People aren’t answering their phones. They aren’t returning calls. They aren’t opening emails. If you’re a Realtor, you’ve felt it. I felt it too.

That’s the problem my book, Realtoring in the Time of Ghosting, is about. The thesis is on the first page, not buried in chapter five:

You have credibility when they call you. You’re just a salesman when you call them.

Chasing versus collecting

In the book I compare two agents. One is my brother Eric, a Realtor with Keller Williams. When I asked him where his listings came from, he said his last four came from sellers who called him. Not leads he bought. Not expireds he chased. Sellers who thought of real estate and thought of Eric.

The other is an agent I call Mike. Eleven years in, doing everything the way he was taught: door knocking, cold calls, open houses, buying leads. Working harder and getting less back.

The difference isn’t talent or work ethic. Eric stopped chasing and started collecting. Mike is still chasing, just harder, in a market that has gotten better at running away.

What changed

Consumers can now find every listing, estimate a home’s value, research the schools and figure a payment before they ever talk to an agent. The 2024 NAR settlement changed how many of us get paid. And the first impression no longer happens in person. It happens on your profile, before anyone picks up the phone.

If that profile is empty, or just a stream of listings and just-solds, you start from zero every time.

What the book teaches

How to become the agent people call first. That means showing up consistently, being useful, and letting people come to you on their own timeline. A listing isn’t just a property to sell. It’s a reason to show up and a story to tell every homeowner nearby. And if you don’t have a listing right now, that’s not a content problem. That’s a thinking problem.

I wrote it from where I sit: in real estate since 2000, licensed since 2007, with eighteen years in financial services before that, and still working deals in Tampa Bay every week. It isn’t theory.

Who it’s for

Realtors who are tired of chasing, brokers who want to help their agents build something that lasts, and anyone in a referral business who has noticed that the phone doesn’t ring the way it used to.

If you’d like a copy, or you’d like me to speak to your office about it, call or text me at 727-409-4663.

Randal Jenkins
Broker-Owner, Florida Real Estate Partners
Loan Officer, American Mortgage Services, NMLS #2053417
727-409-4663 (409-HOME)