When dealing with prospects, real estate professionals should have a list of criteria they must meet in order to become a client, taking into consideration the amount of time and effort spent on each transaction.

To avoid wasting time and energy, real estate professionals should gauge the buyer or seller's motivation by determining when they plan on moving; and they should find out whether they have the financial resources to close the deal by requiring them to provide a pre-approval letter from a lender or meet with the agent's lender.

Real estate professionals should also determine whether the prospect has reasonable expectations, respects their time and expertise, tells the truth, and does not pose a moral or ethical compromise.

Finally, try to assess whether the prospect could become a satisfied client and whether the commission to be earned is appropriate for the time and energy they will commit to the transaction.

10 Tips for Mastering Phone Etiquette

Here are some basic cell phone etiquette rules to keep in mind when interacting with colleagues and customers:

1.  Remember who you're working with. How would you feel if you were having an important conversation with a sales associate, and she broke off the discussion every time her mobile phone buzzed? Your customers are your boss. They want your attention, and you're compensated for the time you spend with them. Block out all other issues while you're working with them and make sure you give them your full, undivided attention during the appointment.

2. Bluetooth headsets are not meant to be permanent. It's good to use hands-free devices such as Bluetooth headsets, especially when driving or multitasking-but they don't have to be affixed to your head 24/7. If you're showing a property, attending a meeting, or simply having lunch with a client, get rid of the headset! Bluetooth is fine when you're alone in your office or driving in your car, but try to avoid keeping it in your ear all hours of the day.

3. Talk at a normal tone. Seventy-two percent of people in the above-mentioned Synovate survey said the most annoying cell-phone violation is people who talk too loud. Most cell phones can pick up very quiet noises. Not to mention, most people around you don't want to hear your entire conversation. Some experts suggest a 10-foot zone, meaning you should try to be at least 10 feet away from other people when talking on your cell phone. While this rule may be difficult in some situations, try to practice speaking at a soft and normal tone.

4. Don't forget vibrate or silent modes. Next to the "loud talker," the most annoying cell phone habit is a loud, annoying ring, especially when it blares during a meeting or other relatively quiet function. Make it a habit to check your cell phone regularly when entering a meeting or important gathering to make sure your cell phone is either turned off or switched to the vibrate position.

5. Avoid goofy ringtones. Hearing your favorite song every time your phone rings may seem cute to you, but it could be construed as offensive, obnoxious, or simply unprofessional to others. Stick to generic-sounding ringtones when programming your phone.

6. Don't text and drive. Chances are that you've passed someone on the highway that is driving and trying to text. Don't be that person! (And don't be near that person, either!) This is dangerous and should be avoided at all times. Plenty of major road accidents involve texting. If you must text in your automobile, do so while your car is parked.

7. Don't reply to a missed call with a text. In general, if you miss a phone call from someone, avoid responding with a text like, "What did you need?" This rule can be broken in certain situations, however. For example, you might be in a movie where you need to reply with a text indicating you will call back as soon as possible, but do so sparingly.

8. Avoid talking on your cell phone in certain places. Most people will agree that certain places are off limits to talking on your phone-for example, at the movies, in elevators, while standing in line at the bank, and during a meal at a restaurant. If you have to think twice about whether you should use your cell phone, you probably are not in a good place to be talking on it-so put it away.

9. Don't multitask unless you need to. We've all done it, but it's bad phone etiquette, and the person you're talking to can tell when you're distracted. Sometimes its inevitable. But when possible,   stop your other tasks, focus, and give the caller your full concentration.

10. Let callers know when you're using your cell phone. In many circumstances, it's good to remind or inform the other party that you're using your cell phone in case distractions or a disconnection arises. Plus, some information may be confidential, and your client or customer might not want to share sensitive information if she knows you are communicating through a mobile device. When applicable, take the time to let your callers know you are speaking on your cell phone, and if they have any important or confidential information they wish to share, you will call them back from a land line or meet them in person.

In any case, the next time you reach for your smart phone, be sure to remember some of these simple phone etiquette strategies-your customers, and those around you, will be glad you did.

Smart Starts: Rookie Success Stories

 The first couple years in real estate can be tough. These rookies share their success secrets.

Taking the leap into the real estate profession can be tough even in the best of times.

While each new sales associate approaches the business in a different way and many rely on past experience in other careers, the successful rookies share two attributes: enthusiasm for real estate and a dedication to their clients and customers. Whether painting a Web site logo with chalk on a sidewalk, blogging at all hours, delivering gas or pressure washing a house, these sales associates all go beyond the norm to sell a house, help a buyer or develop their network.

Tips for Home Sellers Competing against Foreclosed Homes and Short Sales

 Price the Home Correctly: Home sellers need to price their home according to today's market and not based on the high price that a neighbor might have received a few years ago. Using a combination of an online appraisal and a licensed home appraiser will help today's seller price the home accurately based on recent sales activity.

