Denise Says: LET'S OPEN UP THE ZEBRA MAILBAGI swear I must know the most intelligent real estate agents in the world. How do I know? Because I get so many responses. You don't just accept what I tell you like an obedient puppy dog. You question me, you challenge me, and you motivate me to help y
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05/01/2007
THE NICE FACTOR-IF YOU'RE NOT WELL-LIKED, YOU WON'T SUCCEEDOver the years I've met a lot of agents who were bright, determined, capable, energetic, and ambitious-but they didn't succeed in real estate. Why? They didn't possess the N Factor. What is the N Factor you might ask? "N" stands for NIC
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05/01/2007
HOW TO TALK TO CLIENTS-STRONGER DIALOGUE EQUALS MORE SALESIt was the most memorable debate of my life.Five years ago, I was involved in a panel discussing the Internet and how it was going to "save" real estate. There were five of us-three from Internet "start-up" companies, a broker from a lar
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05/01/2007
THE SECRETS OF WIN/WIN NEGOTIATIONThere are a MILLION books on the topic of "win/win negotiating." I've had many of my clients read them. But mastering negotiation is not something you can learn from reading books. Mastering negotiation takes time, patience and in-the-field experience.Most agen
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05/01/2007
SKILLS OR TOOLS - WHICH COMES FIRST?How can a brand new real estate agent -- with no experience and no skills -- gross six figures in his or her first year? Certainly this new agent has no honed real estate specific skills because he or she doesn't have years of real estate experience behind th
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05/01/2007
HOW TO BE AN ADVERTISING CONTRARIANDo yourself a favor. Right now, pick up your local newspaper or real estate flyer. Notice anything?Yep. Everything looks the same. Identical. Bland. Boring. Vanilla. Blah. Rarely do I see an ad that catches my attention by making me think or want more informat
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05/01/2007
TIME TO ELIMINATE THE ‘E' WORD FROM YOUR VOCABULARY"I had a bad year because of the market.""My company didn't support me enough.""There's too much competition in the area I work.""I'm too new in the business to make a lot of money."ENOUGH! Do you have "Excusitis"? It's a rampant disorder in th
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05/01/2007
WHAT TO WATCH OUT FOR IN 2007In the New Year, keep your eye on:1. Baby Boomers.I called it the number one item to look for in 2006, and they get the prize again for 2007. No single group has ever had such an impact on real estate. They are like a pack of ravenous wolves in the real estate indus
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05/01/2007
THE SECRET TO SUCCESS IN ANYTHINGI'm always amazed at how many different ways agents ask me the same question: "What do I need to do to be successful?" When I'm asked, I take a good look at their business and identify everything they're not doing.When I tell them, "For you to be successful in t
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05/01/2007
MARKETING SKEPTICS, BEWARE!Last week I received an email from a client of mine for whom we had recently done a Marketing Makeover. When he first contacted me, he had a million questions, such as "Will all this marketing stuff really increase my response? Does sending out articles really create
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05/01/2007
