends up with the conversations that the agent waiting for the leads never gets to have.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So again, point being, be there early when the conversations are about to happen or are happening, not when they have gone later in that stage and then becomes a lead in an online form later. Now, here's where the agents get this wrong. They hear me talk about the gym, and they think, "Great, I'm going to go to the gym tomorrow, and I'm going to start prospecting." Folks, please don't do that, okay? That is the fastest way to make people avoid you. The minute you walk into sales energy and you bring that energy, people are going to sense it. They're going to smell it. They pull back. They're going to stop being themselves around you, and you actually make yourself less effective and not more.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> The point is not to walk into your gym and start hunting. The point is to stop being invisible in the places you already are, and that is a huge difference. So how do you do that? Be warm, be observant, be socially present, make eye contact, smile at familiar faces, ask normal human questions. "Do you live nearby? How long, by the way, have you been coming to the gym? By the way, I see you in here all the time. My name is Sameer. What's your name? Do you like your building? Have you always been living around here? How close are you to the gym?" You see, you're just asking normal questions. These are not sales questions.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> They're just, again, normal questions. So someone might answer, "Actually, I'm kind of over my building." That's a clue. Or, "We've been thinking about moving closer to my kids' school." Another clue. Or they could say, "My partner and I are trying to figure out what to do. Our condo's just too small right now." Another big clue. Your job in those moments is not to close them. Your job is to acknowledge what they just said, ask one more natural question, and let the relationship continue developing. And over the next few weeks, you become the person they know. And when the timing changes, your name is the one that they're going to call.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Remember, it's not like you're seeing them only once. These are people you're going to see, again, recurringly, week by week.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"farming-a-neighborhood-or-community\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">14:30<\/span>\r\n <h2>Farming a Neighborhood or Community<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> So these relationship-building chances and opportunities, they do take some time, and they do take a few times of conversations until it builds into something. Let's talk about community anchors. So these are places built around, again, as I said, belonging, service, learning. Community centers. Think of libraries. Think of workshops, religious spaces, cultural associations, charity events, local clubs, volunteer organizations, neighborhood meetings, block parties. Why are these so powerful? Because trust is already in the room in these places. People who show up to these spaces show up with a different energy than people in your everyday environment. They're not rushing the way they would be in a busy coffee shop. They're not as guarded as they would be at work.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> There is a sense of shared identity, shared values, local belonging, because you're both in that same neighborhood. People have actively chosen to be in these events. They're actively choosing to be in that library at that library event. And because of that, the conversations can go so deep. And people talk about their real life all the time. They love to talk about it. They talk about family changes, aging parents, kids leaving home, kids coming home, downsizing, affordability. All of these are clues. This matters more than I can express because real estate decisions are almost never just about property. They're about a life change, a new baby, a divorce, a job relocation, a parent moving in, an empty nest, an estate, a second income, the loss of one.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Community anchors are exactly the kind of places where those life changes get talked about out loud, often before the person has even decided what they want to do with them or about it. The benefit to you, the agent, is that you do not just look like another agent in their phone. You start to look like part of the community itself, and that changes everything. I want you to, again, think about you being at a library event, at a community center, at religious spaces in that community, at workshops that are happening locally. And you are there recurringly every month, every two, three weeks, whenever they happen. So just imagine how that compounds over time.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Now, how to show up. If you walk into a community center and your only goal is to find a client, again, people are going to feel it. Immediately, people are very good at reading intent, even when they cannot articulate why. They may not never tell you, but they know when someone is there to be part of the community and when someone is there just to take from it. The moment they sense extraction, trust me, the conversation closes. The guards are up. So lead with involvement. Show up, help out,<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"open-houses-as-a-client-building-opportunity\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">17:30<\/span>\r\n <h2>Open Houses as a Client-Building Opportunity<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> volunteer, bring something, sponsor something small. Be a face that people associate with that community in a positive, recognizable, very helpful way. If it's a religious event, maybe sponsor one of the events. See if you can, and how can you be part of it? When you do that, something powerful happens. You stop being another agent in someone's contacts. You actually become a known person in a trusted setting. The speed of trust completely changes. People do not need to verify you the same way they would a stranger that knocked on their door for door knocking because the room itself has already verified you. That community context becomes the introduction. It's so much easier to break ice in these spaces.The questions you ask in these spaces must stay simple and natural. Do you live around here? How far are you from this community? How long have you been part of this community?