working with buyers: How Much Money Have You Given Away? - 02/17/12 09:23 AM
How Much Money Have You Given Away?
Real estate is unlike many professions in that clients feel comfortable – and often compelled! – to reach into our pockets for a slice of commission pie.
I don’t think many of us would feel it’s appropriate to ask any other service provider to reduce their fees. Yet consumers regularly ask their real estate agent to offer them substantial discounts.
Each year when I begin working with my coaching groups, one of the things I review with them is their gross commission income and the number of transactions they have completed. As we … (0 comments)
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working with buyers: Working with Buyers: Difficult Buyers - 01/23/12 07:56 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.
Difficult Buyers Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week's handy tools allows your buyers to easily compare and contrast … (0 comments)
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working with buyers: Peak Performance ... Part 2! - 01/20/12 12:29 PM
Peak Performance ... Part 2!
Last week I spoke about the concept of peak performance, and some of the attributes that define peak performers. Today I want to continue that discussion.
Remember, peak performers are those individuals who have developed and leveraged their skill sets in order to achieve the maximum potential results in their area of expertise. Peak performers are found in all socio-economic classes, all over the world. Neither race, nor gender, nor sexual orientation is a barrier to peak performance.
You might also remember from my last post that I firmly believe that peak performers are not … (2 comments)
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working with buyers: 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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working with buyers: The Buyer Interview: Articulating Your Value & Setting Expectations - 01/13/12 12:29 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.
The Buyer Interview - Articulating Your Value & Setting Expectations Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week focuses on your … (0 comments)
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working with buyers: 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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working with buyers: 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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working with buyers: 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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working with buyers: 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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working with buyers: More Keys to Buyer Success - 09/19/11 05:39 PM
More Keys to Buyer Success
For most agents, building a lasting – and lucrative! – business requires cultivating both buyers and sellers as clients. But many agents find working with buyers to be a frustrating experience. I want to change that! In my last Zebra Report, “The Key to Buyers”, I discussed the reasons why engagement is such a critical piece of building a successful buyer business. Today I’ll discuss two more critical pieces of the buyer puzzle – presentation and buyer tours.
Presentation Let’s start with a scenario: Your phone rings; the caller would like to … (3 comments)
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working with buyers: 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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working with buyers: Throw Open the Doors! - 05/17/11 05:18 PM
THROW OPEN THE DOORS! Think open houses aren’t effective in today’s tech-driven society? Think again!
Open houses – if done strategically – can generate more business than you would ever imagine.
Open houses have been around for a very long time. Twenty or thirty years ago, they were one of the only ways to get buyers into a home without an appointment. They were much more effective than printed ads because buyers had a chance to really look around and get a feel for the home. They were certainly the best way to do some low-cost marketing! Buyers simply showed up at as … (5 comments)
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working with buyers: Ask Denise: Working with Buyers - 02/24/11 05:22 PM
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working with buyers: Connect the Dots - 02/10/11 05:29 PM
CONNECT THE DOTS
Let me tell you my newest story about customer service. Or in this case – the lack thereof.
It began during the holidays, with my entire family at my house. My family members arehockey fanatics. They live and breathe hockey. On this particular day, there is a very important hockey match on television and they are desperate to watch it. The problem is, the only way to watch this match at my house is if we have purchased the cable package that includes the NHL channel. Which we have not.
My husband, wonderful man that he is, disappeared for a … (2 comments)
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working with buyers: Featured Product: Successful Closings - 02/02/11 03:58 PM
FEATURED PRODUCT: SUCCESSFUL CLOSINGS
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: Successful Closings
Create a memorable experience for your buyers and sellers and keep them coming back for more! Learn what your clients want from you during this critical time.
AUDIO PRODUCTS AVAILABLE FOR DOWNLOAD: Click on a title to view and purchase
How-to Series:
How to Hold a Successful Client Appreciation Event How to Turn Floor Calls into Commission Checks How to Manage Your Tasks, Not Your Time How to Build Your Business Using an Assistant … (0 comments)
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working with buyers: This Week’s Featured Product: How to Handle Any Objection - 01/10/11 01:52 PM
FEATURED PRODUCT: HOW TO HANDLE ANY OBJECTION
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: How to Handle Any Objection
This CD will teach you how to handle objections in a way that will have you excited for the next one.
Objections are a person’s way of getting more information, stalling or getting ready to buy or sell. Learn these differences and you are home free. This CD will go through every possible objection while selling real estate and show you the successful way to handle every one of … (0 comments)
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working with buyers: Turn Lost Opportunities Into Realized Opportunities: The Need for a Detailed Communication Plan - 01/05/11 05:12 PM
TURN LOST OPPORTUNITIES INTO REALIZED OPPORTUNITIES: The Need for a Detailed Communication Plan
In the last two Zebra Reports I’ve been talking about the idea of Lost Opportunity and what it means to your business. Lost Opportunity business is business you can have, and it is income you should have. Don’t lose those opportunities simply because you didn’t have a plan to keep them in your pipeline. No more Lost Opportunities in 2011!
What’s the one essential thing that I think you must have? A communication plan—as part of your overall business plan—that will solidify your relationship with your past, current and potential clients.
Recently, an agent I work with … (3 comments)
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working with buyers: Lost Opportunities Come from Buyers, too! - 01/03/11 01:27 PM
LOST OPPORTUNITIES COME FROM BUYERS, TOO!
In last week’s Zebra Report I talked about the concept of Lost Opportunity as it relates to sellers. I discussed the potential business in terms of listings that you may have had taken, but you never saw the actual commission check. I also talked about how to track these sellers, and to look for patterns as to why you are losing those listings to determine where you need help in your business. When you’re working with sellers, the three biggest reasons for Lost Opportunities are having a listing expire, having a seller cancel their listing, or having a listing languish … (3 comments)
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working with buyers: Want to Increase Your Business? Answer Your Phone! - 12/10/10 12:39 PM
WANT TO INCREASE YOUR BUSINESS? ANSWER YOUR PHONE!
Recently, we had a discussion at our office meeting about a new trend that we’re seeing. It’s happening more and more. And it’s detrimental to an agent’s business. The new trend is agents not answering their phone. They are simply letting calls go to voice mail rather than answering the call.
We decided to test our theory. We literally called 100 agents. And we talked to—I mean actually talked to—about eight people out of 100 calls. We were floored. Don’t believe me? I challenge you to pick up your phone and call 25 agents … (3 comments)
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working with buyers: Ask Denise: On Client Communication - 11/02/10 12:23 PM
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