Chances are you’re not going to like this article.    What I am about to write flies in the face of the vast majority of real estate agents in North America today.   That is, the number one thing that contributes to the sale of a home, in any market, is the price of the [...]

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In our latest email detailing our upcoming telecourse, How To Take More Expired and FSBO Listings, I mentioned we’d post some free objection handlers from our book, Now What Do I Say? So, here they are: EXPIRED: We’re just going to take it off the market for now. 1. That makes sense.  And, I’m curious [...]

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Sure, the title of this article is not profound, it’s actually rather obvious.  Yet, suprisingly, few agents have changed with the times.  They haven’t changed their attitude, their focus, or the way they do business.  Many are simply lamenting about how hard real estate has become. At a certain point, in order to move powerfully [...]

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Here we go.  You’re in real estate.  I’m going to assume this is your career and not just a hobby.  So, since it’s your career, answer the following questions as you read them…without looking them up. How many active listings do you currently have? How many pendings/escrows do you have? How many closed deals do [...]

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One of the biggest blocks to good communication between people is the frame of reference, or point of view, people have when communicating. Simply put, what’s going in your mind is most likely not going on in the person’s mind with whom you are communicating.  And, many people tend to think that everyone has their [...]

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Communication skills are essential in sales.  Simply stated, the better one is at communicating, the more successful they will be in sales. I know I just stated the obvious, yet you’d be surprised at how many salespeople don’t have good communication skills, or don’t know what that term means (yet they think they do!). First [...]

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I’m not sure if I got the title grammatically correct, but the idea of this post is to find out if you, the professional salesperson, or your prospect/client is doing the selling on your incoming/outgoing calls, door knocks, open houses, showing and listing presentations, offer presentations and negotiations. Prospects – Do you find yourself answering [...]

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As I stated last post, time management is the single biggest challenge for real estate agents.  So, here are some tips for managing your time: Go to bed same time every night on work nights – To manage your time, you need to establish a routine.  Most people who have a 9-5 type job know [...]

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The single biggest problem/challenge for agents is, hands down, time management. Let’s face it, most agents got into real estate because they didn’t want to be tied down to a 9 to 5.  They wanted freedom.  They wanted to be able to come and go as they please. So, that’s why if you’re reading this [...]

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An agent client of ours recently found themselves in this situation with their buyer: Buyer is qualified to $390,000 and makes two offers on two different properties within a few days. First offer on listing #1 is $350,000 on a $455,000 listing, hoping to get the seller to come down (listing agent encouraged all offers [...]

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