Ironically, I wrote about it being worth the wait to have the Phillies win the World Series for the first time since 1980, and for your sales career to take off…and then Mother Nature sweeps in and causes the first ever World Series suspended game. So, Game 5 Take 2 is tentaively scheduled for tonight, [...]

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So, here we are on the eve of game 5 of the World Series, and the Phillies have a 3 games to 1 lead in the best of seven series, so the need to win just one of the next three games to become the 2008 World Champions. Oh my how easy it would be [...]

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I’m back from a great event in Seattle!  My thanks to Fern Lam of Countrywide for setting the whole thing up, and to all of the salespeople who attended! *** So, I’m starting this blog off with a GO PHILLIES!!! as they won game one World Series last night.  I was born in Philadelphia, and [...]

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I’m writing this on the eve of my trip to Seattle for Now What Do I Say? Live! 1-day sales training event, sponsored by Fern Lam at Countrywide, and as I get ready to head to the airport (at 3am, ugh!), I’ve been thinking about you and your business. One of the biggest roadblocks to [...]

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I don’t get it. A real estate agent will generate a lead, and then not follow up on that lead. Why? You find someone who wants to buy or sell a home, and you don’t close them for an appointment.   So, they are officially a lead. Then you don’t follow up. Why? I’ve worked [...]

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Damn right you’re worth it! So, it’s time you started acting like it, thinking like it, and treating yourself like it. You’re a professional real estate agent, not a doormat. Okay, the market is challenging.  It’s tougher to find motivated people who need to buy or sell and have the means to do so, but [...]

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Before I get into some objection handlers for this market, I’d like to say that the word “crappy” is from the perception of the buyers and sellers. As you know from reading my blog, I’ve been saying that no matter what you’ve been hearing, as a real estate agent, homes are selling every day.  And, [...]

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It’s really difficult to be a successful real estate salesperson.  And I’m not saying that because of the market and the bailout, etc.  I’m saying that in general, it’s not easy to be a successful real estate salesperson. Really, it should be.  If agents were trained in sales and time management, then we all would [...]

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At the risk of sounding like a Nike commercial, Just Do It. Just call expired listings.  Just call For Sale By Owners (FSBO’s).  Just call your past clients and sphere’s of influence.  Just call around listings or sales.  Just door knock expired’s and FSBO’s.  Just follow up on the leads you generate. Just do it. [...]

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I’ve been spending time in some local real estate offices lately and have been hearing pretty much the same thing from the majority of the agents.  They all mention the economy, short sales, foreclosures, the market and the bailout as road blocks to their sales. Thankfully, the clients I coach across the country don’t have [...]

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