<\/p>\r\n <p><strong>Sameer Amini:<\/strong> What brought you out today? Have you been coming to these events for a while? We haven't met before. What got you involved in this group? Again, just natural, local, no pitch, no business card unless someone asks. Because remember, if you think about any conversation you have with someone that you meet in any of these spaces, the question of, "So what do you do for a living?" will always come up, and that's going to be the only chance for you to, in a very quick way, let them know who you are and what you do. Okay? So after a few months of consistent, genuine presence in that community space, somebody comes to you, not because you sold them, not because they remembered you. They saw you, they knew you. And when their timing changes and something with real estate becomes a need in their life, your name becomes the obvious one to go to.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Okay, so environment number three, transaction-adjacent environments. So these are places where real estate is not the official purpose of being there. It is very much in the air, though. The topic is already present. The conversation has already started. People are kind of already thinking something close to what you do. I'm talking about, for example, think of a mortgage seminar. And by the way, folks, please take notes on all these places I'm naming. I want you to take notes because when you start your career in real estate, these are all the places you're going to want to head. Broker open houses on the weekend, builder sales center, and presentations, pre-construction launches, home improvement stores, design and renovation showrooms.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> There's a lot of events in Toronto that happens that is all around design and renovations. Real estate investment meetups. Go to Eventbrite. You'll be surprised how many events happen around real estate, around homes, around pre-construction. First-time buyer workshops that you can host at libraries or banks or the same community centers that you've been going to. Again, all these spaces, again, of a mortgage seminar. Why these spaces are so valuable comes down to one thing.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"digital-presence-social-media-and-content\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">20:30<\/span>\r\n <h2>Digital Presence, Social Media and Content<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> The barrier to real estate conversation is much lower here than anywhere else. You're not introducing the topic from cold starts. The person walking through that builder sales center on a Saturday afternoon is already thinking about buying. The person sitting in a mortgage seminar that you're the real estate agent in that seminar is already wrestling with affordability. Okay? These are not random people. These are people whose minds are already on something related to property, money, or housing. So now that does not mean they're buying today. It just means that the topic is active in their mind. And when the topic is active, the smallest helpful comment from you can land very heavily. The smallest useful question can build so much credibility, and the smallest piece of clear information can position you as the agent worth remembering. And people, by the way, label you when they meet you. And you want to walk away from those conversations with the label in their mind about you that you are very helpful, and you have a lot of information.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> These conversations are often more qualified than anything you'll get from a cold flyer or a random Facebook ad because the people in them have already self-selected into being interested. Your job is just to be present, informed, and helpful. So I want to spend a moment on a specific transaction-adjacent opportunity that very few new agents take advantage of and is one of the best ones available to you. Let me walk you through it, okay? You see, most of the major Canadian, and again, folks, please take a note on this, majority of agents in the business today don't understand this one. If you do and you come out doing this, you're already ahead of the game.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So most major Canadian banks, by the way, run something called a REALTOR\u00ae Day. The exact name is going to be slightly different between the bank, but the format is very similar across a bit. Let's think of an RBC bank, okay, for an example. Step one, what I want you to do is call and speak to a mortgage advisor at that local branch. Treat it as a real two-way relationship. Go get coffee, go make a relationship, and say, "Look, I'm just starting this business. I have a lot of potential. I want to have a mortgage advisor in my contacts, and I want to build a relationship." Refer clients to them whenever it makes sense.