A problem arises when Agents mistake conditions for objections. Agents often treat a condition as an objection and beat themselves up when they don’t get the transaction or contract signed. The definition of a condition is a valid reason for the prospect to not move forward. You still need to try all the techniques of handling the objection. You just need to realize that a condition is usually linked to their ability or authority to act now.
They might have the desire to move forward with you but lack the ability …
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Tags: Advice and Guidance, Agent Productivity, Coaching & Mentoring, Economy & Housing Bubble, Education & Training, Featured Post, Lead Follow-Up, Lead Generation, Listing Presentations, Negotiations, New Agent Training, New Agents, Productivity, Prospecting, Real Estate Careers, Real Estate Marketing, Real Estate Training, REO, REO agent, Sellers
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One of my favorite movie scenes ever was in The Godfather when Vito Corleone was asked how he got his own way in a particular situation. His answer was, “I make them an offer they can’t refuse.” In real estate, we are in the business of writing offers and negotiating contracts. In fact our most common form is called an “Offer to Purchase and Contract”, meaning that the document starts as an offer and upon acceptance, becomes a contract.
Most of us have written dozens, if not hundreds of offers on …
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Tags: Advertising/Marketing, Agent Productivity, Broker Profitability, Buying & Selling A Home, Client Relationships, Economy & Housing Bubble, Listing Presentations, Marketing, New Agents, Productivity, real estate blog, real estate blogging, Real Estate Marketing, real estate news, Real Estate Trends, REO, REO agent, Sellers
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Attending a convention or seminar is an important first step in having a banner year. But, now comes the hard part — putting into action what you learned. I begin many of my seminars by asking “What is the value of increased knowledge if your actions and behaviors are not altered as a result of that knowledge?”
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Tags: Advice and Guidance, Agent Productivity, Coaching & Mentoring, General, Inspirational, Productivity, real estate blog, real estate blogging, Real Estate Marketing, real estate news, REO, REO agent
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There is an old adage that we make three listing appointments for every one we actually go on. We make a presentation on the way to the appointment as we run through it in our car. We make the actual presentation live – in front of the Seller. And we usually make the final one on the way home from the appointment. Which one of the three is usually the best? Right – the one on the way home. At that point, we have the opportunity to reflect and say …
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Tags: Agent Productivity, Business Planning, Career Development, Coaching & Mentoring, Education & Training, Listing Presentation, Listing Presentations, Marketing, New Agents, Productivity, Professionalism, Real Estate Careers, Real Estate Coaching, Real Estate Training, REO, REO agent
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I know… FSBOs are the enemy. Right? Wrong! Here is a great little strategy that will make FSBOs love you and many ultimately do business with you. More importantly, this strategy will set you apart from the crowd of FSBO-haters out there and will help you generate a ton of very low-cost business.
Here is how it works. Introduce yourself to a FSBO seller and first set him at ease by telling him you are not there to talk …
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Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, Broker Profitability, Buying & Selling A Home, Career Development, Client Relationships, FSBO, General, Headline, Inspirational, Lead Generation, Listing Presentations, Marketing, New Agents, Productivity, real estate bloggging, real estate blogs, Real Estate Marketing, Real Estate Technology, REO, REO agent, Sellers, Technology, Video
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We live in a world that has changed dramatically in the last 50 years. There has been more innovation and more technological progress in the last 80 years than there was in the previous years since the beginning of time. In today’s business society, we are judged by the results we get more than ever before: the result of winning the court case; the result of a successful surgery; the result of winning the big game. We, as REALTORS®, cannot escape this results-driven society.
We need to clearly understand …
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Tags: Advice and Guidance, Agent Productivity, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Lead Generation, Marketing, Motivational, New Agents, Productivity, Professionalism, Prospecting, Real Estate Careers, Real Estate Coaching, Real Estate Marketing, Real Estate Success, REO, REO agent
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What is the single biggest expense we as REALTORS® have? You guessed it — advertising. In fact, all the so-called “experts” recommend we spend a full 20% of our gross income on bringing in business. That’s nearly three times what other industries spend for advertising (most industries spend 6-7% of gross revenue. So here’s an idea that will help you bring your advertising costs to a more attractive level. Let a lender pay your ad bill. Let me …
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Tags: advertising, advertising costs, Advertising/Marketing, Advice and Guidance, Agent Productivity, America, brand, Broker Profitability, business, Career Development, Coaching & Mentoring, customer, direct response advertising, direct response marketing, Education & Training, estate, fishing spot, General, gross income, gross revenue, Inspirational, Internet/eCommerce, Jones, LCM, lead, Lead Follow-Up, Lead Generation, lender, lots of money, Marketing, matt jones, Max-Bang, mortgage companies, Mortgages & Loans, Motivational, New Agents, North Carolina, partner, Productivity, Professionalism, Prospecting, real estate agents, Real Estate Careers, Real Estate Marketing, Real Estate Technology, REO, REO agent, response, Specialty Services, Technology, Uncategorized
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Did you know your buyer can get a Solar Water Heater added to every FHA Loan that you close with no additional money at closing and still close in 30 days!
DON’T LET YOUR BUYERS HEAR ABOUT THIS PROGRAM FROM ANOTHER AGENT!
I don’t know why any buyer wouldn’t consider a “Green Mortgage,” and don’t forget your past clients who may want to refinance into a “Green Mortgage.” They can benefit as well and it is a perfect reason to get in touch!
I met a loan officer last week who shared information about a …
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Tags: Advice and Guidance, Agent Productivity, Buying & Selling A Home, Client Relationships, Education & Training, General, Mortgages & Loans, Professionalism, REO, REO agent, Specialty Services
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I don’t advocate taking over-priced listings. Sometimes, it is inevitable, but before you take a listing that is overpriced, see that the sellers meet the follow three criteria:
1. The sellers must have strong motive to sell.
Your client’s motivation to sell is the key indicator of whether or not you will earn a fee for your service. You’ll be paid only when your client’s property sells and closes, so evaluate and re-evaluate the interest and determination of the seller to complete the transaction.
If a client absolutely has to …
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Tags: Advice and Guidance, Agent Productivity, Buying & Selling A Home, Client Relationships, Coaching & Mentoring, Economy & Housing Bubble, Education & Training, Featured Post, Lead Generation, Listing Presentations, Marketing, New Agents, Over-priced listings, Productivity, Prospecting, Real Estate Careers, Real Estate Coaching, Real Estate Marketing, REO, REO agent
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What if I told you that for less than $10 you could build your seller a website? Not $10 a month, but $10! Actually you could build it for free, but spend the $10 to make it really special. Now check out how simple this is and then imagine what your seller’s reaction will be.
Let’s say you have a listing (or you would like to get a listing) at 1218 Sky Drive. Go online and buy the domain, 1218SkyDrive.com (or …
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Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, America, Blog Marketing, blogger, Broker Profitability, Buying & Selling A Home, Career Development, Client Relationships, CMA, Coaching & Mentoring, com, Domain, domain registration, Education & Training, estate, feature sheet, flier, General, google, google website, home, Inspirational, Internet, internet search, Internet/eCommerce, Jones, Lead Generation, listing, Listing Presentations, Marketing, matt jones, Max-Bang, Motivational, Neighborhoods, New Agents, North Carolina, online, Productivity, Professionalism, Prospecting, Real Estate Marketing, Real Estate Technology, REO, REO agent, seller, Sellers, Sky Drive, SkyDrive, Specialty Services, Technology, Uncategorized, website, website address
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