Market the Home More Effectively: Traditional home sellers have access to more marketing channels than distressed properties, since not all distressed properties are found on the Multiple Listing Service (MLS), or by popular websites like Realtor.com. Traditional home sellers, including for sale by owner sellers, can market their properties with these resources to reach a larger audience of buyers than financially distressed homes.

Keep the Home in Top Condition: Foreclosed homes are typically in disrepair and are in need of some repair or renovation after having been left vacant. It can easily cost a new owner tens of thousands of dollars and months of work to get the home back in shape. A home seller should stage their home to give it the appearance of being in "move-in" condition. The house, as well as all closets, should be kept clean and free of clutter to create the appearance of a more spacious home. Sellers can make their home stand out by doing things like landscaping the front yard to improve curb appeal, replacing worn-out carpets and old appliances, applying new paint in key interior rooms, and tackling other minor home improvement projects.

Offer a Quick Closing: An advantage of being a conventional home seller is being able to offer a quick closing, often an advantage for buyers who wish to move quickly. Distressed properties can take many months to reach a closing date. Sellers should be prepared to offer a 30-day closing date to attract buyers who want to move quickly.

Qualify Interested Buyers: Nothing is more discouraging than spending weeks with a prospective buyer, only to learn that he or she is unable to obtain a mortgage. To avoid such situations, make sure that your buyer is pre-approved for the loan amount necessary to finance the purchase of your home.

NO ONE REALLY KNOWS

Housing has hit bottom, says economist one. Housing will hit bottom this summer, says economist two. Housing won't hit bottom until 2010, says economist three. Some liken housing data to the weather: If you don't like today's statistics, wait until tomorrow. The "facts" will change. Here are some mixed signals:

· The Federal Housing Finance Agency, which regulates Fannie Mae and Freddie Mac, reported that home prices rose 0.7 percent from January to February 2009.

· The February 2009 RPX Monthly Housing Market Report said home sales increased month-over-month in 22 of 25 key metropolitan statistical areas and 13 of these areas posted the largest gain in February 2009 since 2006.

· The National of Association of Realtors® reported that existing home sales dropped in March 2009, and median prices fell 12 percent from a year earlier.

• First American CoreLogic announced that national housing prices declined 12.2 percent in February from a year earlier and have been in decline for 24 straight months. It predicted that home prices would continue to decline through 2010.

MARKETING

When selling foreclosed properties, I believe that truth in advertising, even if brutal when pointing out flaws, is a success strategy. The unvarnished truth is what sells. Buyers want to just see it the way it is, and if you just give them that, that alone is a draw.

7 Tips to Avoid the Vacant Home Look

 Give the house a lived-in look. Get a neighbor or family member to make the house look occupied by   parking a car in the driveway, opening and closing the drapes and taking in any mail.

 Groom the yard. Use a lawn service during the summer to keep the grass cut and a snow removal service in the winter to scrape the walks and driveway.

No outstanding nicks. Hide the effects of missing furniture. Paint and replace rugs so there are no faded spots or blemishes on the walls. Cover accent paint that alone looks odd.

Leave some furniture. A few chairs, tables, lamps and beds (or empty mattress boxes with spreads) give buyers a sense of space.

Keep the utilities on. Set the thermostat at a comfortable level during the winter and summer.

Hire a maid. Make sure the home remains spotless.

Check the homeowner's policy. Understand the coverage when the home is vacant.

CREDIT SCORES

Mortgages are slipping through the fingers of potential borrowers because lending rules are getting stricter. Even people with above-average credit may have trouble getting loans, and some borrowers could lose a home under contract if their score slips a point or two between pre-approval and closing.

Do you have that problem too lately?

INNOVATIVE WAYS TO MARKET

Homeowners move once every seven years on average, according to NAR, making it important to keep in touch with past clients for repeat business. To do that, some real estate firms use creative techniques. Chicago's Dream Town Realty has become a part of clients' morning routines by sending a pound of coffee beans to certain clients on a monthly basis. HER Real Living in Columbus, Ohio, provides moving tape printed with the company's logo to help buyers prepare for the move and keep the company in mind. Meanwhile, agents increasingly send friend requests to past clients on Facebook and LinkedIn, and they keep track of birthdays and important life events by responding appropriately. Some firms even host annual events or throw neighborhood parties for homeowners who want information on how to dispute property taxes. By helping, agents hope their names will be remembered because they helped homeowners save money.

IT'S ALL IN THE CONTENT

Web content can include Web site copy, blogs, reader comments, service reviews, forums, Tweets, e-mail newsletters, white papers and articles. Content is a valuable marketing tool if it prompts visitors to stay on a Web site longer or inquire about products or services, which is why more Realtors are now using Twitter and other social networking sites. Content creation is even more affordable these days, and might involving launching an e-mail newsletter or other basic features, using reviews or forum posts as the foundation for advertisements or campaigns, or launching a company blog.