A Serenity Prayer For REALTORS?

Reinhold Niebuht's well-known "Serenity Prayer" opens like this:

God, grant me the serenity
to accept the things I cannot change,
the courage to change the things I can,
and the wisdom to know the difference.

You may or may not have heard it before; I've always liked it as a guiding principle.

We can take this principle and adapt it to real estate sales. We can use this in regard to our prospecting... to our "pre-listing" conversations.

Listen carefully when you speak to potential sellers. Are they saying "If" or are they saying "When"? There's a very big difference between a seller saying... Read More

Never Take No For An Answer

…from someone who cannot give you a "yes."

What do I mean by this?

I'll explain.

This will help you make way more money selling real estate, and make your life much easier (as a bonus!)

"Never take 'no' for an answer from someone who doesn't have the power to give you a "yes."

Stick with me; here's an example:

You arrive at a long-awaited listing appointment and both decision makers aren't there. Something unexpected came up at work. Only one spouse is home, and invites you in.

What do you do?

The appointment was set weeks ago. You've driven all that way. The 'right-in-front-of-you' spouse is... Read More

Is Your Social Media Working For You?

Is it accomplishing what you want it to accomplish? If your'e in real estate, you want to engage prospects and customers. You want your social media to help you make more money.

There are several key ingredients to a successful social media presence.

For Realtors, there is one essential ingredient that MUST always be prominent.

Omit this one thing; you lose customers. I see Realtors who spend a lot (an extraordinary amount) of time on social media, yet many of them omit this... One. Essential.Thing. After all that time and effort, they are losing customers.

Watch the video below, and take a good... Read More

What Do You Say When Your Seller Wants To Fix It Up First?

They want to invest in paint, new carpeting, and so on, before putting their house on the market. Maybe they want a "Coming Soon" sign up in the meantime. How do you advise them to proceed? Just this week, an agent was sharing her notions about this with me... She felt that if the house was "neutralized" with grays and beiges, worn carpeting replaced with new carpeting, her job would be easier. The house would sell itself. Of course, the listing price would have to cover the money spent on improvements... Watch the video below, and then call me at 480-385-8810. Call me about... Read More

Should You Be Role Playing?

An agent asked me this question just last week. Her co-worker invited her into his mastermind group to role-play once a week - on Friday mornings. 

Sound like a good idea? 

When I observe role playing, and when I interview agents about their experience role playing, I discover a consensus. From this, we can come to a logical conclusion as to the value of role playing.
Observation #1:  Realtors are nice people. You are in the people business. Mostly all of you are nice. All of you are nice most of... Read More

Are You Putting Your Eggs In The Wrong Basket?

An agent called me about a seller that wanted her to feature more than 30 interior photos on the website. The seller was an expired; he just endured a long listing contract with with another agent. Few showings; zero offers; his house didn't sell.
In his mind, the agents with the most pictures, wins! ….what???

New to real estate herself, the agent didn't want to lose the one and only listing she had. She called and asked my advice. 

I asked her a question:

Would virtual tour of every room in... Read More

The Main Thing is to Keep The Main Thing The Main Thing

Have you ever heard this? Written by author Stephen Covey, it's one of those transformative statements. Applying this simple truth can change your life.
Successful real estate agents do this. They keep the main thing, the main thing. 

They zero in on what makes them money. Despite continual distractions, "new" ideas and new real estate presentation technology, they keep their focus sharp, and they carry through with what helps them reach their goals.

What is the main thing for real estate agents? Watch the video below!

Then call me! Here's the number: 480-385-8810. 

Read More

Is Your Messaging Clear?

Does your website and your social media presence give a clear picture of what you do?

Or are you confusing your prospects?

A secret to a success in real estate sales is to have a clear message that is easily succinctly conveyed and easily understood.
When prospects clearly understand what you do; that you work for them, in their best interests, they will meet with you. They will work with you. They will choose you over your competition.
Does your website convey a clear message?
Does... Read More

Time To Rethink Your Pre Listing Packet?

The most successful agents today, are Fearless Agents. They do things completely differently than their competition. That alone makes them stand out from the rest.
One reason they make more money is that they get every listing that they want to get, priced to sell, and at full commission. They expect nothing less.
Another reason they make more money is less obvious. They spend none of their time and none of their money on marketing. Because they have more time on their hands and more money in their pockets, they can easily... Read More

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