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working with sellers: This Week’s Featured Product: Powerful Listing Presentation Techniques - 11/23/10 05:46 PM
FEATURED PRODUCT: POWERFUL LISTING PRESENTATION TECHNIQUES
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: Powerful Listing Presentation Techniques
Most real estate agents don’t have well-prepared listing presentations. This is the most important tool to master in a world with more agents than ever competing for the business. Agents who get the business do come prepared with knowledge of the market, a proper introduction of who they are, and an awareness of what the client wants and needs and how they can meet those needs.
Don’t wait for the client … (0 comments)
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working with sellers: Ask Denise: On Client Communication - 11/02/10 12:23 PM
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working with sellers: How to Follow Up with "Almost Now" Clients - 10/22/10 12:31 PM
HOW TO FOLLOW UP WITH "ALMOST NOW" CLIENTS
Last week’s Zebra report, “Your Most Neglected Client” triggered a firestorm of questions and comments. This week, I’d like to go into more detail on how to follow up with the “almost now” clients I mentioned last week.
Here’s a quick review of last week’s Zebra Report:
We talked about “now” clients. These are the people you’re running around helping today. You know who they are and what to do because they’re in your face. As you read this, they’re waiting for your next email or call because they want to get moving … (0 comments)
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working with sellers: Your Most Neglected Client - 10/18/10 12:16 PM
YOUR MOST NEGLECTED CLIENT...
Quick question: Who is your most neglected client?
I’m willing to bet it’s not who you think it is.
It’s certainly not your “now” clients. Real estate agents are great at handling their now clients. These are the people who keep you busy all day long.
You’re probably working with a “now” client right now. Maybe it’s a buyer you’re actively searching with. Or perhaps it’s a seller for whom you just finished a CMA. They’ve moved from “prospects” to “now clients” because they’re actively in your business and you’re working with them now.
Are your most … (3 comments)
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working with sellers: Ask Denise: On Working Hard - 10/05/10 01:51 PM
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working with sellers: Get Out of the Comfort Zone ... It's Destroying Your Business! - 09/24/10 12:27 PM
GET OUT OF THE COMFORT ZONE ... IT'S DESTROYING YOUR BUSINESS!
Think about the last time you made a major change in your life or your business.
What was it that compelled you to make such a big life decision? What was the motivation behind it? What was it that made you say “I have to make a change”? Was it an outside event that pushed you to make that change?
More often than not, it’s the pain and pressure of something outside our control that forces us to make changes. And yet there are some of us who prepare for … (3 comments)
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working with sellers: More Than Just a Transaction -- Create a Memorable Experience Instead! - 09/23/10 01:33 PM
MORE THAN JUST A TRANSACTION -- CREATE A MEMORABLE EXPERIENCE, INSTEAD!
One of my colleagues has been raving about a local business. She keeps telling me, “Denise, you just HAVE tovisit this place! It’s a local farm that grows apples but it’s just amazing on so many levels.”
It’s important to note that this particular colleague of mine has very high standards. If she raves about a place, then I KNOW it must be something special.
So, I was out shopping the other day with my daughter. On the way home, we decided to stop and check out the farm.
Not … (3 comments)
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working with sellers: Ask Denise: On Leaving the Right Message - 09/13/10 12:43 PM
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working with sellers: FOLLOW-UP: It's the Foundation of a Successful Business - 09/03/10 12:54 PM
FOLLOW-UP: It's the Foundation of a Successful Business
Real estate agent “Sally” (names have been changed to protect the guilty!) called me.
“Denise”, she said, “my business is good, but not great. I’ve had a marketing makeover. I’ve redone my listing presentation. I’ve learned consultative selling. Things have gotten better, but I’m still not at the level where I want to be. What am I doing wrong?”
Nine times out of ten when I hear this from an agent, I know exactly what the problem is.
I asked Sally a few questions. It took me only five minutes to confirm my … (3 comments)
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working with sellers: Ask Denise: What's the number one mistake agents make at listing presentations? - 08/02/10 12:55 PM
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working with sellers: The "Over/Under" Principle - 07/30/10 02:02 PM
THE "OVER/UNDER" PRINCIPLE
As a small business owner, you are the boss. You run the show. You’re in charge of marketing, promotion, operations, and service. Perhaps you’re a master of all of these.
Yet, one of the biggest mistakes I see in small business owners – and, yes, that includes you as a real estate agent – is something very basic, and deadly to your business.
Not doing what you say you’ll do.
You’ve all no doubt heard this piece of great advice: If you really want to impress someone, “under” promise and “over” deliver.
Simply put,under-promising and over-delivering places … (3 comments)
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working with sellers: To Get More Clients, Think Like a Client - 07/02/10 12:45 PM
What do you think about every day? Let’s see… there are the e-mails you need to answer. There’s the open house you need to prepare for. There’s the information you need to send. There are the phone calls you need to make. There are the houses you need to preview or show.
You’re so busy thinking about all these tasks that I’m willing to bet you don’t stop and think like your clients.
You’re not alone. We’re all guilty, at one time or another, of focusing too much on our own thoughts to take some time to step into the heads … (3 comments)
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working with sellers: The Power of the Spoken Word - 06/25/10 12:50 PM
When you list a seller’s home, there are many activities that must be successfully undertaken – completing the listing paperwork, getting the marketing campaign in place, staging, arranging for photographs to be taken, ordering flyers, installing key boxes, setting up open houses for agents and the public, and entering the data into your local MLS system.
As agents, we all know it’s a lot of work.
However, most sellers don’t understand these details. They think that you strike a few keys on your computer keyboard and—voila!—their home is listed. They also believe that once their home appears on the MLS, everybody … (2 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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