The words “schedule” and “real estate salesperson” typically are never seen in the same sentence. Let’s face it, most agents get into the business for, among other things, freedom of schedule. And, most agents aren’t trained in sales, business planning or scheduling, so it’s not a strong suit of the industry. I’m going to start [...]

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How to sell expired listings isn’t rocket science.  It’s the same as how to sell a For Sale By Owner (FSBO), or any other listing…price the son of a gun correctly.  And, if you miss the mark, reduce the price until buyers feel it’s worthy enough to make an offer. How to list expired’s is [...]

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When I first wrote about For Sale By Owners (FSBO’s) last week, I started with a tongue in cheek story about how agents are typically scared of, and avoid, FSBO’s.  The story went on to point out that since FSBO’s typically don’t sell and end up listing with agents, the agents that ignore them cost [...]

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Today, I want to give you some objection handlers, as well as let you know of upcoming posts and goings on here at You’re The Difference. First, and foremost, I want to thank the fine folks at Re/Max for featuring our book, Now What Do I Say? on their weekly email newsletter.  If you are [...]

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I’m going on the premise that you now realize FSBO’s need your service, based on reading my last post. The problem is that FSBO’s don’t know this to be true.  It’s a little like an intervention where you know the person is hurting themselves, but they don’t think so, and they lash out at you [...]

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Once upon a time, in a beautiful place called (your market), there lived a very nice real estate sales agent named (your name).  And (your name) would do his/her best to help all the people in the land buy or sell their homes as best he/she could. Well, one day, (your name) saw a house [...]

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What’s the difference between you and an agent who does more business than you? Skills?  Sure. Experience?  Could be. Work Ethic?  Maybe. How well known they are in the market?  Possibly. Confidence?  Definitely.  Which leads to the real answer:  your mindset. All those reasons, and many more, can contribute to why someone does more business [...]

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Some of my clients ask me about cutting their commission to get a listing.  And, I can’ t blame them for asking.  It’s probably the most common objection/question you’ll get from a seller.  And, with times being tough, if it looks like the only way you can get the listing is to cut your commission, [...]

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In previous posts, I’ve been harping big-time on agents maintaining clear, open, consistent communication with their clients. Honestly, it’s a big problem.  And it’s costing you money if you’re not communicating properly.  Lots of money.  However, it’s unseen money…money you don’t know you’re losing, so you don’t think of it as a problem.  If you [...]

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So, after you generated the buyer lead (or one came to you), pre-qualified them, went on showings (hopefully only 1 appointment!) and successfully asked for the order, they made an offer, with or without further negotiation it was accepted, and now what do you do? Duh, Scott, I take it to closing. Right, and if [...]

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