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client communication: What You Can (And Should!) Learn from QVC - 04/27/12 12:00 PM
What You Can (And Should!) Learn from QVC
It's been around for over 25 years, it's the butt of many a spoof or joke ... and it's one of the most finely honed selling machines in existence.
What am I talking about? QVC, or course!
I know you're probably wondering why in the world this Zebra Report would focus on QVC. Well, stay tuned - because I think QVC has a lot to teach us.
First, a little background about QVC, which stands for "Quality | Value | Convenience". At its most basic level, everything about QVC's message can be … (6 comments)
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client communication: 4 Important Things to Share with Cilents … Right Now! - 04/13/12 09:22 AM
4 Important Things to Share with Clients ... Right Now!
If you’ve been reading my Zebra Report for any time now, you know that I am passionate about the need for real estate agents to keep in touch with past, present, and potential clients.
It’s one of my mantras, and one of the best things you can do to build your business.
Often, an agent will say to me, “Denise, I think it’s great to keep in touch … but I don’t know what to say.” These are the agents who sign up for their company’s mailing systems (which, unfortunately, … (2 comments)
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client communication: Working with Buyers: Difficult Buyers - 01/23/12 07:56 PM
January 2012: A Focus on Working with Buyers Today's buyers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on "Working With Buyers," in January of 2012. We'll share our ideas on the most effective ways to build strong buyer relationships.
Are you ready to build your skills? Let's take a look at this month's videos and tools.
Difficult Buyers Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week's handy tools allows your buyers to easily compare and contrast … (0 comments)
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client communication: Working with Buyers: Ongoing Communication - 01/17/12 03:10 PM
January 2012: A Focus on Working with Buyers Today's buyers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on "Working With Buyers," in January of 2012. We'll share our ideas on the most effective ways to build strong buyer relationships.
Are you ready to build your skills? Let's take a look at this month's videos and tools.
Ongoing Communication Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week we'll be talking about ongoing communication with buyers.
Check out … (0 comments)
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client communication: A Focus on Working with Sellers: Articulating Your Value - 12/12/11 12:55 PM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers.
Are you ready to build your skills? Let's take a look at this week's videos and tools.
The First Seller Meeting | Articulating Your Value Part two of “Working with … (1 comments)
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client communication: Doing Business .. the Good "Old Fashioned" Way - 12/09/11 02:44 PM
Doing Business ... the Good "Old Fashioned" Way
Make no mistake. Real estate is a business of making connections.
If you are making connections online (and are successfully converting connections into commissions), great! Maybe you connect best in person – one client at a time, one relationship at a time. That works too!
Lately, all the buzz is around social media. It’s been touted as the cure for businesses lacking money to implement more traditional forms of lead generation. To hear the social media pundits tell it, if you aren’t using social media you might as well pack it in. … (7 comments)
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client communication: A Focus on Working with Sellers: What do sellers want from their agent? - 12/05/11 02:21 PM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers.
Are you ready to build your skills? Let's take a look at this month's videos and tools.
Overview | What do sellers want from their agent? Welcome to our series … (0 comments)
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client communication: The Power of … Annual Client Reviews - 11/29/11 12:40 PM
The Power of ... Annual Client Reviews
It’s been many years since I actively sold real estate.
But when I did, there was something I did which was the single most important activity I undertook each year for my clients.
No, it wasn’t throwing a party for my clients each year. And no, it wasn’t holding open houses, doing geographic farming, or asking my clients for referrals.
When I actively sold real estate the most important thing I did each year for my clients was their “annual client review”.
What is the “annual client review” … and why should you … (9 comments)
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client communication: The Ten Secrets to Extraordinary Client Care - 10/28/11 03:09 PM
The Ten Secrets to Extraordinary Client Care
Over the years you’ve heard me talk a lot about service. More times than I care to think about, I’ve seen (or been the victim of) absolutely appalling service.
But occasionally I encounter a level of service that isn’t good, or great, or excellent. It’s extraordinary, brilliant, and incomparable. And that’s the kind of service I want to talk about today.
So what are the ten secrets to extraordinary client care? Here’s my list:
Identify what the people keeping you in business want from you. Not what you think they want, or hope … (0 comments)
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client communication: A Focus on Follow-up: Annual Client Reviews - 10/24/11 03:46 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)
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client communication: A Focus on Follow-up: Free Client Survey - 10/17/11 05:52 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)
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client communication: Hit the Target! Deliver Your Message ... the Way They Want to Hear It! - 09/23/11 12:18 PM
Hit the Target!
DELIVER YOUR MESSAGE ... the way they want to hear it!
Here’s a big question when it comes to generating leads: how do you get the message out most effectively? Newspaper ads? YouTube videos? Social media, print marketing, a website, open houses? Talk to different people, and they’ll all give you a different answer about what’s effective.
