denise lones: Vision: If You’ve Got It, Flaunt It! - 11/20/15 01:54 PM

Vision: If You’ve Got It, Flaunt It!
This year my daughter, Alannah, went off to college. Hard to believe how fast the years have passed!
Something really special and enlightening happened at the end of her senior school year right before she graduated from high school. I received a piece of mail at my home and it was addressed to my daughter. The strange thing was that it looked like her handwriting but I couldn't understand why she would mail herself a letter. Was it, in fact, her handwriting? Or did someone near her age with similar handwriting send … (3 comments)

denise lones: Honoring Your Relationship Long After the Sale Is Over - 11/13/15 09:29 AM

Honoring Your Relationship Long After the Sale Is Over
It is essential that real estate agents pay particular attention to where their business is coming from. If you are an agent who has been in the business five years or longer and you have taken care of your past clients, then you should have a good chunk of business from repeat clients and past client referrals.
However, many agents who are newly working with me haven't kept track of where their business is coming from and they don't know how much of their business is from past clients, repeat … (16 comments)

denise lones: It's the Most Advantageous Time of the Year - 11/06/15 10:33 AM

It’s the Most Advantageous Time of the Year
I can feel it in the air... The National Association of REALTORS conference is next week, followed shortly thereafter by Thanksgiving. It's the feeling of brokers looking forward to turning their attention away from their business and towards family and friends. While others may be smelling gingerbread and stuffing made from scratch, I smell opportunity.
No matter if you live in an area that already has snow or you live in an area flooded with snowbirds and the winter months are your busiest time of the year, there is a market … (7 comments)

denise lones: What Makes A Strong Market? - 10/30/15 11:45 AM

What Makes A Strong Market?
When it comes to HOT or STRONG real estate markets, a simple question often asked is "what makes a market strong?" The obvious answer being DEMAND, of course. While demand absolutely drives people to buy in certain areas there are reasons for that demand and you have to look beyond the current demand to be able to predict whether or not the market will maintain its strength.
There have been areas that have seen sudden meteoric rises in house prices but that rise has ultimately gone away when the initial reason for the housing … (0 comments)

denise lones: A Foundation for Success, Your Business Vision - 10/23/15 01:07 PM

A Foundation for Success, Your Business Vision
I have coached many agents over the years and the first question I ask them is, "What is your vision for your business?"
Without a clear vision for your business, you're unlikely to ever achieve your business goals. For example, agents tell me all the time that they want to make so much money so that they have financial confidence. However, what they are focused on is a financial goal. That's just one goal; it's not a business vision. A vision defines what you want your business to represent and how you … (1 comments)

denise lones: I Don't Want It Unless Someone Else Wants It! - 10/16/15 10:43 AM

I Don't Want It Unless Someone Else Wants It!
There is an interesting phenomenon occurring in the real estate world that has some agents perplexed. Some of their listings are getting multiple offers while others sit gaining nothing more than additional days on the market.
It seems that the more offers that are received on a property the more offers that continue to trickle in. However, other well-priced listings may be sitting with nothing more than a few semi-interested calls from agents asking if there are offers coming in on the property. When the answer is "no," zero offers … (19 comments)

denise lones: The Expertise Opportunity - 10/09/15 11:13 AM

The Expertise Opportunity
For this week's Zebra Report, I'd like to start off with a quick exercise. Ready?
Think about the last vendor you were really impressed with. It could be a lender, inspector, or it may not even be someone in the real estate industry. It could be a florist, an interior designer, an accountant or even your insurance representative. Who was it and what was it about that particular interaction that was so memorable?
I will give you a hint. It probably came down to two things - expertise and time.
We love people who have expertise … (1 comments)

denise lones: Personal Self-Discipline And Freedom - A Winning Combination! - 10/02/15 10:01 AM

Personal Self-Discipline And Freedom - A Winning Combination!
If you closely follow the footsteps of top producing agents, successful business people, and athletes you will soon realize that the one thing they have in common is personal self-discipline. Some will argue that talent is more important while others who have made it just by sheer hard work will tell you it was their personal self-discipline to persevere through the hard times that was their secret to success. I have witnessed both in my journey as a business person myself and as a real estate professional and coach.
I have … (13 comments)

denise lones: The Empty Pipeline Syndrome - 09/25/15 10:05 AM

The Empty Pipeline Syndrome
We got a call a few weeks from a client who had gone from being on top of the world to having a disaster on her hands in a matter of a morning.
She had a number of deals that she was handling and they were all imploding for different reasons. Not only was she feeling awful for her clients, unable to repair the damage that was unfolding before her eyes, but she was also seeing the commission she had counted on, slipping through her fingers.
What was worse was that she had been focusing … (68 comments)

denise lones: The Fall Catch Up Plan - 09/18/15 11:37 AM

The Fall Catch Up Plan
Fall is a natural time to reflect back on your year and to give yourself a fresh start so you can finish out the year strong.
With kids going to school and our focus turning away from summer activities, this is a great time to examine your business and determine if you are on track - or if you need to make some adjustments as you head towards the end of the year.
First some evaluation:
1) Are You on Track Financially?
This is the easiest thing to evaluate but the one thing that causes … (2 comments)

denise lones: Pricing in a Hot Market - 09/11/15 12:56 PM

Pricing in a Hot Market
Sellers can be very unrealistic about the price they want you to list their home for, especially when the market is moving quickly and in their favor. Many agents get caught up with their seller’s optimism because, to some degree, they feel the seller has a point. After all, homes are selling like hotcakes and maybe this home could get swept up in the sales frenzy too! It’s very tempting to think, “Why not at least try it?”
Wait! Not so fast! This will come back to bite you. If the property that you … (13 comments)

denise lones: The Questions Potential Clients Should Be Asking Real Estate Agents - 09/04/15 02:40 PM

