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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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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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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A quality presentation follows these four steps: build trust, move into a demonstration of the benefits and advantages that you bring to the prospects, present your pricing recommendation and rationale, and move to close the deal by presenting a listing agreement and getting the prospects to sign on the proverbial dotted line. The appointment itself takes under an hour . . . the preparation involves a good deal more.
Getting Off To A Good Start
Paving the way for a good listing presentation involves only three steps, but you can’t afford …
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Tags: Advertising/Marketing, Advice and Guidance, Business Planning, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Listing Presentation, Listing Presentations, Marketing, New Agents, Productivity, Professionalism, Real Estate Careers, Real Estate Training, REO, REO agent
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As real estate agents we are independent contractors, right? Right! But that doesn’t mean we have to be a sole-proprietor. In fact, I say you shouldn’t be a sole proprietor… you should incorporate. It’s easy to do, and it’s inexpensive. But why should you incorporate? Why go to all the trouble? I believe there are two very compelling reasons.
The first, and most important reason, is to save you money. Lots of money. Let me …
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Tags: Advice and Guidance, Agent Productivity, Broker Profitability, Business Planning, Career Development, Coaching & Mentoring, corporation, days of the year, Don, Education & Training, estate, Featured Post, federal income tax, federal income tax rate, FICA, Florida, General, halfs, income, income tax rate, Inspirational, matt jones, Max-Bang, Medicare, medicare tax, money, Motivational, New Agents, North Carolina, practicing real estate, Professionalism, Real Estate Careers, REO, REO agent, right, Sam, sole proprietor, State, state income tax, tax, typical agent, Uncategorized, year
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What I’m about to share with you is going to get me a ton of email telling me that I’ve finally stepped over the line. That I’ve lost my mind. That I’m just plain nuts. That’s okay — I’m going to share it anyway. Here is a great tip: Just say NO to E&O!
But before you fire up your computer and email to tell me how crazy I am, let me explain. I’m very much in favor of …
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Tags: Advice and Guidance, Agent Productivity, amp, Broker Profitability, Business Planning, Career Development, civil judgment, Coaching & Mentoring, company, corporation, Economy & Housing Bubble, Education & Training, estate, Featured Post, furniture fixtures, General, Inspirational, insurance, judgment proof, liability, money in the bank, Motivational, net worth, New Agents, O. As, piercing the corporate veil, plain nuts, policy, pot of gold, Productivity, Professionalism, Real Estate Careers, real estate license, REO, REO agent, risk, risk management, umbrella, Uncategorized, veil
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By utilizing the resources that are already available, we can set ourselves apart from other Agents. We have a large pool of resources that we can easily access, but few Agents do. We merely need to have the right questions, and then contact the right people.
The first group to access is the local Board of Realtors®. We need to learn from them:
1. The number of Agents in the marketplace
This information will help you calculate per Agent productivity, average listing per Agent on the board, and segment stats in …
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Tags: Advice and Guidance, Agent Productivity, Business Planning, Career Development, Coaching & Mentoring, Education & Training, Featured Post, market statistics, Marketing, New Agents, Productivity, Professionalism, Real Estate Careers, Real Estate Coaching, Real Estate Marketing, Real Estate Training, REO, REO agent
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The quality of sales skills can dramatically influence income. At one time we all had tremendous sales skills, and we did not even know it. We intuitively learned, and perfected, our presentation to the highest level. We persistently pushed forward and never took, “No!” for an answer without a fight, then we usually wore our opponent down and got the sale. We had it all going for us, we had it all figured out, and then we stopped. Most of us stopped being great sales people around ten or eleven …
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Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, Business Planning, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Generational Selling, Lead Follow-Up, Lead Generation, Marketing, New Agents, Productivity, Professionalism, Prospecting, Real Estate Careers, Real Estate Marketing, real estate scripts, REO, REO agent, sales scripts, Sellers
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