I can’t tell you how many agents tell me that newspaper advertising doesn’t work. Or that their social media activities aren’t generating business. The fact is that all types of outreach can generate results – but you have to be directing … (2 comments)
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client communication: Social Media - It's Time to Get On Board! - 09/19/11 05:45 PM
Social Media - It's Time to Get On Board!
Even if you’re not interested in social media, I want you to read this Zebra Report.
I’m going to show you how to dip your toe in the social media waters, without being intimidated or overwhelmed.
Regardless of whether you’re a brand new agent, a seasoned agent, or somewhere in-between, there are tools that you simply cannot ignore if you want to have a healthy and successful business. And social media is one of the newest and most important tools you must take advantage of.
I talk to agents … (2 comments)
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client communication: Business Boosting Buyer Strategies - 09/19/11 05:43 PM
Business Boosting Buyer Strategies
A terrific buyer business will have several key components – client engagement, a powerful presentation, and a “concierge-level” buyer tour. But even with the right tools, you will never solidify your buyer business until you are able to write offers that close and create a follow-up plan that builds long-term relationships.
Do you have buyers making offers that are never accepted? Or maybe you have buyers who write offers that are accepted, but they bail out of the transaction before closing. While buyers do sometimes make the decision to bail for the “right” reasons, you can … (2 comments)
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client communication: More Keys to Buyer Success - 09/19/11 05:39 PM
More Keys to Buyer Success
For most agents, building a lasting – and lucrative! – business requires cultivating both buyers and sellers as clients. But many agents find working with buyers to be a frustrating experience. I want to change that! In my last Zebra Report, “The Key to Buyers”, I discussed the reasons why engagement is such a critical piece of building a successful buyer business. Today I’ll discuss two more critical pieces of the buyer puzzle – presentation and buyer tours.
Presentation Let’s start with a scenario: Your phone rings; the caller would like to … (3 comments)
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client communication: The Key to Buyers? Engagement! - 09/19/11 05:37 PM
The Key to Buyers? Engagement!
If you read my recent Zebra Report series on open houses, you know that great open houses can generate so many opportunities. I’m thrilled to tell you that I’m starting a new Zebra Report series, dedicated to helping you adopt the concepts from the open house series to create a successful buyer business.
Are you finding the success you want when it comes to working with buyers? Or are you so frustrated with buyers that you’re seriously considering working exclusively with sellers? If you choose not to work with buyers, you are walking away … (0 comments)
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client communication: Looking for Free Leads? - 09/19/11 05:33 PM
Looking for Free Leads?
In the last two Zebra Reports I talked about a topic near and dear to my heart – lead generation.
I even shared some of the methods of lead generation that are tried and true – such as open houses, working expired listings, or pursuing FSBOs.
All of those methods are great – and they DO work!
But I want to talk today about a venue for lead generation that is a little scary to some of you … and that’s “social media marketing” or “social networking”.
Social media is a term that gets tossed around … (2 comments)
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client communication: Social Media -- It's Time to Get on Board! - 06/03/11 12:58 PM
Social Media -- It's Time to Get on Board! Even if you’re not interested in social media, I want you to read this Zebra Report.
I’m going to show you how to dip your toe in the social media waters, without being intimidated or overwhelmed.
Regardless of whether you’re a brand new agent, a seasoned agent, or somewhere in-between, there are tools that you simply cannot ignore if you want to have a healthy and successful business. And social media is one of the newest and most important tools you must take advantage of.
I talk to agents all the time … (8 comments)
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client communication: Open House Preparation ... it's More than Signs and Flyers! - 05/20/11 12:25 PM
Open House Preparation ... it's More than Signs and Flyers! As the third installment of my open house series, I want to discuss how youprepare for your open house, and then how to actually host a highly successful open house.
In order to have a highly successful open house you must prepare, prepare, prepare. Simply showing up at an open house with a couple of directional signs and some flyers is not enough! If you’re like many agents who tell me “Open houses don’t work”, I’m willing to bet that signs and flyers are your only open house tools. That simply is not enough!
Let’s … (4 comments)
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client communication: Powerful Client Communication Tools - 04/11/11 04:15 PM
POWERFUL CLIENT COMMUNICATION TOOLS
This is the third article in my series on powerful listing presentations, where we'll be covering pricing, communication, technology, marketing, and home presentation & photography.
This week I want to discuss powerful client communication tools and how they will enhance your listing presentation.
Many sellers say that one of their biggest frustrations and challenges is agent communication. In my company we often talk with seller focus groups, and communication issues come up over and over again. Here are some of the things that sellers tell us:
"Once I signed the listing agreement, I rarely heard from my … (4 comments)
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Denise Lones
Bellingham,
WA
More about me…
The Lones Group Inc.
Address: 2200 Cornwall Ave., Bellingham, WA, 98225
Office Phone: (360) 527-8904
Email Me
Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.
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