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Be useful to them at first. Don't treat them like a vending machine. So again, step one, build a genuine relationship. Step two, once that relationship is real after a few months or even after a few weeks of genuine connection, you can ask them if you can be hosted at a branch on one of these designated days. You set up a table on these REALTOR\u00ae Days right there in the branch. You pull up a banner about you, some informational pieces on that table, maybe a giveaway, and you have a natural conversation<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"prospecting-methods-and-consistent-outreach\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">23:30<\/span>\r\n <h2>Prospecting Methods and Consistent Outreach<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> with people walking into the bank that day. They can get information from you. You can say, "Hey, you know what? I'm giving free home evaluations to whoever picks up one of these." Step three, this is where it gets really powerful. Because again, when people are inside a bank, they're already thinking about money, mortgages, financing, debt, savings, all of this. When they see you presented inside the bank, alongside the bank's signage with the bank's blessing, they associate you with the bank's credibility. You inherit some of that trust just by being in that environment. Now, compound that with you being at the community events, with every other point that we made before. You've been present, and now they see you here also at the bank. Just imagine the compound effect of that.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So in return, when you have a client who needs a mortgage-You can send the referral to the advisor. Both of you are winning, and you become recognizable in the community because now that same community is seeing you in their bank. So this one tactic alone, by the way, has built so many careers. It costs you almost nothing. And the bank, there's no fee for this. And it puts you in front of qualified people in a setting where trust does not need to be earned from scratch. So that's a huge secret today that you're getting from the webinar, and I'm glad you are. Let's talk about number four, digital communities. I want to be really clear about what I mean here, because this is not the same as social media in general.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> I'm not telling you to post listings on Instagram. I'm not going to tell you for number four to do daily TikToks. That's a whole separate conversation. What I am talking about specifically is online spaces that function like real communities. Neighborhood Facebook groups. I'm sure you're part of one of them. If you're not, please go to Facebook Group. The neighborhood you live in, there's most likely a Facebook group for that neighborhood. Think of building in condo groups, school parent groups, WhatsApp groups in the area, Telegram groups, local subreddits, local online forums. Believe it or not, if you're on Discord, there are Discord groups for specific neighborhoods that people talk at, and I'm actually part of one of them, and I've gotten two, three deals out of them.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Why these matter is actually pretty interesting, because people speak more openly online than they do in person. Think about it. The same person who would never tell a stranger at a caf\u00e9 that they are frustrated with their landlord will happily write a long, detailed post about it on Facebook. That same person who would never complain about their building manager in real life will leave a paragraph about it online. People ask real questions, they complain openly, and they request recommendations, debate prices, share opinions, and reveal real frustrations in these spaces in a way they almost never do face-to-face.<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"tracking-leads-and-using-a-crm\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">26:30<\/span>\r\n <h2>Tracking Leads and Using a CRM<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> So if you're paying attention and you are seeing real needs in real time, you are seeing exactly what is bothering people in your area, what they're confused about, what they wish they understood, what they would pay to have help with. That is incredibly valuable information. The benefit to you is that you can be visible at scale in a local way. While you're still sounding helpful and human, you can be in front of hundreds of thousands of people in your farm area without ever paying for advertising. And by the way, when I say farm area, I mean an area or community that you have picked to do all of these things in.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Even if you have to send flyers on top of everything we've talked about, you're doing all of it in one specific area. That's what we call a farm area. So again, the wrong way of how you approach the online communities and what you respond, kills reputation faster than almost anything else, because whatever you say online, it gets set in stone from you. So here's what kills you exactly. Posting like an ad, showing up with a profile picture of your headshot and a logo of your business, posting your listings every single week, commenting, "Everyone DM me," on every question, making every post about your business. People will tune out instantly. In these group settings, they will often, by the way, remove you.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> And even when they do not, your reputation in that group becomes a quiet liability instead of an asset. Here's what works. Think about how to contribute. Comment helpfully. Answer the questions clearly. Add useful local insight. Be respectful, be informed, be the person who actually knows the neighborhood and they're willing to share that knowledge without expecting something in return. Maybe the first few weeks you join that group, you say nothing about your business, and all you do is you just be helpful. Or when someone asks, "Does anyone know the average price of a two-bedroom in the building?" You give them a clear, helpful answer. You don't pitch your services. You don't ask them to DM you. You just answer.