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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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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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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Here’s a great idea that will save you money — fire your receptionist! OMG! You have to be kidding me! If there is one thing that’s as sure as “for sale” signs in this industry, it’s the ever-present receptionist at the local brokerage. You know the one I’m talking about. She makes slightly over minimum wage… maybe $8 per hour. She’s on the payroll for 40 hours per week, with paid vacation and benefits.
The cost to the …
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Tags: Advice and Guidance, Agent, Agent Productivity, Broker Profitability, brokerage, Business Planning, Career Development, Coaching & Mentoring, drama, Education & Training, employer fica, Featured Post, fire, General, God, greener pastures, Inspirational, Max-Bang, money, Motivational, New Agents, payroll, payroll costs, personal drama, phone, Productivity, Real Estate Career, Real Estate Careers, Real Estate Technology, Real Estate Trends, receptionist, receptionists, REO, REO agent, Specialty Services, state unemployment, Technology, thumb rule, Uncategorized, value, week, would make sense
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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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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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