The Questions Potential Clients Should Be Asking Real Estate Agents
Buying or selling a home is one of the most important decisions your clients will ever make in their lives and choosing an agent that will be a strong advocate and educator about the process is critical. All too often, buyers or sellers choose to work with an agent who is a friend, relative, or cousin of their ex-roommate because it is convenient or because there may be perceived loyalty. But all too often, I see these types of relationships implode because the people doing the buying or selling … (0 comments)

denise lones: Interpreting Cues and Clues from Your Clients - 08/20/15 04:31 PM

Interpreting Cues and Clues from Your Clients
One of the biggest challenges facing salespeople is picking up on the cues from your clients. Whether in a conversation or through their actions, clients give us cues all the time. Your challenge is to interpret these cues as clues to your next move.
We do presentation role-playing work with agents in our Mastery coaching program and our ENCORE group. It is not unusual to be working with an agent doing a presentation and have them miss a cue I have given. Sometimes that cue is avoided intentionally because the agent doesn't … (0 comments)

denise lones: Aging in Place: What You Need to Know - 08/14/15 12:31 PM

Aging in Place: What You Need to Know
Every year when I do my annual predictions I make a prediction on home renovation activity. It is no secret to anyone who has read these predictions that I have been predicting record high renovation projects to be started and completed in the next five years. The reason for this is very simple, people are making the decision to "age in place."
What this basically means is that many people, specifically Baby Boomers, are taking a good hard look at renovating versus selling and having to buy again. For some it … (3 comments)

denise lones: Big News for Real Estate and the Entire Pacific Northwest - 07/30/15 05:20 PM

Big News for Real Estate and the Entire Pacific Northwest
I have been talking about the possible alliance of the Port of Seattle and the Port of Tacoma for quite some time. I have watched with eager anticipation of what the two ports would do and ultimately whether or not the alliance would be allowed to happen at all.
I am thrilled and ecstatic to be able to announce that The Federal Maritime Commission has completed its "competitive review and analysis" of the alliance agreement and have voted unanimously to allow the Ports of Tacoma and Seattle to form … (3 comments)

denise lones: The 8 Biggest Communication Mistakes Agents Make with Clients - 07/24/15 02:57 PM

The 8 Biggest Communication Mistakes Agents Make with Clients
One of my favorite things to do in my real estate training is to work with agents one-on-one to help them see how they communicate with their clients. I will even videotape them. I critique their performance and together we identify flaws in their communication style and we make a plan for improvement.
None of us get trained enough in the art of communication. And very few people have ever had anyone critique their communication style. In a role play setting, I watch how agents display body language and voice tone. … (1 comments)

denise lones: Opportunity Knocks: Tips for Marketing Properties with Huge Potential - 07/21/15 04:56 PM

Opportunity Knocks: Tips for Marketing Properties with Huge Potential
I have seen a lot of marketing during my years in real estate. I have seen bad. I have seen good. I have seen exceptional. Recently I came across one of those exceptionally-marketed properties in Whistler, British Columbia. I had the pleasure of talking with the real estate agent and learning exactly what he did to show the incredible potential of this property to potential buyers and he agreed to share this with you.
Every once in a while a property comes along that has extraordinary potential - that diamond … (29 comments)

denise lones: Spring Leads Into a Robust Summer Market - 07/10/15 10:56 AM

Spring Leads Into a Robust Summer Market
Over the past few years we have been used to real estate sales taking a breather in the summer months after the usual spring boost of sales. However, this year is different and the rate of new single family home sales has continued to soar to its fastest pace in seven years. This has caused many to wonder whether or not the market has hit its peak.
With new home inventory remaining steady, both locally and nationwide, the national month’s supply of inventory number dropped to 4.5 months (this is the number … (1 comments)

denise lones: The Accidental Business Building Event - 06/30/15 02:43 PM

The Accidental Business Building Event
When I was actively selling real estate I stumbled upon one of the MOST amazing business building events. I didn't plan on it. I didn't expect it. It just occurred from a single action I took for my sellers on their moving day which then became my signature act of kindness.
It was fairly early one Saturday morning and I had just finished grocery shopping. I was driving home when I remembered that one of my clients was moving that weekend and their new home was not far from the grocery store. I decided … (4 comments)

denise lones: Six Areas to Address When Getting Your Business Organized - 06/12/15 10:21 AM

Six Areas to Address When Getting Your Business Organized
One of the best ways to give your business a boost is to make a conscious effort to get your business organized. Last week I addressed computer file management.  Here is a list of some additional areas in your business that could use some organizing.
Email management is not just about responding to emails in a timely manner. It is about being able to keep important transactional communication easily accessible for when you need it. Losing just one email could be very costly to your business, not to mention … (1 comments)

Denise Lones, CSP, MIRM, CDEI - Real Estate Coaching & Branding (The Lones Group, Inc.) Rainmaker large

Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding

Bellingham, WA

More about me…

The Lones Group, Inc.

Address: 2200 Cornwall Ave., Bellingham, WA, 98225

Office: (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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