“Now that Your Business is Drying Up”

“Now that Your Business is Drying Up”



That was the heading of an email that I got from a company selling leads. First, I don’t buy leads. Second, would you buy leads from a company that promotes their business in this manner?


Here is the question that I have: Are you going to allow the “market” to dictate your income or are you going to keep working smarter than all of your competition?


I’m going to work smarter. One of the things that I will focus on is sitting down for lunch with all my referral partners, currently 122 of them. I want to figure out ways to increase their business as I have learned along the way that if I assist someone to grow their business, mine will grow as well.


I will also learn to be better at what I do. There are so many new regulations that have just gone into place and more to come very soon. I am going to know them “Like Breathing” in other words, better than anyone else.


A bank just called me and explained that they wanted to set a date to bring a number of their loan officers to meet with me. They want to figure out ways to send clients to us that they can’t serve in order not to lose the deposits. This is a huge opportunity for me to refer more business to them, as they can do some loans that we cannot or they can do better.


What are you going to do that may be better or smarter?


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Joe Petrowsky, NMLS #6869

Right Trac Financial Group, Inc. NMLS #2709

110 Main St.

Manchester, Ct. 06042

Office: 860 647-7701 x116

Fax: 860 647-8940

Cell: 860 836-9294

Email: joe@righttracfg.com



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Joe Petrowsky does not guarantee nor is in any way responsible for the accuracy of the information provided herein, and provides said information without warranties of any kind, either expressed or implied.

Equal Housing Statement: We are pledged to the letter and spirit of U.S. policy for the achievement of equal housing opportunity throughout the Nation. We encourage and support an affirmative advertising and marketing program in which there are no barriers to obtaining housing becuase of race, color, religion, sex, handicap, familial status, or national origin.

Comment balloon 44 commentsJoe Petrowsky • September 16 2015 12:20PM


Hi Joe.  I delete those emails with that kind of title.  Morons.

Posted by Conrad Allen, Webster, Ma, Realtor (Re/Max Professional Associates) over 4 years ago

Good morning Joe.  Yes sir and I was born last night at the stroke of midnight.  I treat those emails as spam and you know where they go....

Posted by James Dray, Exceptional Agents, Outstanding Results (Fathom Realty) over 4 years ago

One way I'm going to work better and smarter is to trash any and all emails from folks like the one you received!  

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) over 4 years ago

Joe, do not have time for such emails with business on the rise! Enjoy your day!

Posted by Wayne Martin, Real Estate Broker - Retired (Wayne M Martin) over 4 years ago

I received this same email...TRASHED it!

Posted by Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400, Long Island Home and Condo Specialists (The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803) over 4 years ago

Joe, I love that Banks want to work with you as an extended partner...more should do that here!

Posted by Ginny Gorman, Homes for Sale in North Kingstown RI and beyond (RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate) over 4 years ago

You have a really smart approach.  As it gets colder here, I'm going to try to do more networking with realtors esp those that work in some of the higher end areas.

Posted by Debbie Gartner, The Flooring Girl & Blog Stylist -Dynamo Marketers (The Flooring Girl) over 4 years ago

Hello Joe Petrowsky 

I wonder why they think that business is slowing down(?) or if this is just an old and tired marketing piece that needs to be updated! LOL 

But your statement on worker smart is right on point.  And, referring business does make business - it's a way to stay on the "RightTrac"

Posted by Lisa Von Domek, ....Experience Isn't Expensive.... It's Priceless! (Lisa Von Domek Team) over 4 years ago

Good Friday morning Joe Petrowsky -

Working smarter and not harder is always the best route.  We work with a great Lender that sends us leads and we do the same for them.  Teamwork paying off.

Posted by John McCormack, CRS, Honesty, Integrity, Results, Experienced. HIRE Me! (Albuquerque Homes Realty) over 4 years ago

Good morning Joe,

Just think how much money we would have if we only got one nickel for each spammer.

Make yourself a great day.

Posted by Raymond E. Camp, Licensed Real Estate Salesperson Greater Rochester (Howard Hanna Real Estate Services) over 4 years ago

Joe, you created a very thoughtful post based on a poorly worded pitch. Interesting. Some good came out of that trash after all!

