2016 Listing Presentations – Always Carry a Yellow Pad A common misconception held by even successful agents is that “more is better.” For example, the more data you bring, the more impressive you are to your clients. The more marketing material you bring to a presentation, the better. The truth is, less is more, unless of […]
Prospecting: Ring in The New Year With Expired Listing Prospecting
Ring in The New Year With Expired Listing Prospecting The beginning of the year is a great time to grow your business through prospecting. After spending time focusing on the holiday, most people start to think about the important projects they want to accomplish in 2016, and few projects are more important than buying or […]
Using Year-End Reports to Build Relationships
Using Year-End Reports to Build Relationships During the past 5-6 years there have been tremendous market swings in real estate both locally and nationally, that have been cause for great concern for all homeowners. With prices dropping more than 50% in many markets, buyers and sellers have learned to focus very heavily on prices. Most […]
Real Estate Advisory Role for Next Generation Agents
Real Estate Advisory Role for Next Generation Agents The travel industry ceased to exist when the internet became popular. Most experts believe the reason for this demise was due to the fact that information available exclusively through travel agents became readily available to everyone with websites like Expedia and Travelocity that catered to the travelers needs […]
Using the Cup O Joe’s to Build an Email Database
Using the Cup O’ Joe’s to Build an Email Database Don’t make the mistake of limiting your success by asking people about buying and selling. Only 20% of the people you meet or know have a direct real estate need. Almost 100% of people you contact have a vested interest in knowing about what is […]
Beware of the Habits You Develop
Beware of the Habits You Develop We’ve all heard the expression, “no decision, is in reality, a decision.” The same philosophy applies to the habits that you’re forming from everything that you do. In order to understand this concept, you must recognize that when you do something over and over and over again, that spaced […]
A Tablet is a Must
A Tablet is a Must You’re on a great appointment with a prospective Seller. You’ve spent hours preparing great information to support your price recommendation and to prove you have the best resume for the job. To your surprise, the seller doesn’t seem to be buying into either you being the best choice or the […]
The Sales Funnel
The Sales Funnel
Business Management: How Do I Pick the 20 Percent Activities
How Do I Pick The 20% Activities? Nationally, 90% of all of the income earned in real estate commissions is earned by less than 10% of the agents. Conversely, 90% of the agents fight for just 10% of the commissions. So, what is it that 90% of the agents do that keeps them from being […]
The Six-Shooter Close
The Six-Shooter Close Another common mistake that even experienced agents make is to rely too heavily on pre-prepared documents and other sales aids they think will help them convince a buyer or seller to write a contract. In many cases, information such as comparable sales data and fancy color brochures do in fact help build […]