denise lones: How Will You Prepare Your Business for 2022?
- 11/22/21 11:03 AM
How Will You Prepare Your Business for 2022?
Right now it is the fall real estate season. Maybe, just maybe, in your area you might have the sensation that the market has softened. Maybe just a little bit. And ho-boy, if you have been working hard all year long, this may feel like a long overdue and welcome moment.
But I've done my research. Have you? Because there is something you should know.
Our market is still in dire need of new inventory and there's no relief coming in 2022. So, how will you prepare for the coming year? … (5 comments)
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denise lones: Attracting Leads to Your Pipeline with Geographical Farming
- 11/10/21 03:53 PM
Attracting Leads to Your Pipeline with Geographical Farming
What is your lead pipeline like in real estate? Especially in this market, as we continue to see challenges with inventory and competitive buyers, we have to figure out a way to attract leads. You need a lead magnet!
One of the best lead magnet systems I know if is Geographical Farming. When I was a full-time agent, geographical farming was one of my most successful ways of generating leads. But there have been new challenges over the last few years, and a lot of agents have completely stopped farming.
… (3 comments)
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denise lones: Don't Be Afraid to Niche - It Won't Limit Your Real Estate Business!
- 10/29/21 11:21 AM
Don't Be Afraid to Niche - It Won't Limit Your Real Estate Business!
There comes a time in many agents' careers when they get tired, burned out, and know they can't continue in the business the way they have.
Maybe they are selling across too large of an area that has awful traffic and they are spending more and more time on the road and less time in the houses they are trying to show.
Maybe they are working with clients who don't take advice and are too much work (such as buyers who won't be realistic in their … (7 comments)
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denise lones: Celebrate Your 2021 Accomplishments
- 10/26/21 03:23 PM
Celebrate Your 2021 Accomplishments
This year has enjoyed a super robust market. I have had agents from all over the country talk to me about how the pandemic has helped them make some important changes in their business and personal life. A common thread that I see in many of these conversations is comparing this year to last year and previous years. After all, it's natural to make the comparisons, especially as the year winds down.
However, I want you to use caution you to use wisdom when making these comparisons. This is not the year to rate yourself … (11 comments)
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denise lones: Are Time and Money Wasters Dragging Your Business Down?
- 10/15/21 12:41 PM
Are Time and Money Wasters Dragging Your Business Down?
Have you ever had a leaky faucet? One that drip-drip-drips all day and night? Maybe one that you know should be fixed, needs to be fixed, but it isn't your biggest priority?
Then the water bill comes and you are shocked to learn that the little drip drip drip has resulted in an extra $200 bill and thousands of gallons of water. Then it becomes a big priority! The individual drips don't seem like a big deal, but the accumulation factor is huge.
Every business has leaks. Most real estate … (5 comments)
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denise lones: Prioritizing Your Rocks
- 10/12/21 10:58 AM
Prioritizing Your Rocks
You are likely familiar with the Rocks, Pebbles, and Sand story and demonstration.
No? Let me quickly explain:
Our demonstration includes a jar, rocks, pebbles, and sand.
The jar represents your life - the 24 hours that each of us has each and every day.
The rocks include the important stuff - spouse, family and friends, pets, hobbies, health, and the things that bring each of us joy.
The pebbles include the things that we have to focus on such as career, making sure your house is maintained, your financial life, etc. It even includes marketing … (11 comments)
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denise lones: Building Rapport - It Can Make or Break Your Listing Presentation
- 09/24/21 04:08 PM
Building Rapport - It Can Make or Break Your Listing Presentation
Making a strong first impression can be tough - unless you have a fail-safe system for it that works in almost every listing presentation. My Rapport-Building Formula helps you connect with the seller, allows you to get to know the property and, most importantly, helps you stand out right away utilizing a process that almost no other agent is using.
How does the Rapport-Building Formula work? It's easy!
What You Need
A clipboard and pen Your phone/camera Home Conditions Checklist Seller Improvements Checklist Listing Dollars Checklist To put … (2 comments)
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denise lones: Facing the Dragon
- 09/20/21 11:45 AM
Facing the Dragon
Today I am here at the Lynnwood Convention Center where we hold many of our live classes and meetings with coaching clients. For this week's Zebra Report I want to talk about that sick feeling that most people get when they are confronted by conflict. I want to specifically address what happens to a person physically when you are faced with conflict, adversity, somebody that is talking to you aggressively, or when somebody that is upset.
We all have a physical reaction, partly because we do not know where that conversation is going to go, so … (15 comments)
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denise lones: Conquering Conflict
- 09/10/21 10:11 AM
Conquering Conflict
Today, the topic is conflict. Again? Yes. We need to address conflict.
Why? For starters, almost every day in my business, I get a call from at least one agent talking about conflict. There's conflict with buyers, sellers, vendors, the title company—and other agents! Real estate is an industry that breeds conflict because there are so many moving parts. Being a great agent means being able to master this constant conflict.
However, did you know that lots of good agents avoid conflict? They don't want to talk about it or go anywhere near it. That's why so … (2 comments)
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denise lones: Mail Means MONEY in Your Pocket!
- 09/03/21 04:04 PM
Mail Means MONEY in Your Pocket!
One of our favorite clients recently challenged us on social media about the importance of mail and I thought it was worth addressing in a Zebra Report:
"Where I am from I don't see many people reading their mail when they have social media. When I ask if they received my letter after a week or two most say they haven't picked up their mail because they are too busy."
