denise lones: Who Are Your Best and Most Reliable Clients? - 06/23/17 09:43 AM

Who Are Your Best and Most Reliable Clients?
Imagine you are in a contest and were competing against 100 other agents.
The goal is to be the first to generate a bona fide buyer or seller - that is someone that is ready to put their home on the market with you or to write an offer on a property.
The prize is $25,000! But there can be only one winner.
What would you do to win? Would you:
Quickly sign up for an online lead generation company to send you cold leads? Would you start knocking on doors … (2 comments)

denise lones: Millennials Out Number Baby Boomers: Big Changes are Coming - 06/16/17 12:39 PM

Millennials Out Number Baby Boomers: Big Changes are Coming
Baby Boomers are born between 1946 and 1964 while Millennials are those individuals born between 1982 and 2000. They have now officially outnumbered the Baby Boomers and this is creating some interesting shifts and demands in the real estate market. If you are helping Millennials to buy or sell in this market there are some things that you need to know. Here are some interesting facts about Millennials:
81.3 million – There are currently over 81 million Millennials living in the United States. They have now outnumbered the Baby Boomers.
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denise lones: Anything is Possible with Persistence - 06/09/17 02:35 PM

Anything is Possible with Persistence
I can still clearly remember the day my daughter Alannah called me from college to tell me she had found a homeless dog. Her school was over 1000 miles away. She was living in a no-pets-allowed apartment. So this newly rescued dog would not be possible for her to keep. I knew where she was going with this, and I wanted no part of it. She went on to tell me how scared and frail this dog was, and how it needed a home, and she just couldn’t bear the thought of it living … (2 comments)

denise lones: The Changing Face of Real Estate: Who's Buying, What Are They Buying? - 06/02/17 12:11 PM

The Changing Face of Real Estate: Who's Buying, What Are They Buying?
The National Association of REALTORS® has been studying home buyers and sellers by generation since 2013. The Home Buyers and Sellers Generational Trends Report looks at both the differences and similarities of the generations. The report also looks at how the generations affect the real estate industry.
This report is very important because it details who is increasing in numbers in the market and who is decreasing. This is critical information for builders, developers, real estate agents and remodelers.
Some of the highlights include the following:
The … (4 comments)

denise lones: Video: The Next Best Thing in Real Estate Marketing - 05/26/17 09:03 AM

Video: The Next Best Thing in Real Estate Marketing
Most real estate agents are familiar with doing videos to market their listings but they stop there. Videos for marketing yourself, your services, your area of specialty, your market knowledge and buyer and seller tips are just a few ideas for using video in your business.
Videos allow potential clients the opportunity to get to know you before they even meet you. Many agents that use this type of video in their business report that they are contacted to come and list a client’s home without ever meeting or speaking … (1 comments)

denise lones: Leverage: A Way To Give Yourself a Raise - 05/18/17 03:49 PM

Leverage: A Way To Give Yourself a Raise
In my two previous Zebra Reports How Much Money Do You REALLY Make? and What's Your Net?, I talked about how to calculate your gross and net rates of pay per hour. This week's article will show you how to take this information and make good decisions based on this information.
Working smart is about knowing how to leverage your time to make more money. By knowing what you make per hour you make smarter decisions with your time. Knowing your "rate" means you can quickly calculate the risk/reward factor of … (14 comments)

denise lones: What's Your Net? - 05/12/17 09:06 AM

What's Your Net?
Last week I talked about how important it is to truly being able to calculate how much money an agent makes per hour by dividing their gross commission income by total number of hours worked in a given year.
For example, if you make $100,000 gross commission and you work 40 hours per week for 52 weeks (2080 hours per year) you would make $48.08 per hour.
If you have yourself 4 weeks of vacation you would actually be giving yourself a raise because now you would only be working 1840 hours which would bump your … (3 comments)

denise lones: How Much Money Do You REALLY Make? - 05/04/17 05:05 PM

How Much Money Do You REALLY Make?
When I think about how many hours most people work per week, I think you would agree that 40 hours is what most people would guess to be the average hours that most people work in a typical business setting. When I think about real estate agents, I think you would also agree that most real estate agents can work many hours one week and less another week. In other words, their work hours are flexible and therefore do not conform to the "corporate average."
When I am working with an agent … (6 comments)

denise lones: Real Estate & Gardening - Kindred Spirits! - 04/28/17 09:31 AM

Real Estate & Gardening - Kindred Spirits!
Real Estate and gardening have more in common than you might think. Savvy real estate agents have figured this out.
Think about planting a garden. You make sure the soil is good quality, you decide what you want to plant, you plant your seeds, and then you water the seeds and tend to that garden on a regular basis.
The key word here is REGULAR. You wouldn't even dream of expecting your garden to grow if you failed to tend to it or water it.
I remember a number of years ago … (3 comments)

denise lones: Tax Pressure! - 04/14/17 10:10 AM

Tax Pressure!
April 18 (tax day this year) is coming up quickly and many of us are experiencing the nail-biting tension of getting receipts and forms in order. If there's any time of the year that forces us to face our own shortcomings with a head-on vengeance, it's tax day.
The below lessons are not just relevant right now in the height of tax season (or months from now if you already threw in the towel and filed an extension), but are lessons that will help us every day of the year:
Deadlines
There's nothing like a deadline to light … (2 comments)

denise lones: STEP UP or STEP OUT: Buyers and the Multiple Offer Market - 04/07/17 04:41 PM