Posted by Tom White, Franklin Homes Realty LLC, Franklin TN (Franklin Homes Realty LLC (615) 495-0752 or www.FranklinHomesRealty.com) over 4 years ago

Joe - working smart and yes hard work  is the only thing that works.  The lead emails that we all get are worth deleting

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) over 4 years ago

Joe-The number of referral partners you have is just mind-blowing for me. That is impressive.

Posted by Wayne Johnson, San Antonio REALTOR, San Antonio Homes For Sale (Coldwell Banker D'Ann Harper REALTORS®) over 4 years ago

Reinvent how you do the shake and bake. That's the key to keeping ahead of the herd in the hokey pokey Joe Petrowsky ! You set the pace and work harder, smarter.

Posted by Andrew Mooers | 207.532.6573, Northern Maine Real Estate-Aroostook County Broker (MOOERS REALTY) over 4 years ago

Joe Petrowsky Your business is NOT going to decline. The decline will be felt by the wannabes and hangers on. They will fail but you will succeed.

Bill Roberts

Posted by Bill Roberts, "Baby Boomer" Retirement Planner (Brooks and Dunphy Real Estate) over 4 years ago

I also do not purchase leads! It is a complete waste of money and something that I tried once, years ago.

Posted by Barbara-Jo Roberts Berberi, MA, PSA, TRC - Greater Clearwater Florida Residential Real Estate Professional, Palm Harbor, Dunedin, Clearwater, Safety Harbor (Charles Rutenberg Realty) over 4 years ago

I've always felt it is better to think smarter than to just work harder. You must be able to open your mind's eye to other, better ways of doing business. The worn-out phrase of "thinking outside the box", but that's kinda where I live. :) Have a great weekend.

Posted by Pat Starnes-Front Gate Realty, 601-991-2900 Office; 601-278-4513 Cell (Front Gate Real Estate) over 4 years ago

Joe- I think you're taking the right approach.  Up your game by being on top of any and all new regulations.  It speaks volumes about your service and professionalism that the bankers want to come and talk to you. 

Posted by Kathy Streib, Home Stager - Palm Beach County,FL -561-914-6224 (Room Service Home Staging) over 4 years ago

This post should be featured. Better yet, Joe, can you turn it into a contest for next month? Maybe I should suggest that to Bob Stewart? I would love reading all the plans from Active Rainers--what a great learning opportunity that would be.

Posted by Lottie Kendall, Helping make your real estate dreams a reality (Compass) over 4 years ago

Joe I do not buy leads either and especially not from a company that would start off by insulting me.

Posted by George Souto, Your Connecticut Mortgage Expert (George Souto NMLS #65149 FHA, CHFA, VA Mortgages) over 4 years ago

Joe, I really dislike those insulting email subject lines. I don't buy leads, I get my own leads. 

Posted by Pamela Seley, Residential Real Estate Agent serving SW RivCo CA (West Coast Realty Division) over 4 years ago

Of course, Joe, my initial reaction is "what makes them think my business is drying up?" What do they know about how I run my business and where it stands or where I want to be? Very presumptious!

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) over 4 years ago

I get stupid emails and calls like that all the time Joe. I hate lead gen companies.

Posted by Noah Seidenberg, Chicagoland and Suburbs (800) 858-7917 (Coldwell Banker) over 4 years ago

Hi Joe, I agree that it is better to come from a postive perspective than a negative one. Apparently, this one is working for them. E-mails like that are perfect for the spam folder. 

Posted by Janice Zaltman, South Florida Residential Real Estate (United Realty Group) over 4 years ago

122 referral partners???  That's truly amazing.  Keep up the GREAT work, Joe!

Posted by Bruce Brockmeier, Coached By Crouch (Internet Marketing Consultant to REALTORS®) over 4 years ago

Joe, congratulations on this opportunity! I see you are going to take it a step further and pay it forward for your referral partners.  Well done!

Posted by Evelyn Johnston, The People You Know, Like and Trust! (Friends & Neighbors Real Estate) over 4 years ago

Tenacity, slow and steady. It's not a race, it's not a contest, it's what you do best - it's what you've been trained to do because it's a marathon. And these jokers haven't a clue because all they know is how to cut corners.

