Listing of the Week 12/24/08 - 12/24/08 09:05 AM

Open houses really ROCK!
 
 
(Not sure of the origin of this picture, but an agent sent me a bunch that just defy explanation.  I'll post a new one next week.)
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Bad Weather Can Be Your Friend - 12/19/08 12:38 PM
I'll preface this by saying please use your discretion with inclement weather.   I'm not encouraging anything stupid, but please think about what you can do on a rainy (or snowy) day.
I always encourage my agents to hand deliver information whenever possible.  Even if you only get to see the prospect or client for a minute or two, it gives you an opportunity to be memorable.  Sometimes the weather itself can make you memorable, and your willingness to go just a step farther than your competition and "brave" the bad weather will make an impact.
I was talking with Steve Rabin, … (0 comments)

Beautiful Original Any-Occasion Cards For You - 12/18/08 04:01 PM
Thank you Nan McDermott!
Nan told me about www.jaquielawson.com and I just had to share it with you.
You can send your database beautiful ecards...some of them animated!  If you don't have something like this already, you definitely want to check this site out.  If you do already have something like this, check it out anyway:) 
Jaquie's site says "The classiest ecards on the web."
No argument here...from cute to beautiful, she's got it all.
And by the way, Nan McDermott told me she get 5 phone calls Thanksgiving morning from clients/prospects thanking her for these ecards.
Ain't it nice when … (1 comments)

Beautiful Original Any-Occasion Cards For You - 12/18/08 03:59 PM
Thank you Nan McDermott!
Nan told me about www.jaquielawson.com and I just had to share it with you.
You can send your database beautiful ecards...some of them animated!  If you don't have something like this already, you definitely want to check this site out.  If you do already have something like this, check it out anyway:) 
Jaquie's site says "The classiest ecards on the web."
No argument here...from cute to beautiful, she's got it all.
And by the way, Nan McDermott told me she get 5 phone calls Thanksgiving morning from clients/prospects thanking her for these ecards.
Ain't it nice when … (0 comments)

Quick Solution If You Forgot Who You Bought Your Web Address From - 12/18/08 02:27 PM
Every day I talk with at least one agent who can't remember where they bought their web address from.  This is good information to keep handy.
Now, it's not necessarily often that you need that information, but if you happen to need it just go to www.whois.sc.
All you do is type in your URL and it will pull up all the information you need, including who you bought your domain name from, when it expires, when you bought it, etc.
Mostly I've been finding this when an agent buys a URL ahead of time, then when they want to redirect … (1 comments)

Stress And The Numbers Game - 12/17/08 11:40 AM
So another deal just fell through.
It's been happening more and more in today's market.  The foreclosures and short sales that were so hot a few months ago are beginning to lose some of their luster because they're essentially more work for less money.
Of course, you need some of those sales to get you through, but I'm finding more and more agents are stressing out greatly over a deal or two that falls through.  In nearly all of the cases it's because these agents don't have any more deals in the works (or very, very few).
And in nearly all … (11 comments)

Agents vs Online Estimates - 12/16/08 04:22 PM
Marc Hargraves, a Lancaster, PA real estate professional who happens to also be a dear friend (his wife Claudine makes the BEST country-style ribs), recently posted an amazing piece called "Online Home Valuation vs The Realtor CMA" that I think you all will find very enlightening.
Here are some excerpts:
"I am experiencing that consumers are shocked when they are told that the value they received from zillow.com isn't even close (in some cases) to what their property is worth. In some cases the property is worth well under the "zestimate". "How can that be" is the question I hear often..."
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Are You Too "Salesy"? - 12/16/08 03:54 PM
While editing Quick CMA's and other materials agents have been sending me for my "two cents," I've discovered a lot of salesspeak in the verbage.
If you're finding yourself frustrated at a lack of response when you give your materials to prospects, some of it is just the way today's consumer is.  THEY have control of communication and you might as well get used to it.  If they don't want to contact you, they won't, and you can't take it personally.
However, take the time to scrutinize the verbage in the materials you give your clients and prospects:
"Take advantage of … (1 comments)

Change and Breaking Out of Your Comfort Zone - 12/15/08 01:28 PM
If you've been in real estate for a few years and have noticed some of the tried and true "tactics" aren't getting the results they once did, you're not alone.
Today's consumer requires a different mindset, and I'm finding that some of the most experienced agents that I work with are having the most trouble adapting...simply because adopting a different mindset requires a little rewiring of our brains.  RISMedia has a great article called "Overcome The 4 Barriers of Change" that I encourage you to read.  Here is an excerpt (click on it to view the entire article):
Barrier #1: Fear.  … (2 comments)