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Just do that week after week. And here's what most people do not realize about these groups. The vast majority of members in these groups are usually silent. They are reading, watching, quietly forming impressions of who's helpful, who knows what they're talking about, and everyone's labeling everyone, and who is generous with information, or who is just here to sell something. They're not going to message you today. But when their timing changes or when a friend asks them for something, again, your name is going to come up. I know an agent here in Toronto who built a huge piece of their business through Reddit. They never sold on Reddit. They just answered questions thoughtfully, week after<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"confidence-patience-and-measuring-progress\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">29:30<\/span>\r\n <h2>Confidence, Patience and Measuring Progress<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> week, for years. People knew them as someone who actually understood the market, and the business just followed. That is the power of showing up correctly in digital spaces. Slow, consistent, useful presence beats loud advertising every single time. And number five, situational moments. Think of weddings, birthday parties, family dinners, holiday gatherings, school pickups, a friend's barbecue, a neighbor stopping you on the sidewalk, a casual coffee with someone you have not seen in a while, your cousin's graduation, your kid's soccer game. These are missed constantly because the setting does not look professional. There's no name tag. There's no networking event banner. There's no agenda. So no agents drop their attention and tune out of every conversation.And those conversations in these spaces are some of the most honest conversations you'll get.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Because people in these environments are relaxed. They are with people they trust. They speak truthfully. They're not performing. They're not negotiating. They're just talking. And what do they talk about? Listen to this. Someone says, "Our place is getting really tight lately." "My landlord is driving me crazy." "We've been thinking about moving, but I don't know. I don't know if it's the right time." "My parents are getting older, and I'm trying to figure out what to do." "We're paying too much in rent." "The commute is killing me." You see, I'm just giving you examples of clues because every single one of those sentences is real estate. They're sitting right in front of you. None of them sound like a lead.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> All of them, however, are openings. The difference between, again, the agent who catches them and the agent who misses them is simply, believe it or not, just paying attention. So what do you actually do when you hear one of those clues? This is where most agents either freeze or get too aggressive. Both reactions, by the way, kill the moment, and both happen for understandable reasons. So the agent who freezes is usually thinking, "I don't want to be that pushy real estate agent at the family dinner." So they say nothing. They let the comment pass. They move on. Opportunity is lost. The agent who gets aggressive jumps in immediately. "Oh, interesting. Oh, by the way, I'm a REALTOR\u00ae.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Let me send you the market evaluation. You should sell now." Or, "Let me grab your phone number." They can turn a casual moment into a sales pitch very quickly, and the person they're talking to instantly puts up a wall. Again, they may not show you the wall, they may not tell you about the wall, but they instantly put up a wall. Neither one works, so here's a simple three-step framework that works every single time. You ready to take notes? Step one, acknowledge. Say something in return, okay? "That sounds frustrating." "That sounds<\/p>\r\n <\/section>\r\n\r\n <section class=\"transcript-section\" id=\"q-a-and-practical-next-steps\">\r\n <div class=\"section-heading\">\r\n <div>\r\n <span class=\"timestamp\">32:30<\/span>\r\n <h2>Q&A and Practical Next Steps<\/h2>\r\n <\/div>\r\n <a href=\"#top\" class=\"back-link\">Back to top<\/a>\r\n <\/div>\r\n <p><strong>Sameer Amini:<\/strong> like a lot." "Sounds like a big picture." What you're doing by acknowledging is you're signaling empathy. It tells the person you actually heard them. It is not real estate yet. You're just being human. Step two, ask one follow-up question or ask one question. "By the way, how long has that been going on?" "How long have you been thinking about it?" "What is the hardest part of it?" "What are you considering at this point?" These questions give the person the room to keep talking, and they reveal more context naturally because you're asking questions to dig deeper. Step three, you want to stay curious. Don't pitch. Do not pull out your business card. Do not become a salesperson in that moment.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Just keep listening. Let them keep talking. Let them feel heard. If you do just these three things consistently, you are not forcing anything. You are recognizing an opportunity and giving it room to grow. That is what successful agents actually do. They do not manufacture openings out of thin air. They just notice the openings that are already happening, and they simply respond to them like a thoughtful human being. Okay, here's the FORD method. Okay? This is one framework that pairs perfectly with everything we've talked about. It is a tool that helps you carry almost any conversation in almost any setting in a way that feels natural. So let's take F for friends.