How To Make Your Dream Bigger - 04/22/10 01:17 PM


Hopefully you have a dream or a vision for how you want to be. I think most people in the real estate industry do. We're entrepreneurial and want to succeed. But most of us dream too small!
If you do have a dream for your business/office/career you can make it bigger.
How To Make It Bigger
Connect that dream to other areas of your life. You dream of being a great agent? Connect that to a dream for your family, or to your health. Dream of growing how many franchises you own? Connect that to a dream for your … (0 comments)

How To Prepare for the Listing Appointment - 04/19/10 03:16 PM
Over the last couple weeks I've been talking a lot about working with buyers so I wanted to shift gears and talk about sellers this week.
We get calls and questions all the time from agents asking us what they should say or do on the listing appointment.
Our advice is pretty simple.
1. Have a pre-listing packet that can be put together on short-notice and is filled with great information that will be useful to the seller.
A good pre-listing packet should help establish your credibility. It should be professional and have testimonials.
Last but not least, it should … (3 comments)

How Do Managers Get Their Staff to Better Qualify? - 04/15/10 01:04 PM
Earlier this week I posted on how agents can better qualify buyers and only show those buyers 5-7 homes. One of the problems we see in talking to managers is that there might be a couple of people on their staff using those techniques, but the rest simply are not.
This creates a bad atmosphere in the office right? The best agents don't want to be in an environment where there are not high standards, and if other agents are not qualifying correctly they will not be successful.
As a manager it is your job to look for ways to … (2 comments)

How To Properly Qualify Buyers and Only Show 5-7 Homes - 04/12/10 12:58 PM


Are You A Cab Driver?
Nothing against cab drivers but that's just not what you signed up for right?
In talking to agents all over the country I know one of the things that frustrates them the most is having to show a buyer 20 or more homes before they can put an offer down. You start to feel more like a cab driver than a real estate professional.
There are fundamental reasons why this happens. And it doesn't have to!
I always stress that you should treat your real estate career like a business....run it like a CEO. … (4 comments)

Catching up with Lorraine... - 04/09/10 02:09 PM

Occasionally I write about situations or experiences that I hope may help you or a colleague become more successful.
About a month ago, I wrote about Lorraine from the Southwestern US. She wanted a free coaching call yet fought me tooth and nail during the call.
After listening to her, I told Lorraine she needed to work on these 3 things:
She needs to control her time. She needs to control her lead generation. She needs to know her numbers I promised to call her in a month to check her progress yet to my surprise, Lorraine called me first... 
… (0 comments)

The Beauty of Unsolicited Feedback - 04/07/10 12:20 PM

I was really moved this week by some unsolicited feedback I received from a REALTOR in the Las Vegas area. As everyone knows, Las Vegas is one of the markets that has been hit hardest over the last couple of years. A lot of real estate professionals in that market feel frustrated and some probably feel hopeless.
Most of you have probably also received some sort of unsolicited feedback in your careers. Maybe you went above and beyond for a buyer or a seller and they really appreciated it.
The best unsolicited feedback, however, is when you get great feedback … (0 comments)

There Are Two Types of Agents Now - 04/01/10 11:50 AM


1. The agent who is unrealistic
2. The agent who is realistic
Agent #1 either believes the market is so bad they can't possibly sell anything, or that its going to turn around any second now, and they will be so busy they won't know what to do.
They think they can build their business without lead generating every day. They think they can stop learning. They think they know it all. They think they can work with unqualified buyers. They think it's a sin to take price a home to sell.
Agent #2 knows exactly what their … (0 comments)