So in my last two articles I talked about preparing for the listing appointment and going on the appointment. Now I want to share some thoughts on servicing the seller during the listing period.
I’m sure I don’t have to tell you that the clients want to hear from you. They want consistent communication [...]

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The Listing Presentation
In my last article I talked mostly about preparing for the appointment and today I’m going to talk about the actual appointment.
My listing presentation consists mostly of questions. The more questions you ask the seller, the more in control of the conversation you are. Asking the client questions allows [...]

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The Listing Presentation
We all have different tactics for generating and securing leads that turn into a listing appointment.
As a co-founder, coach, author, and an active agent still selling real estate, I want to share some thoughts and ideas that I am confident if used, will help you take more listings.
There are many parts of the [...]

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The horrible market and 2009 are finally both almost over. In most areas the market has hit the bottom, and it’s only a matter of time before the sales begin to pick up and prices level off.
My question is, are you ready? What are you doing to ensure that 2010 is better [...]

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It’s that time of year again that’s perfect for change.  It’s a new school year, the time will soon be changing, the leaves will be changing, the season will be changing and my question to you is, are you ready to change?
Change is the only constant in our world and there’s no need to resist [...]

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I’m currently involved in a year long coaching program, and my coach gave me an action item for the week, and it was to be Olympic with my time.
He is coaching me on how to work less hours and still do the same amount of business.  Of course, my ego immediately says NO WAY, you [...]

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Change Is The Only Constant
Over the last few months I have found myself really fighting the changing market.  You would think by now I would’ve simply accepted it as long as it’s been going on.  But, I’ve kept telling myself and my clients that it’s going to get better after this or that.  And, while it [...]

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Now What Do I Say?

As many of you know, Now What Do I Say? is our recently published book. A
collection of over 425 answers to more than 70 of the most common objections and
questions that we face in the real estate business.

It covers questions from generating business to getting more listings taken [...]

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In coaching agents and being an agent myself for the last 20+ years, I have found handling objections, and dealing with rejection, to be the two most difficult things we face as agents.
Learning to powerfully and confidently handle the objections will allow you to do more deals with more satisfied clients.  You know, the objections [...]

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If you are looking to do more business, here are some proven scripts that I use to consistently sell  an average of 110 homes a year even in this market.  Right now I have 67 active listings and used these exact scripts to generate them.
My partner, Scott Friedman and I at You’re The Difference Sales [...]

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