Do you suffer from call reluctance?

What’s that costing you?
To get a FSBO, an expired seller, or any prospect to hire you as their Realtor, you need to pick up the phone and convince them to meet with you, right?  Are you reluctant to pick up the phone?
When I talk to agents suffering from such call reluctance, we can quickly pinpoint the problem. It boils down to one thing.
You don’t have the exact right words to say.
If you knew that your words would guarantee an appointment, let face it, you wouldn’t... Read More

When was the last time you listed your own home for sale as a real estate listing?

Remember the discomfort as strangers peered into every closet of your home because you were a home for sale? …They peeked in your kitchen drawers? …And in your medicine cabinet?

Uncomfortable, right?

When you go on a real estate listing appointment, every word you say is scrutinized.

Put yourself in your seller's shoes for a minute.

Don't focus on their carpet, clutter, or paint color. Don't focus on elaborate preparation of their home for showings. Don't focus on living "unnaturally" for the next duration of time.

Focus instead on the outcome.

Focus on what's at stake.

What's at stake when choosing a real estate listing agent?... Read More

Did you know that sales is a skill that can be learned?

Selling real estate is not an art but a science.

Do you use the science of sales when guiding a buyer in making an offer? 

Do you use the science of sales when presenting your buyer's purchase contract in a multiple offer situation?
How about when you're giving a Listing Presentation? Or when you’re persuading an Expired or a FSBO to list with you? 
How about when you’re talking commission curing a listing appointment? Do you have... Read More

Are you confusing your real estate seller prospects?

Does your Real Estate website give a clear picture of what you do?

 A secret to a success in real estate sales is to have a clear message that is easily understood. When seller prospects clearly understand what you, as their listing agent, actually do—that you work for them, in their best interests…

They will meet with you to list their home.
They will work with you as their listing agent.
They will choose you over your real estate competition.
Does your website convey a clear message... Read More

Fix house up before putting it on the market?

WAIT! Stop them before it’s too late!
Your real estate seller-client could lose tens of thousands of dollars by fixing up their home before listing it! (And you stand to lose your commission, too.)
 
Your seller may think it’s a good idea to paint and replace carpeting before putting their house on the market. You may at first agree with them. 
 
Similarly, your seller may want a"Coming Soon" sign while they finish these fix-ups.
 
What would you tell them? Again, this could cost them tens of thousands of dollars! 
Are they even aware of what’s at stake by these actions?
For the best advice on this—advice... Read More

Easy Way to List For Sale By Owners

Or, to put it another way, how to List FSBOs.

It's as simple as knowing what to do…and what NOT to do:

-Don’t ask FSBOs the wrong questions.
-Don’t ask FSBOs the right questions in the wrong order.
-Don’t put emphasis on the wrong things.

What you should know:

-What are these exact right questions to ask a FSBO?
-What is the exact right order in which to ask a FSBO these magic questions?
-What is the singular most effective thing to say to a FSBO?

There is always one best way to do things in real estate, a way that makes you stand... Read More

What’s Your Appointment-to-Listing Ratio?

How many listing appointments to you need to schedule in order to finish your real estate sales year with 40 listings?
... 60 Listings? 
...120 listings?

 When you know this number, you can dictate the number of real estate listings for sale you finish the year with.

 You can know your real estate sales income with certainty. No surprises. 

 Watch the video below for... Read More

The Most Successful Realtors Concentrate On Listings

After all, the number of homes you can show to buyers is limited by the number of hours in a day, days in a week, houses available, etc. Concentrate on listings, and the buyers come to you. The secret to amassing listings is having a simple process that you use with every potential seller, no matter who they are, or what their property is like. A secret to a success in real estate is to have simple proven systems that are repeatable, and work every time!

Take an honest look at your real estate listing process and ask yourself these... Read More

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

Back to Top