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: The Tipping Point - 01/29/16 09:23 AM

The Tipping Point
Every seller has that moment in time when something happens that pushes them to making a decision to sell. In fact, many sellers don't even know they want to sell until someone informs them of the benefits of selling.
For example, imagine a seller is at home and they retrieve their mail and find a letter from a real estate agent informing them that their neighbors home has sold. The seller is surprised to find out that his neighbor's home sold for $425,000 - he had no idea that homes in his neighborhood were even close … (0 comments)

denise lones: New Construction in High Demand - 01/08/16 09:34 AM

New Construction in High Demand
New construction is a major driver of real estate markets nationwide. Without it inventory levels remain lower than normal and house prices can't help but rise. In order to look forward to what is expected for the spring building market you have to first understand what it takes to build a home.
With the average new home requiring over 20 subcontractors to complete, it is no wonder homes are taking longer to build than normal. If there is also a shortage of one or two of these subcontractors it can delay completion of the … (0 comments)

denise lones: Lessons from Rudolph: A Top Marketing & Branding Guru - 12/18/15 09:10 AM

Lessons from Rudolph: A Top Marketing & Branding Guru
Today I'd like to introduce you to a marketing guru who is a master of his craft. I myself have learned a lot from him. I'd like to share with you some of the incredible insights I have learned from this branding genius. He is a master of attracting attention, developing a strong brand, and delivering consistent results. He is a leader, an innovator, and an example for us all.
Who is he? His name is Rudolph. Perhaps you've heard of him. In fact, I'm willing to bet you have. You … (0 comments)

denise lones: 2016 Buyer Preferences - 12/11/15 02:23 PM

2016 Buyer Preferences
With each passing year home feature trends shift and change based on buyer demands and lifestyle preferences. Remember when light oak kitchen cabinets were the "in" thing? Today in many areas white kitchen cabinets are the first choice of many buyers and remodelers for its broad appeal. I like to follow the feature trends in housing construction, renovations, and remodeling and am happy to share with you the top 10 trends for 2016:
Traditional on the Outside, Modern on the Inside
Modern decor and interior design is the becoming a very high demand remodel and new home … (1 comments)

denise lones: Toss Out That Antiquated Business Plan - 12/04/15 01:36 PM

Toss Out That Antiquated Business Plan
Agents near and far have been clamoring for a meaty business plan template for 2016. However, my recommendation for 2016 is to keep it short, sweet, and only focus on the action items that are going to bring you business.
"But Denise!" they say, "Where do I put my income goals? Where do I put my transaction goals? Where do I track my income?"
Let me be very clear. Having income and transaction goals is important - very important. So is tracking. But if every year you make a business plan and then … (3 comments)

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 … (70 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, 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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