STEP UP or STEP OUT: What Buyers Need to Know About a Multiple Offer Market
I have had at least three calls in the past week from frustrated agents who were trying to figure out what they were doing wrong and why their clients lost yet another offer in a multiple offer situation. After long discussions that detailed every step of what these agents did, I was convinced that it wasn't so much about what the agents did it was more about what the buyers didn't do.
In today's highly competitive, fast-paced market, the buyers need to STEP UP … (5 comments)

denise lones: The Changing Climate of Real Estate - 03/31/17 09:39 AM

The Changing Climate of Real Estate
The real estate market has certainly seen its ups and downs over the past 10 years. If you are a real estate agent that has been in the business longer than a decade you have been witness to a dramatically changed real estate climate.
Gone are the days where you can simply hold a real estate license and expect to call yourself a real estate expert. Today's true professional has to be like a warrior, able to fight for your clients in a multiple offer situation and able to fight off the negativity … (0 comments)

denise lones: Keeping Calm: Strategies for Reducing Buyer Stress - 03/24/17 09:01 AM

Keeping Calm: Strategies for Reducing Buyer Stress
In a fast-paced market, emotions can easily run high. In this kind of market, buyers can quickly start feeling defeated - the possibility of winning in a multiple-offer can seem next to impossible. When this happens, it is critical that agents reflect on how they can keep their buyer both objective and calm so that they can make smart and effective decisions on their next offer.
Here are four ideas that will help your buyers keep a level head throughout the home search.
Educate Your Buyer
Showing buyers list prices for homes comparable … (8 comments)

denise lones: The Quiet Mind: Critical Tips for Peak Performance - 03/17/17 06:09 AM

The Quiet Mind: Critical Tips for Peak Performance
A personal practice I have done for over 20 years is called my Hour of Power. It is a time where I sit in my office every workday for one hour of uninterrupted time.
I do this so that I can focus on key tasks that I need to do without ANY interruptions. I don't look at emails, I don't answer any phone calls and I do not surf the net. I get rid of ANY and ALL distractions and I allow my mind to be clear of all the noise … (24 comments)

denise lones: Move Your Boat! - 03/10/17 10:13 AM

Move Your Boat!
...and you may find more fish!
There isn't a day that goes by that I don't hear a real estate agent somewhere complaining about the lack of inventory in our market.  I get it. It is disheartening to be working with a buyer only to have them lose their offer because they are competing against so many other buyers.
There also isn't a day that goes by that I don't hear from some of my clients that are moving their boat to more fertile waters to find success with sellers. I am not saying to put … (2 comments)

denise lones: My Ideal Real Estate Agent - 03/03/17 10:30 AM

My Ideal Real Estate Agent
Direct from the horse's mouth!
I recently received calls from two different friends of mine telling me that they are thinking of either buying or selling. They asked me if I knew of a good real estate agent and I asked them what they defined as "good" and what they wanted and expected in the person I would refer them to. I think this list represents a common theme I heard after two very different conversations. The list also represents some of the most common traits of the top agents that I have the pleasure … (1 comments)

denise lones: Becoming a Market Expert: The 20 Things You Need to Know - 02/24/17 09:32 AM

Becoming a Market Expert: The 20 Things You Need to Know
If you want to be viewed as a market expert, you must completely understand your local market. Most of this information is easily accessible from your MLS. Every agent must be able to analyze for their marketplace:
SALES ANALYSIS
Go into the MLS and find out the total number of sales in your area/s for each of the past three years. This will show you a number of things, including the pace at which the market has sold. Put this information into your binder along with a chart or … (12 comments)

denise lones: The Connected Agent: The Most Important Agent To Be - 02/16/17 05:42 PM

The Connected Agent: The Most Important Agent To Be
Real estate is a business where clients hire you because they have faith that you can help them buy or sell real estate in an easy streamlined manner. Before you can find those clients you have to make connections. A connection can either be in person, on the phone, by mail, by email or simply by an online post that you have written. Connecting is about making an impression with people and becoming top of mind.
Here are 6 ways to connect with your clients.
Past Clients
First and foremost, if … (5 comments)

denise lones: Turn Off the News and Get Back to Work - 02/09/17 04:33 PM

Turn Off the News and Get Back to Work
I have been overwhelmed with concern from many of my clients about the state of our country now that the election is over and we have a new a new President. I work hard NOT to discuss politics and I will adhere to that rule in this week's Zebra Report. However, I do need to address how some real estate agents are being affected by the constant barrage of media and news stories about the new President.
Whether you are a Republican or Democrat, whether you are thrilled or deeply … (2 comments)

denise lones: How to Make the Best of Your Time When you are a Site Agent - 02/03/17 12:11 PM

How to Make the Best of Your Time When You are a Site Agent
With builders back in the market, they are calling upon agents to sit at model homes waiting to tour prospective buyers. This article isn't going to tout the benefits or the cautions about making this commitment (as I certainly do not recommend this for everyone), but instead I am addressing how to make the best of this time and how to make this a very lucrative lead generation system.
Understand the rules around what you are and are not allowed to do. Depending on the … (0 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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