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> "Who do you know here? Do you have any family in the area? Did anyone bring you to this event? Are you from around here originally?" Questions about social connection. These reveal who is in someone's circle and where their roots are. Think of O for occupation. This will always come up naturally. So when you're talking, again, the always, "So what do you do for a living? How long have you been doing it? How did you get into that field? Do you commute? Do you work from home? Is it hybrid?" You see, these are questions about work. These questions are going to reveal income context, location flexibility, lifestyle constraints, and then often what life stage they're at.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> R is then for recreation. "What do you do for fun? What do you do on the weekends? Have you been on any trips lately?" So again, these are questions about their recreation. These reveal personality, what someone values, where they spend money, and often what kind of neighborhood would actually suit them. And then D is for dreams. "What are you working towards? What's on your plate for this year? What's one thing you're trying to check on your bucket list? Where do you see yourself in five years? What is next for you?" Questions about their goals. Now, as I'm saying these questions, you're not really interviewing someone by asking all these questions back to back.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> These are just hints and clues that pick any one question from the FORD, from each letter, pick just one question and trickle it into the conversation if you can. The letter D, which is for dreams, those questions, they reveal motivation, timeline, and very often the unspoken reasons that they may not have spoken out loud about when they might move. So again, you do not have to ask these in order. You do not need to ask all of them. But these four categories will carry almost any conversation past the surface chit-chat about the weather into the territory where real connections start forming. And every one of these areas eventually surfaces something real estate-related.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Family changes, job changes, lifestyle changes, future plans. Each of these is a potential reason why someone might move. Let's talk specifically about the quality of questions you should ask. So when you're following up with people you already know, your database, your past clients, people who have raised their hand in some way before.Most agents reach out with the same opening line, "Hey, just checking in." Right now, I'm sure some of you that are going through real estate courses or you haven't started. I remember when I was in a restaurant before, while I was doing my courses, a lot of my colleagues knew that I'm studying towards this career, and they all gave me their clues and their hints that, "Oh, my parent might be thinking this." So I would always follow up. Okay?<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So again, the follow-ups should not be, "Hey, by the way, just checking in." Deeper questions sound completely differently. "What has changed for you since we last spoke?" "If you had to move this year, what would that actually look like for you?" "What is the one thing about your current place you just wish you would change?" "What would have to be true for you to seriously consider selling?" So these questions, again, get people to reveal timing. Once you have the timing, you can be so helpful with intention instead of just keeping in touch for the sake of it. Okay, here's a critical rule about timing that I really want you to remember.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Whatever timeline someone gives you in real estate, remember this for the rest of your career, always cut that time in half. If they say zero to three months, that means right now. They are practically a transaction already. If they say three to 12 months, that's actually coming soon. That timeline is almost always going to be accelerated once the conversation goes deeper. If they say, "We're just watching the market," that is later and worth tracking carefully. Do not write that person off. Keep them in your follow-up cycle. And there's a lot more we can talk about how to follow up and what kind of value to provide during your follow-ups. So surface questions reveal nothing.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Deeper questions reveal a lot. And in this business, if you can figure out their timing, timing is everything. So one more thing to point is on language. The way you describe the market, by the way, is in these conversations, when those conversations go in these areas, will shape how clients feel about working with you and how confident they feel making decisions with you. Stop calling it a slow market if it is a slow market. When you read it in the news, when other agents are saying it. Stop calling it a selective market. Same data, same conditions, completely different posture, completely different psychological effect. So a slow market sounds like nothing is happening.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> It sounds like you should sit on your hands and wait. It pushes clients further from making any decision. It tells them, "Nothing to do here. See you in one year." When you talk to clients that way, you just push deals away from yourself. A selective market, if you instead of calling it a slow market, you call it a selective market, this sounds like deals are still there. They're just in different places. It tells the client they need a smart, informed agent to guide them through this. It positions you as a person who can navigate this complexity, not just the person who's going to show up when the market is easy.