Posted by Martin Kalisker, Professional Standards & Legal Assistant (Greater Boston Association of REALTORS) over 4 years ago

Joe right on on all points made in your article. And I delete any spam wanting me to buy leads....never have and never will. As you say it's all about workign smarter and creating opportunites.

Posted by Anna Banana Kruchten Broker/Owner, CRB, CRS, 602-380-4886 (Phoenix Property Shoppe) over 4 years ago


When we work smart . .  . . and work hard  . . . . we will do business in any market conditions.

Thanks for sharing your insight.

Good luck and success.

Lou Ludwig

Posted by Lou Ludwig, Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC (Ludwig & Associates) over 4 years ago

Joe Petrowsky They obviously don't have a clue!  How could your business possibly be "drying up" when you spend so much time in the 'Rain?!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (Haven Express @ Keller Williams Arizona Realty) over 4 years ago

Good evening Joe Petrowsky,

I don't buy leads and certainly one who starts off their sale pitch like that! Working smarter than your competition is always the key to keeping the pipeline full. Referrals are always the best form of business!

Posted by Dorie Dillard CRS GRI ABR, Serving Buyers & Sellers in NW Austin Real Estate (Coldwell Banker United Realtors® ~ 512.750.6899) over 4 years ago

Joe -- looks like you have found a great opportunity.  As you point out;

"I want to figure out ways to increase their business as I have learned along the way that if I assist someone to grow their business, mine will grow as well."

Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) over 4 years ago

Thanks for sharing:

We want to figure out ways to increase business of referral partners, as we have learned along the way that if we assist them to grow their business, ours will grow as well.

Posted by Sham Reddy CRS, CRS (H E R Realty, Dayton, OH) over 4 years ago

You are a king in referrals!  My goal is also to continue to work smarter.

Posted by Kat Palmiotti, The House Kat (406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty) over 4 years ago

Many of the companies offer to sell me leads, I have never heard of and wonder how did their leads hear off them? Sounds BOGUS to me.

Posted by Rob D. Shepherd, Principal Broker GRI, SRES (Windermere/lane county) over 4 years ago

That sales person who thinks that business is drying up really needs to read your blog and learn how to really generate leads and clients.

Posted by Bob Crane, Forestland Experts! 715-204-9671 (Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities) over 4 years ago

Joe: Great and positive thoughts. I'm excited for you with your new opportunity working with the bankers. 

Posted by Paul McFadden, Pest Control, Seattle, WA. (Paratex) over 4 years ago

"Now that your business is drying up.."   a real estate agent existing on the periphery of the business may see themselves in that statement. The message resonates and they do what desperate people do.

The message was not INTENDED or EXPECTED resonate with the rest. We are too hard to sell to.

When change becomes a strong current, the questions and fear sky rocket. Being the knowledgeable, assuring voice in the storm, will attract those who need help. And, just like breathing in, to deliver another solution.

"How can I help others grow their business?" This outward focus trains the mind to be observant, and your actions to be mindful. The outcome is the inevitable response of the universe towards those who give more than they take.

Posted by Annette Lawrence , Palm Harbor, FL 727-420-4041, Making FLORIDA Real Estate EZ (ReMax Realtec Group) over 4 years ago

Why is the last place everyone looks is the first place they should go? What we are seeking is always right there, in front of us, waiting for us to pay attention to it, activate it and then command the outcomes....It's there! Where are you?

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) over 4 years ago

Congratulations on the feature recognition.

Many real estate professionals need to do some work on their referral network.

Posted by Roy Kelley (Realty Group Referrals) over 4 years ago

What a wonderful opportunity ahead for you, Joe. You are mastering all the benefits of having referral partners. Excellent. 

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 4 years ago

Joe, I do like your business model.  Wait!  It's a lot like my own!  Take that, lead sellers!

Posted by Patricia Kennedy, Home in the Capital (RLAH Real Estate) over 4 years ago

Negativity sells?  Plus how can they assume that your business is drying up?  Not so! 

Best of luck on that great bank opportunity, Joe Petrowsky ...


Posted by Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi, 708.921.6331 - 40+ yrs experience (NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656) over 4 years ago

Joe Petrowsky wow - 122 referral partners! This shows you work 'on' your business and not 'in' your business!

Being a HUB helps grow our business.

It will never DRY UP...lol!

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) over 4 years ago