denise lones: What is Your Back-Up Plan? - 07/15/16 05:03 PM

What is Your Back Up Plan?
Have you ever wondered what you would do with your business if you received a call that required you to drop everything and divert your attention to an issue more important than business?  The call may come from a family member needing your help with an emergency or about an aging parent that needs your FULL attention now. Or worse, that call may be notice that someone you really cared about was at the end of their life. Or maybe the challenge is that YOU need to attend to a an urgent personal … (0 comments)

denise lones: Learning to Delegate and Let Go - 07/08/16 09:23 AM

Learning to Delegate and Let Go
When I first started selling real estate, I was a young "whipper-snapper" who wanted to set the entire industry on fire. I had it all planned. I was going to be the Number One real estate agent in America - no, the WORLD! - and I was going to do it alone.
Being young and naïve, I truly believed I didn't need anyone else. I wanted to do everything myself. I wasn't going to ask anyone for help.  I wanted to be successful and thought that the definition of success was doing it all myself... … (2 comments)

denise lones: The Seasons in Your Business - 07/01/16 11:52 AM

The Seasons in Your Business
The calendar turned to a new season week, it had me thinking about how there are different seasons in a business as well. These don't necessary follow a calendar or the Earth's rotation. Instead, they tend to follow what is happening for you personally or for others in your personal life.
For example let's take look an agent with a steady home life. There are no kids at home or aging parents with special needs. There are no demands on the on this agents time from anyone. Furthermore, this agent has time to exercise daily and is … (0 comments)

denise lones: On Your Bus and In Your Business - 06/24/16 12:37 PM

On Your Bus and In Your Business
Whether you run your own real estate business, work for a company, or are part of a real estate team, there are people who you rely on day to day to help the business run smoothly. These are the people I call "on your bus". In an ideal world, the bus runs smoothly. This means that the right people are on board, in the right seats, and the bus continues to move forward towards its destination.
But what happens when you have the wrong people on the bus? Have you ever worked … (15 comments)

denise lones: Three Important Words in Real Estate Marketing - 06/16/16 12:43 PM

Three Important Words in Real Estate Marketing
I know you've already heard that old saying that in real estate, the three most important words are, "Location! Location! Location!" Today though, the three most important words that you the real estate agent need to know are, "Database! Database! Database!"
The quality of your database and how you use it directly affects your success. I've said it many times before - your database is your personal goldmine.
Did you know that the average real estate agent meets over five-hundred new people per month? That's friends of friends, social media acquaintances, parents … (1 comments)

denise lones: Lessons Learned from Skee Ball - 06/10/16 12:37 PM

Lessons Learned from Skee Ball
Photo copyright Scott S.
A group of kids playing tag the other day reminded me of the importance of having a strategy and sticking to it. As I watched, I realized that each kid who was it had his own strategy for tagging others. Some relied on the taunt and tag while others depended solely on their speed and agility. But then one of kids was it and it was evident that this kid had no plan at all. He made a feeble effort to run after anything that moved. He took a few … (0 comments)

denise lones: The Power of Gratitude - 06/03/16 09:24 AM

The Power of Gratitude
Think about your last transaction. Was it a tough one? Were there moments when you didn't think it would close or was it smooth with barely any bumps along the way?
Whichever path the transaction took, I bet there were some standout people involved that helped it across the finish line. Really think about this. Who stepped up and took care of your clients? Was it:
The inspector who, despite being slammed, made time for a last minute inspection? The lender who worked with the underwriters to approve the buyers despite their qualifying with self-employment … (18 comments)

denise lones: The Feedback Formula - 05/27/16 02:56 PM

The Feedback Formula
What was the last thing you bought online? A book? Toner? Shoes?
Chances are if you bought something online that you had not purchased before, you made the decision to purchase based at least partially on the product reviews. When I purchase anything online that I have not purchased before, I certainly check those reviews. In fact, I usually hone in on the reviews that are not so favorable to see if there are any objections that I might also encounter. For example, if I am shopping for cushions for my outdoor furniture and I see … (0 comments)

denise lones: The Real Estate Remodeling Craze - 05/18/16 04:55 PM

The Real Estate Remodeling Craze
The desire for home remodeling has hit an all-time high for a number of reasons. Traditionally the top reasons for remodeling were to improve a home’s livability, modernize or update home amenities, repair and replace worn and broken features, to create additional living space, and our most recent remodel reason: to add energy efficiency in the house.
Now, these are all great reasons to consider for a home remodel, but there's a new reason that is rapidly growing and that agents should be aware of: the buyer who is considering remodels with their future retirement needs in mind.
This growing … (1 comments)

denise lones: Coping With Life as a Business Owner - 05/06/16 12:07 PM

Coping With Life as a Business Owner
How many hats do you wear? As a real estate salesperson, you're painfully aware that you're not just a salesperson. You're a marketer, financial consultant, troubleshooter, negotiator, computer repair person, legal consultant, and customer service representative, not to mention the owner of a small business. Yes, you are the President, the Chief, the Boss and CEO of You Incorporated!
Your job title should be changed to "juggler," because that's what you really are. You have to juggle it all - your time, money, relationships, and schedule. These are the four flaming torches of … (0 comments)

