In my recent articles I’ve talked about generating listing leads, qualifying and going on the appointment, and servicing the listing. I want to talk about properly educating the seller to price it right. If you haven’t already, please take a moment to read my partner, Scott Friedman’s most recent article about the importance of pricing [...]

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I believe that all business and sales comes from communication. We can only get leads, appointments, and contracts signed through communication. The same thing can be said and it have a completely different meaning and impact when said one way vs. another. In coaching agents across the United States I see this with my clients. [...]

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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 with [...]

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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 you to [...]

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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 [...]

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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 than 2009? [...]

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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 [...]

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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, [...]

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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 [...]

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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 [...]

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