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 … (64 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: Organizing Your Business - 06/05/15 09:40 AM

Organizing Your Business
Recently I had a discussion with Heather, our project coordinator, regarding the importance of agents keeping things organized in their business.  Whether that is organizing your files, systems, or even your time, each is critical to an agent's success.
As Heather puts it, "good organization is key to a successful transaction and being organized saves you time, money and potential transaction mishaps." I couldn't agree with her more. Here are some of the great ideas that came from our discussion.
The first step is to create a system to manage all of your paperwork and all of … (2 comments)

denise lones: New Homes Sales to Surge By 30% - 05/29/15 11:01 AM

New Homes Sales to Surge By 30%
I have been reporting on new home sales for years and track this facet of the market with a great deal of interest as a Master in Residential Marketing through the NAHB. I find the new home market to be a strong barometer of what is happening with the market as a whole.
A stat released by the Census Bureau caught my eye this week - new home sales rose 26% from one year ago during the same time in April to 517,000 sales - the third highest month of activity in … (4 comments)

denise lones: Renovating Tips for Your Clients - 05/21/15 05:25 PM

Renovating Tips for Your Clients
In today's market, where inventory is a challenge and buyers are having a hard time finding what they want, renovating may be a good alternative to buying something turnkey.  If buyers are willing to take on a renovation, they may be able to get exactly what they want by buying a home that needs some work and then customizing to fit their needs.
There are many reasons why renovation and remodeling is more popular today than it has been in decades including:
Personal Taste: Remodeling and making the home “theirs” is one the most popular … (0 comments)

denise lones: "To Do" Overload - 05/08/15 11:20 AM

"To Do" Overload
If you made a list of "to do" items right now in your business, how would you feel? Confident that you had a handle on most of them? Completely overwhelmed by the deficiencies in your business? Or completely indifferent because you weren't planning on tackling them anyway?
The agents I begin to work with are often in that second category - completely overwhelmed by their "to do" list which consists of not only the things they have to get done for their clients, but also all the systems and tools they want to develop to streamline … (1 comments)

denise lones: Getting Your Brand to Work For You... - 05/01/15 03:52 PM

Getting Your Brand to Work For You...
... Even When You Are Not There.
In my classes, when I am reviewing the importance of having a strong brand, I often have agents ask me what I think about their brand and request a critique. This is one of my favorite things to do because it not only allows me to see a lot of different types of brands, but I also get to help agents by providing an honest and unbiased opinion.
A brand is a visual expression of who you are, what you offer, and what your clients … (0 comments)

denise lones: The Elephant in the Room - 04/24/15 11:53 AM

The Elephant in the Room
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn't quite get the words out?
This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can't start to solve a problem if you don't actually know the full scope of the situation. If you know something isn't right and you are afraid to address it, then it is the quintessential elephant in the room.
For … (14 comments)

denise lones: Credit is Tight! - 04/17/15 12:51 PM

Credit is Tight!
Credit is tight, even for Former Federal Reserve Chairman Ben Bernanke!
Low interest rates should mean that opportunity is in abundance for the real estate industry. However, if you can't qualify for a mortgage, even the lowest rates don't help you if you want to finance or refinance your home.
This point became significant when the news was announced that even the former Federal Reserve Chairman, Ben Bernanke, was turned down when he went to refinance his home. Mr. Bernanke was at a conference and shared with moderator Mark Zandi of Moody's Analytics that he, "recently … (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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