Every good agent knows that prospecting is one of the fundamental keys to success in business. The more contact or communication you have with people, the more successful you’ll be. There are however, two major challenges that must be addressed in order to have a successful prospecting model. First, prospecting can be accomplished through a […]

You meet a buyer at an Open House and engage in great dialogue. There seems to be a genuine interest in your recommendations.  The buyer thanks you for the information and says; “Can you give me your card? I’ll get back to you.”  Then, what a surprise! No call-back. The above scenario points out an […]

How often have you called a great prospect only to be put off by them?  Nothing is more annoying than finally getting someone that you want to talk to on the phone and finally answer with an abrupt or terse response.  Quite often, this reaction is a defense mechanism that is being used because the […]

How many times have you taken the time to build a relationship with a buyer or seller, had them express a sincere interest, and then drop off the face of the earth?  How should you handle this situation?  A winning strategy for this situation requires some thought. Quite often, agents will use the insanity approach […]

The Triple “A” Strategy, or the “Alternative Aggressive Approach“, is a great strategy to use for recently expired listings that have received very little marketing attention or exposure. Every hungry agent in the Real Estate Universe considers prospecting for Expired Listings. If you know how to present to this group, an expired listing strategy can […]

After several years of sitting on the sidelines, custom builders and developers are finally getting back into the real estate game. The beautiful part of prospecting with this group is that if once you’ve established a relationship with someone in this group, it can be an annuity in commissions that last for years. In addition, […]

Listings will rule during the next 12 months and every agent should be aggressively pursuing these highly desirable money-makers on a daily basis.  Consider a couple of key points. First, Listings normally sell, while buyers don’t normally buy. Your  conversion rate with listings is much higher than your conversion rate with buyers. Second, 60% of […]

Agents can expect new listing opportunities to become more and more scarce during the coming months. The good old days where an agent could turn down a listing because of a difficult seller with unrealistic expectations will soon come to an end. Agents that expect to grow their business during the remainder of this year, […]