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So here's the truth where we are right now. Okay? The deals are not gone. They're just distributed differently. Motivated sellers exist in every single market in any condition. Remember, people are getting divorced. People are relocating for work. People are growing their families. People are downsizing. Kids leave home. Estate sales are happening every week. New kids are being born in families. Aging parents. Companies open and close. Schools change. Life never stops. So no matter if it's a bad market, slow market, the transactions are always there. You just have to be the agent who knows how to find them and knows how to talk about the market without scaring those clients. The words you use are part of how you do that.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> And then you can go extremely deep into how you translate that market to your clients and what that market means for them and their needs. Okay. Here's one most important line that you'll ever hear in this entire program. Do not chase, attract. Let me explain what I mean, okay? This is not a slogan. This is a real principle that I personally use and that shapes how you behave in every deal. You see, desperation is so visible, clients can see it from a mile away. The agent who shows up needing the deal sends signals constantly. The signal of, "I need this deal," is shown in their tone and their pace and their body language, in how often they follow up, in how much they discount, in how much they apologize, how quickly they cave in when the client pressures on some of the terms.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> And those signals push people away. Nobody wants to work with a desperate agent. Nobody trusts a desperate agent. A desperation reads as inexperienced, even when it is not. Every client wants to deal with the most successful agent, an agent who is successful, who knows what they're doing. Position is also visible. The agent, by the way, who shows up calm, informed, helpful, rooted in their community, knowledgeable of the market, comfortable in their own skin, sends a completely different signal. And trust me, people are drawn to that. People want to work with that. People trust that. So your job is not to chase opportunities all over the city. Your job is to position yourself so that opportunities can find you. Be useful first, be known second, be hired third. Now, this concept might be extremely tough for new agents to really grasp and understand.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> So everything I have said so far, if you can incorporate that, and then finally put this, not slogan, but this saying that's on the side. Above it all, you are aSetting an amazing foundation for yourself. This is why everything I talked about today actually works. Just think about it. Being present in everyday environment is positioning. Being involved in those community anchors is you positioning yourself. Being informed in those transaction-adjacent spaces, remember the seminars? Being helpful in those Facebook groups, being attentive in these situational moments and those wedding parties, all of it, every single piece of this is all positioning. None of it is chasing. None of it requires you to be desperate.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> None of it requires you to compromise on your price or bid for the listing. It is all about being the agent worth choosing in the first place. So do that. So again, it's all about being the agent that's worth choosing in the first place, so you don't have to fight for business all the time. And if you have to fight for business, that energy, they're going to feel it right away. By the way, there's a saying in our business, we call it a commission breath. A commission breath is a concept in our business, which means an agent who has not been paid a commission check in a very long time.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> You can smell the desperation from them. And that's something that we always, always try to train and help people to realize how to contain that, even if you're in a position where you haven't been paid a commission check in a while. Here's something I want you to take away. Okay? I want you to try and do this this week, even if you're not in the business. Every single week, I want you to pick one of each. One everyday environment to consciously show up in, not just go to, actually show up. Pay attention to everyone's faces. Start small conversations. Be present, be observant. Maybe it's in your gym. Maybe it's in the cafe.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Maybe it's your kids' school pickup. Just pick one and show up with full intention. One community anchor to attend, okay? Something local. Go to your nearest library. I do this all the time. Go to Google Maps, search the nearest library, go to the website of the library and look at their events. Pick an event and show up. Let's talk about one digital community. Right now, if you're not part of a Facebook group that has to do with your neighborhood, go, after this webinar, go to one, find one, and join it. Go to a subreddit for your city. Join that subreddit. See if there are any WhatsApp groups, any other digital communities that you can join. Go join it and see what people are saying.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Don't respond, don't say anything, just see what they're saying. So aim for five meaningful real estate conversations across your week. Just five. It could be one from each or two from one. So try to mix, try to hit five. That is less than one a day. It is completely doable even for the busiest among you. If you have not finished your courses yet and you do this now and you build it into a habit, again, you are setting yourself up for such success. I want you to track, write it down each week, "Okay, I did this." Notice what people are saying. Notice what clues you pick up. You'll be surprised that everything I'm saying to you in this webinar, how truthful it is when you are in these events.