Your VoiceMail Greeting Could Be Losing You Business - 12/15/08 11:04 AM
What do people hear when they call you and get your voicemail?
Probably my biggest pet peeve as a real estate coach is calling an agent and getting a voicemail message that isn't their voice...it's a COMPUTER voice.
If this is the case with you, take a moment right now and record a nice voicemail greeting.   Those generic voicemail greetings (with the lone male and lone female voices that seem to pop up everywhere) just aren't professional and leave your potential client with this burning question:
Did I reach the right person?
Think about it...those messages have no indication of your … (0 comments)

The Time To Buy Really IS Now - 12/12/08 12:18 PM
I want to thank Suzanne Gallegos for sending me this chart of home prices and interest rates, which shows in a nutshell why now is a great time to buy and how the same payment today will afford them less house tomorrow.  What a great way to simplify the numbers and percentages that can come across as being so overwhelming to consumers...and what a consultative value builder!
You can see what buyers may be costing themselves by taking no action (fence-sitting) when the conditions are ideal for most anyone who is in the market and qualifies to buy a home.   Interest … (5 comments)

Buyer Motivation - Show This To Your Fence-Sitters! - 12/12/08 12:14 PM
I want to thank Suzanne Gallegos for sending me this chart of home prices and interest rates, which shows in a nutshell why now is a great time to buy and how the same payment today will afford them less house tomorrow.  What a great way to simplify the numbers and percentages that can come across as being so overwhelming to consumers...and what a consultative value builder!
You can see what buyers may be costing themselves by taking no action (fence-sitting) when the conditions are ideal for most anyone who is in the market and qualifies to buy a home.   Interest … (2 comments)

Personality Clashes With Leads - 12/11/08 10:52 AM
If you get on the phone with a lead for the first time and detect skepticism or reservation on the part of that person, pay close attention to how they respond to you.
Sometimes we're too quick to determine that someone is "no good" to us as a lead, when they might just need a change of scenery or change of person.
Sherry Bell in Bristol, TN recently shared a scenario with me where she was on the phone making first contact with a lady who came to her as a lead online.  The lady said she was refinancing and, while … (3 comments)

Managing Fear With Today's Consumer - 12/11/08 09:38 AM
FUD.
Fear.  Uncertainty.  Doubt.
We've been taught this philosophy in competitive sales for years and years...and now we have the result:
A bizarre evolution to today's consumer, who is jaded more than any consumer in the past.  And even more fearful of making even the most minor commitment until they're absolutely sure of who they're committing to.  Now they have fear, uncertainty and doubt about damn near everyone.  And who can blame them?
Remember this as you jump through the hoops you jump through every day to take care of your prospects and clients.  They're scared and they just need reassurance … (7 comments)

The Sky Is NOT Falling! - 12/10/08 09:19 AM
RISMedia has a great article this morning on the real estate market and taking control of YOUR business.  It's called "Chicken Little Doesn't Sell Houses" by Mike Parker.  Here's an excerpt:
I want to scream: “Your 2009 will be what YOU make it. The sky is not falling and you can be sure that many people will succeed in 2009, just as many continue to succeed, even now.”
We should refuse to buy in to “informed opinion” that predicts three more years of economic morass. It’s time we take responsibility for our own success and make things happen for ourselves.
… (1 comments)

Why Are You Switching RE Companies? - 12/10/08 09:02 AM
If you are switching or considering switching real estate companies, I ask you one question:  Why?
You may be absolutely justified in your decision...just make sure it's for the right reasons.
In my coaching here recently, I've come across quite a few agents switching real estate companies.  In some cases, they're agents who have their systems in place and simply are making a business move due to less commissions earned on their normal number of homes sold.  In these cases, it's usually a move to a company with lower monthly fees.  Perfectly understandable.
In most cases, though, I'm seeing agents who … (7 comments)

Quitting Really Is For Dummies - 12/09/08 08:52 AM
Okay, so I was in this bargain store (Ollies, for those of you in the northeast who love this store as much as I do) to pick up some compact incandescent light bulbs and came across a book that I just HAD to buy.  Believing in karma, though my name is not Earl, I bought the book...Success As A Real Estate Agent For Dummies, written by Dirk Zeller, CEO for Real Estate Champions and Sales Champions.
We've all heard the phrase "The sale begins at 'no'."  I prefer to look at it as 'persistance pays off', as I believe that today's … (8 comments)

Planning - 12/01/08 05:34 PM
I would like to thank Becky Eaton in Scottsdale, AZ for this quote she shared with me:
“If you don’t design your own life plan, chances are you’ll fall into someone else’s plan. And guess what they may have planned for you? Not much.” — Jim Rohn
I just love this!  It's so true...
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