Although I am a big proponent of mail, I also hear what she is saying as there may be a few factors at … (8 comments)
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denise lones: Your Lizard Brain in Conflict
- 08/31/21 03:12 PM
Your Lizard Brain in Conflict
Have you ever been in a really stressful situation, perhaps one in which someone was upset with you, and your instinct was to flee? Or perhaps your body flooded with adrenaline in preparation for a fight? In both cases, your "lizard brain" - or that part of your brain that is primitive and is what causes that flight or fight response - takes over.
Lizard Brain isn't all bad. In fact, it is responsible for keeping you alive! However, your Lizard Brain is also responsible for you either going overboard in your response to … (0 comments)
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denise lones: Do You Have the Keys to Solving Conflict?
- 08/23/21 03:40 PM
Do You Have the Keys to Solving Conflict?
Today I want to talk about something that has come up a lot this year, just because there has been so much stress, and people have been away from their normal habits and routines. That topic is CONFLICT. Whether that conflict is at home, with a business associate, with a client, or a family member.
The reality is that conflict makes most people very uncomfortable. We don't want conflict. We want our life to be smooth, and we want people to be happy with us. For many real estate agents, that … (8 comments)
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denise lones: Are You Holding Back or Speaking Your Truth?
- 08/16/21 01:04 PM
Holding Back or Speaking Your Truth
One of the hardest things we are faced with when dealing with difficult people or situations is how to best maneuver our emotions and our need to defend ourselves.
Whether it is a personal or business issue where you feel you have been wronged or misjudged you will need to navigate those rough waves of anger that can overcome you. Learning to hold back and knowing when to speak your truth are essential skills needed in both real estate and in your personal life.
One of the most important steps you must take … (6 comments)
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denise lones: Do You Have Trouble Speaking Up?
- 08/13/21 08:23 PM
Do You Have Trouble Speaking Up?
Quick show of hands - how many of you had a challenging transaction over the last 12 months? One that was in danger of failing at some point between pending to close?
Wow! Let's see. Hmmm, almost all of you!
Last September, I was helping my clients in my ENCORE group deal with some challenging transactions and at one point, there were 28 transactions in danger of failing. Some were failing due to appraisal and money issues, but the vast majority were failing due to the action or inaction of one of the … (6 comments)
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denise lones: Education is the Key to Great Client Care
- 07/30/21 10:36 AM
Education is the Key to Great Client Care
I'm so excited because this week, I'm in beautiful Las Vegas. I'm staying at the incredible Cosmopolitan Hotel, which has the best views of the Bellagio fountains. (You'll see them going off behind me.)
I'm here sharpening my skills and updating my knowledge, because I always want to be in the forefront of what is happening in new construction. I have spent the last few days touring every new home being built in Las Vegas. I have seen lots of new developments, new builders, and my favorite builder (Toll Brothers). I … (9 comments)
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denise lones: The Wonder of Windows
- 07/26/21 03:25 PM
The Wonder of Windows
That's some fresh insulation! Today, I am on site at a new construction project and I want to talk about the power of windows.
In this project, we took about 80% of the structure down to the foundation and we built up the walls to 10ft. Our goal was to get that panoramic window effect. Window technology has come so far that it's possible for us to have almost the entire side of this building open to the beautiful view.
If you notice, the windows can open and they're multi-slide. With the right product from … (2 comments)
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denise lones: Six Pieces of Data to Wow Your Clients (and tell your market's story)
- 07/16/21 11:10 AM
Six Pieces of Data to Wow Your Clients
(and tell your market's story)
Most real estate agents consider themselves "people" people and aren't as comfortable with data, graphing, pulling numbers, etc. However, if you could master finding out how to pull just six pieces of data in your MLS, I guarantee you will be more confident in your buyer and seller consultations, will be able to drop numbers and trends in conversations, and will have plenty of content for sending out to your clients and posting on social media.
If you spent a total of one hour per month on … (10 comments)
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denise lones: 4 Letters to Revolutionize Your Listing Lead Gen Strategy
- 07/12/21 10:06 AM
4 Letters to Revolutionize Your Listing Lead Gen Strategy
Tired of tech and want an easy-to-execute listing lead strategy? If you think it sounds too good to be true, it's not.
I developed my Letters for Listings series more than two decades ago. Although the series has been updated, the mechanics are as basic as they were more than 20 years ago, and perhaps even more effective!
More effective? How can that be?
More than 20 years ago, Zillow didn't exist. Redfin didn't exist. Even Facebook was still just a glimmer in Mark Zuckerberg's eye. Online lead generation was in … (9 comments)
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denise lones: Hot Trends in Renovation
- 07/02/21 03:10 PM
Hot Trends in Renovation
This week I am on-site at one of my properties. I've just finish a renovation here, and I have to share something very important: the building industry, home design industry, renovation/remodel industry—they're all changing! And it is dramatic.
That's why I have scheduled an online workshop covering the hottest trends later this summer to go over some of those changes. I'm going to go over architectural trends, color and paint trends, cabinet trends, and more.
Just to give you a preview in this new kitchen, one of the biggest trends in kitchens is adding shelves. … (11 comments)
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denise lones: Leave a Lasting Impression at Your Next Listing Presentation
- 06/25/21 07:21 PM
Leave a Lasting Impression at Your Next Listing Presentation
Picture it. Your potential seller's dining room. 7:32 pm.
You have reviewed their home, provided them with information on pricing, and have shown all your materials. Do you ask for the business? Ask if they are interviewing other agents? Whip out a listing agreement?
This is a make-it or break-it moment for all your hard work up until this point. Sometimes you know exactly what to do or say, but sometimes, especially when the potential seller is a different personality type than you, it can be tough to judge.
However, … (6 comments)
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