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followup: 4 Important Things to Share with Cilents … Right Now! - 04/13/12 09:22 AM
4 Important Things to Share with Clients ... Right Now!
If you’ve been reading my Zebra Report for any time now, you know that I am passionate about the need for real estate agents to keep in touch with past, present, and potential clients.
It’s one of my mantras, and one of the best things you can do to build your business.
Often, an agent will say to me, “Denise, I think it’s great to keep in touch … but I don’t know what to say.” These are the agents who sign up for their company’s mailing systems (which, unfortunately, … (2 comments)
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followup: Polly Want a ... Chicken??? - 03/16/12 09:16 AM
Polly Want a ... Chicken???
You probably remember my Zebra Report from March 1st, entitled “Adventures in Selling” which was a guest post courtesy of my friend “Polly”, who had just decided to list her home for sale.
In Polly’s guest post she shared her frustrations with the agents she had interviewed to list her home.
Well, I got a follow-up email from Polly this week … and I just have to share it with you.
“Denise, I’m going to go out on a limb here and guess that you do not teach your coaching clients to send rubber … (4 comments)
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followup: Peak Performance Series, Part 1: Overview - 02/06/12 01:02 PM
February 2012: A Focus on Peak Performance Are you performing at your peak … or are you settling for something less. Peak performers are made, not born, and everyone has the ability to work at a peak level. The trick is identifying – then working on – the 27 areas of focus.
Join us for our series on “Peak Performance”, in February of 2012. We’ll help you learn how you can move your performance to “peak” levels.
Are you ready to take the next step? Let's take a look at this month's videos and tools.
Overview Welcome to our series on … (2 comments)
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followup: Working with Buyers: Ongoing Communication - 01/17/12 03:10 PM
January 2012: A Focus on Working with Buyers Today's buyers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on "Working With Buyers," in January of 2012. We'll share our ideas on the most effective ways to build strong buyer relationships.
Are you ready to build your skills? Let's take a look at this month's videos and tools.
Ongoing Communication Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week we'll be talking about ongoing communication with buyers.
Check out … (0 comments)
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followup: The Power of … Annual Client Reviews - 11/29/11 12:40 PM
The Power of ... Annual Client Reviews
It’s been many years since I actively sold real estate.
But when I did, there was something I did which was the single most important activity I undertook each year for my clients.
No, it wasn’t throwing a party for my clients each year. And no, it wasn’t holding open houses, doing geographic farming, or asking my clients for referrals.
When I actively sold real estate the most important thing I did each year for my clients was their “annual client review”.
What is the “annual client review” … and why should you … (9 comments)
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followup: What I Learned from “Mystery Shopping” - 11/18/11 01:34 PM
What I Learned from “Mystery Shopping”
Note from the author, Nov. 21, 2011: There have been a lot of questions and comments on various online sites regarding this recent post. I think it’s important to clarify two points:
1. Any mystery shopping I have done has been on behalf of my builder clients, who have hired me to assess the showing and selling skills of their representatives. In many instances, the mystery shopping was undertaken not by me, but by professionally trained mystery shoppers.
2. My post did not recommend that agents mystery shop on one another. Since you are … (73 comments)
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followup: The Ten Secrets to Extraordinary Client Care - 10/28/11 03:09 PM
The Ten Secrets to Extraordinary Client Care
Over the years you’ve heard me talk a lot about service. More times than I care to think about, I’ve seen (or been the victim of) absolutely appalling service.
But occasionally I encounter a level of service that isn’t good, or great, or excellent. It’s extraordinary, brilliant, and incomparable. And that’s the kind of service I want to talk about today.
So what are the ten secrets to extraordinary client care? Here’s my list:
Identify what the people keeping you in business want from you. Not what you think they want, or hope … (0 comments)
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followup: A Focus on Follow-up: Annual Client Reviews - 10/24/11 03:46 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)
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followup: A Focus on Follow-up: Free Client Survey - 10/17/11 05:52 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)
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followup: Business Boosting Buyer Strategies - 09/19/11 05:43 PM
Business Boosting Buyer Strategies
A terrific buyer business will have several key components – client engagement, a powerful presentation, and a “concierge-level” buyer tour. But even with the right tools, you will never solidify your buyer business until you are able to write offers that close and create a follow-up plan that builds long-term relationships.
Do you have buyers making offers that are never accepted? Or maybe you have buyers who write offers that are accepted, but they bail out of the transaction before closing. While buyers do sometimes make the decision to bail for the “right” reasons, you can … (2 comments)
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followup: The Key to Buyers? Engagement! - 09/19/11 05:37 PM
The Key to Buyers? Engagement!