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Notice who comes back to you weeks or months later because they remembered you. The patterns will become very clear. So, the real shift. The real shift in your career, the one that separates the agents who build something lasting from the agent who burn out and leave the business, is not about working harder. It is not about more cold calls, not about more flyers, not about late night staring at your laptop, and not about more pressure on yourself or to door knock every single door in the neighborhood. The real shift is about working with more awareness, more presence, more intention, and noticing those red cards, noticing what people are already saying around you, what conversations and moments that are already happening every single week around you. The business is not far away. It's actually much closer than most agents think it is. It is in every space that we talked about that are happening. Your job is not to invent business out of nothing.<\/p>\r\n <p><strong>Sameer Amini:<\/strong> Your job is simply to recognize the business that is already happening in these rooms. Stop being passive in environments where those conversations are happening, and stop missing clues that are being given and pay attention to them. That is what this entire session has been about, and if you take just one or two things, or two ideas, one idea even, please apply them. You're going to start seeing your business or your habits built towards your real estate business that you're starting. I want to thank you all for joining. Thank you so much. I hope this information was helpful. This is something that you feel was worth your time. Okay? If you are a future student, you're considering starting a real estate career, I believe on May 23rd is when we're launching a whole new session, a group that you can join. And remember, we have a monthly plan, so if you want to start your career, you can go on a monthly payment plan for nine months with the college, in which we've put together all of your course costs, exam costs, all of it in one, and you're not paying any extra just to be on the monthly plan. We've just simply made it very easy for you to be part of the program. Okay? So folks, wishing you all the best. I look forward to seeing you again, or hopefully seeing you in the program.<\/p>\r\n <\/section>\r\n\r\n <\/main>\r\n\r\n <aside class=\"sidebar\">\r\n <div class=\"sidebar-card toc\">\r\n <h2>On This Page<\/h2>\r\n <a href=\"#welcome-and-the-reality-of-finding-clients\"><span>00:00<\/span>Welcome and the Reality of Finding Clients<\/a><a href=\"#starting-with-your-existing-network\"><span>02:30<\/span>Starting With Your Existing Network<\/a><a href=\"#building-and-organizing-a-contact-database\"><span>05:30<\/span>Building and Organizing a Contact Database<\/a><a href=\"#staying-in-touch-without-sounding-salesy\"><span>08:30<\/span>Staying in Touch Without Sounding Salesy<\/a><a href=\"#referrals-relationships-and-follow-up\"><span>11:30<\/span>Referrals, Relationships and Follow-Up<\/a><a href=\"#farming-a-neighborhood-or-community\"><span>14:30<\/span>Farming a Neighborhood or Community<\/a><a href=\"#open-houses-as-a-client-building-opportunity\"><span>17:30<\/span>Open Houses as a Client-Building Opportunity<\/a><a href=\"#digital-presence-social-media-and-content\"><span>20:30<\/span>Digital Presence, Social Media and Content<\/a><a href=\"#prospecting-methods-and-consistent-outreach\"><span>23:30<\/span>Prospecting Methods and Consistent Outreach<\/a><a href=\"#tracking-leads-and-using-a-crm\"><span>26:30<\/span>Tracking Leads and Using a CRM<\/a><a href=\"#confidence-patience-and-measuring-progress\"><span>29:30<\/span>Confidence, Patience and Measuring Progress<\/a><a href=\"#q-a-and-practical-next-steps\"><span>32:30<\/span>Q&A and Practical Next Steps<\/a>\r\n <\/div>\r\n <div class=\"sidebar-card sidebar-cta\">\r\n <h2>Ready to Take the Next Step?<\/h2>\r\n <p>Learn more about the Real Estate Salesperson Program and the support available to Career College Group learners.<\/p>\r\n <a class=\"button\" href=\"https:\/\/careercollegegroup.com\/realestate\/\">Explore the Program<\/a>\r\n <\/div>\r\n <\/aside>\r\n<\/div>\r\n\r\n<\/body>\r\n<\/html>\r\n\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Webinar: How To Find Real Estate Clients | Career College Group Complete Webinar & Transcript Webinar: How To Find Real Estate Clients Learn practical ways to build a client pipeline through your network, referrals, neighborhood farming, open houses, digital visibility and consistent follow-up. Watch the Webinar Read the Transcript Presented by Sameer Amini Lead Facilitator, […]<\/p>\n","protected":false},"author":13,"featured_media":7000,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-13386","page","type-page","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Webinar: Professional Confidence & Presence: How Clients Perceive You<\/title>\n<meta name=\"description\" content=\"Master the skills of confidence and presence with Career College Group. This free webinar teaches you how to influence client perception and elevate your professional image.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/careercollegegroup.com\/realestate\/how-to-find-real-estate-clients\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Webinar: Professional Confidence & Presence: How Clients Perceive You\" \/>\n<meta property=\"og:description\" content=\"Master the skills of confidence and presence with Career College Group. 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