denise lones: Converting Leads After the Open House - 04/29/16 12:05 PM

Converting Leads After the Open House
An agent asked me recently, "Denise, how do I convert leads from an open house?"
Converting leads at an open house is easy because they already met you and I bet they developed some sort of rapport with you. Furthermore, they took the time to see a home so they probably are thinking about buying or selling.
Therefore, your conversion efforts should be centered on developing further rapport. And that comes from giving. I like to use my three favorite words for this: Would you like...
No pressure. No pushiness. No presumptions. Just … (36 comments)

denise lones: Spring Cleaning and Your Open House Checklist - 04/15/16 09:40 AM

Spring Cleaning and Your Open House Checklist
Depending on where you are in the country, you may or may not be experiencing a super-fast market this spring. A super-fast market is defined as a market where there are many more buyers than inventory and homes are selling in very low days on market numbers for above listing price.
I hear agents trying to talk themselves out of doing open houses in a market like this because there may be little time to prepare for the perfect open house. In some cases, having enough time to advertise because the home … (1 comments)

denise lones: The Quarterly Business Assessment - 04/08/16 09:28 AM

The Quarterly Business Assessment
When was the last time you took a look at the health of your business? As a real estate agent you are a business owner. You owe it to yourself to take a moment every few months to review your business barometer. Now that the first quarter of 2016 is complete, it's time to review how your business is changing – good or bad – and what you are going to do about it.
When I talk to agents about this, they intuitively understand the need for a business review. However, one of two things … (1 comments)

denise lones: Single Family Tear-Downs - 03/31/16 02:39 PM

Single Family Tear-Downs
Depending on where you are in the country it may or may not be unusual for you to work with a buyer who finds the ideal lot in the ideal neighborhood, but it just happens to have an old and outdated home on the property. Although the cost to build new when one has to demolish first is usually greater than building on a blank slate, the buyer proceeds and builds the home they have been dreaming of.
According to the National Association of Homebuilders, in 2015 almost 8% of all single family home starts were … (0 comments)

denise lones: The Investor Tipping Point - 03/24/16 04:38 PM

The Investor Tipping Point
Several weeks ago, I introduced the idea of The Tipping Point - that moment in time when it becomes more advantageous for a seller to sell than to stay in his or her home. In areas where markets have inventory shortages, making more homeowners aware that their tipping point may be near is critical for encouraging homeowners to make a move and you will drum up more inventory as a result.
There is a second Tipping Point opportunity that comes to a head in March and April each year, meaning we are in prime season … (0 comments)

denise lones: Don’t Fall into These Legal Pitfalls! - 03/18/16 09:25 AM

Don't Fall into These Legal Pitfalls!
It is not like real estate agents don't have enough to be aware of in their business but there are a few things that I have been seeing lately that are of concern. Lack of awareness around these issues can cause agents a lot of grief in their business.
Here are 10 mistakes agents need to avoid in order to stay out of legal and ethical trouble.
If you are showing property and listing property in an area that you don't normally work, make sure you know what you … (0 comments)

denise lones: The Census Bureau Does More Than Just Track Population - 03/04/16 04:36 PM

The Census Bureau Does More Than Just Track Population
The United States Census Bureau is one of my favorite resources for everything from population charts, area information, and even what is happening in real estate. Wait... did you know that the Census Bureau tracks what is hot in housing trends? They do indeed!
The Census Bureau conducts The Survey of Construction which looks at current national and regional statistics on housing starts, housing completions, and even the characteristics of single family housing and multifamily housing. The Department of Housing and Urban Development contributes to funding this survey. Housing data … (2 comments)

denise lones: Up Your Game - With Video! - 02/26/16 02:34 PM

Up Your Game - With Video!
I have been talking about the power of video in a real estate agent's business for years. However, it seems that the nervousness most real estate agents feel about being seen on video or the unknowns of the production side holds them back. Whatever has kept you from fully utilizing video in your business has to be addressed in order to tackle this powerful client care and lead generation tool.
Imagine you were a seller and had hired an agent to list your home. Would you be more impressed with an agent who … (3 comments)

denise lones: Persistence is Powerful: Lessons I’ve Learned from Mati - 02/19/16 10:05 AM

Persistence is Powerful: Lessons I've Learned from Mati
Her name is Matilyn (I call her Mati or Monkey) and she is one of my daughter's best friends. After years of her spending time in my home and at horse shows together she has become my friend too. In fact, my daughter jokes that when Mati comes to visit, she is really coming to visit me. Mati is one of the most persistent people I have EVER met in my whole entire life and to say she has edged her way into my life and my heart is an understatement.

denise lones: A Picture is Worth Thousands of Dollars - 02/05/16 03:47 PM

A Picture is Worth Thousands of Dollars
Do you have five minutes? I encourage you to take this time to do a quick tour of your MLS and review the quality of home photography that is passing as "adequate" to someone's definition (not mine!) this very second. While some agents do an amazing job enlisting the help of a professional photographer, many others make do with the cameras in their phones, and some of the photos are truly horrific.
My favorite gift I received this past Christmas was a 2016 daily calendar of bad real estate photos with hilarious … (2 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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