If you read my recent Zebra Report series on open houses, you know that great open houses can generate so many opportunities. I’m thrilled to tell you that I’m starting a new Zebra Report series, dedicated to helping you adopt the concepts from the open house series to create a successful buyer business.
Are you finding the success you want when it comes to working with buyers? Or are you so frustrated with buyers that you’re seriously considering working exclusively with sellers? If you choose not to work with buyers, you are walking away … (0 comments)
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followup: Social Media -- It's Time to Get on Board! - 06/03/11 12:58 PM
Social Media -- It's Time to Get on Board! Even if you’re not interested in social media, I want you to read this Zebra Report.
I’m going to show you how to dip your toe in the social media waters, without being intimidated or overwhelmed.
Regardless of whether you’re a brand new agent, a seasoned agent, or somewhere in-between, there are tools that you simply cannot ignore if you want to have a healthy and successful business. And social media is one of the newest and most important tools you must take advantage of.
I talk to agents all the time … (8 comments)
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followup: Follow-up & Communication ... the Final Keys to a Successful Open House - 05/27/11 06:45 PM
Follow-up & Communication ... the Final Keys to a Successful Open House As the fourth and final installment of my open house series, I’m going to share the importance of strong follow-up and communication plans, and why you’ll never achieve the full potential of an open house without them.
Follow-up … or fail! Quite often one of my clients will call me and say, “I thought I had the best open house! I was so excited afterward! However, nothing has come of it. Not one person has called me back. What happened?”
I’m here to tell you that if you are expecting people to magically call … (2 comments)
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followup: Ask Denise! - 11/30/10 06:03 PM
… (1 comments)
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followup: Out of the Jungle and Into the Light! - 11/19/10 12:21 PM
OUT OF THE JUNGLE AND INTO THE LIGHT!
There’s no doubt that the past 2 years have taken a toll on agents. Some of you are worn and torn, and really tired. Some of you are exhausted. It’s been really tough. It’s been harder than it’s ever, ever been. For some of you, you probably feel like you’ve been totally lost in a deep, deep jungle.
Some of you have lost your confidence. Some of you may have a depleted bank account. More of you have lost your morale. You know what, though? You may have felt completely lost, but you’re actually still here. … (0 comments)
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followup: New from The Lones Group Design Team! - 11/18/10 01:09 PM
NEW FROM THE LONES GROUP DESIGN TEAM!
After serving in the Marine Corps, Ron was ready for a change! Real estate was a natural fit for him, and he has taken it one step further by focusing on relocating clients. Because of the added stresses that come with relocation, Ron wanted a brand that conveys his personal warmth and caring demeanor while simultaneously communicating his professionalism. The “Signature” brand we developed for him does just that!
Whether you want to develop a completely custom brand, or select from one of the amazing designs in our “Instant Image” portfolio, we are … (0 comments)
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followup: New from The Lones Group Design Team! - 11/11/10 12:29 PM
NEW FROM THE LONES GROUP DESIGN TEAM!
Monte and Jim are excited about the launch of their new website, SelectSeattleHomes.com. A natural extension of the custom “Signature” brand we created for them, the site allows Jim and Monte to position themselves as experts in their marketplace, capturing the attention of both buyers and sellers.
Whether you want to develop a completely custom brand, or select from one of the amazing designs in our “Instant Image” portfolio, we are here to help.
Interested in learning more about developing your custom branded image? We can help with that too! Please call us … (0 comments)
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followup: Ask Denise: On Online Lead Generation - 11/09/10 01:14 PM
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followup: Ask Denise: On Client Communication - 11/02/10 12:23 PM
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followup: You are the Driver of Your Destiny - 10/29/10 01:14 PM
YOU ARE THE DRIVER OF YOUR DESTINY
Every day—and I mean every single day—I receive an email from an agent who is frustrated, challenged, or upset about the current state of their business.
I love emails like this.
Because I love solving problems. Problems provide me with the amazing opportunity to do what I love to do best: Help agents find out where they went wrong.
Notice I say where "they" went wrong. I don't blame the economy. I don't blame circumstances. I put the impetus of success or failure squarely on the agent.
Because I truly believe that you are … (3 comments)
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Denise Lones
Bellingham,
WA
More about me…
The Lones Group Inc.
Address: 2200 Cornwall Ave., Bellingham, WA, 98225
Office Phone: (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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