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365 Tips To Becoming A Successful Realtor®Tip #38 - Negotiations. That's Not Fair!Another tactic that can be used with good success is the "Not Fair Gambit." This is simply a strategy in which you point out that the other side is trying to take advantage of the situation by saying "That's not fair!"This tactic works especially well right after your side just conceded an issue to the other side and they are asking for more. For example, you have just agreed to drop the price by $2000 and now they want the washer and dryer too. Exclaim, "That's not fair! (5 comments)
The Best Blog I Have Ever Posted? - 06/29/10 10:34 AM
The Best Blog I Have Ever Posted?I was scanning through old posts that I have written looking for a piece on Green Building in Vancouver Washington that I wrote a few years back. I was in the statistics section of the site because it is easier from me to scroll through the posts in chronological order. While doing so, something caught my eye. It was a post that I wrote that clearly has more clicks than any other post that I have written. Life at Ashley Manor - Why I Love Open Houses. I was curious so I dug a little (37 comments)
365 Tips To Becoming A Successful Realtor®Tip #37 - Buyers Step 2 - Setting ExpectationsOnce you have verified the buyer's lender and have determined what price range they will be working in, it is time to set their expectations. It is very tempting to say something along the lines of, "Now its time to go out and find your dream house!"Don't do it!As soon as you set the expectation at the "Dream House" level, no real house in the area will compare. Everyone knows that there is no "perfect" home. Even people who hire architects and contractors to design and (4 comments)
Tip #36 - What Do I Do With All Of These Leads?If lead generation is the heart and soul of any successful real estate business, then a good lead follow up system is certainly the brains of the operation. Your system will be comprised of two parts: 1) a database to store and track all of your contacts and leads, and 2) a turnkey series of touches (contacts) that is scheduled and implemented for each of your contacts.The Database - Your database can be as simple as a shoebox filled with recipe cards that contain the contact information for your (6 comments)
The 2010 Clark County Parade of Homes is getting near and the excitement is building. Builders are working feverishly to get their masterpieces finished in time for the event. The Building Industry Association of Clark County is putting all of the finishing touches on and getting ready to host the thousands of people who will be attending this year's show.In true Elite Realty NW fashion, we have discount coupons to the Clark County Parade of Homes and are putting them here for you to use. Feel free to print them out to get your discount at the gate.As sponsors of (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #35 - Play a Little. Learn a Little. Get a Tan!Some of you "A" types are having a tough time with my coaching sessions that cover taking the day off. You probably haven't been without your cell phone in years and your active files are with you in the trunk of your car (or closer) at all times. I know that I can't order you to take a day off with any success. Cold turkey won't work for you. We will need to take baby steps.Baby step #1 - Go out side. It (1 comments)
365 Tips To Becoming A Successful Realtor® - A Week in Review - Week 5 - 06/26/10 11:35 AM
365 Tips To Becoming A Successful Realtor®A Week in Review - Week 5 Tip #28 - All Work and No Play Makes Jack a Dull Realtor® - Taking time off can increase your performance. Tip #29 - Lead Generation. It's a Numbers Game - The more contacts you have, the more business you will get. Period.Tip #30 - Buyers Step 1 - The Lender - Without a good lender, the sale will fail. Be sure they have a good one!Tip #31 - Negotiations and the Game of Give and Take - Use this tactic to keep the other side from bullying you during negotiations.Tip #32 - (4 comments)
365 Tips To Becoming A Successful Realtor®Tip #34 - Script for Warm Seller LeadSome of you will feel cheated by this script. You may think that it is too simple. You may think that you already know this and that there is nothing cutting edge or new here. At some time in the future, you will look back and change your mind. You will thank me.Others who have been following along, I am sure that you know that I am direct and to the point with my scripts. I believe that clients appreciate us more when we are succinct with (0 comments)
Dirt Bag Builder Finally Makes Good On Deal - Vancouver WA Real Estate It was the first week of January 2010. Our clients had seen most everything out there and didn't like any of it. They came to us with a flyer for a new subdivision where the builder was pre selling homes that were right in their price range. They couldn't believe that they could own a new home at the same price as some of the older homes that we had visited.Having worked with dozens of builders in the Clark County area, we counseled our clients as to (1 comments)
Tip #33 - Networking. Where To Go And How To Find It - 365 Tips To Becoming A Successful Realtor® - 06/25/10 07:50 PM
365 Tips To Becoming A Successful Realtor®Tip #33 - Networking. Where To Go And How To Find ItRealtors have a habit of over analyzing things. They don't want to start something until they have all of the pieces in place and they are perfectly 100% ready to launch. They end up with half finished projects that never get off the ground because it is never "perfect" enough. It is called analysis paralysis. I have agents come into my office asking about networking all the time. Where do I go? How do I find the best group? How do I know if (5 comments)
Double Ended Deals - ActiveRain Scores again! - 06/24/10 08:19 PM
As we were preparing for a listing appointment todayin Vancouver Washington, I was reviewing our sales portfolio for the past 12 months. We always take a print out of all of the homes that we have sold in the past year to show the sellers. I see this as our performance score for the year. Would you rather hire a Vancouver Washington real estate agent who sold 6 homes last year? or 60?
As I scanned through the sales I noticed an interesting trend. For the whole of the years, we handled 7 deals where we were dual agents. 5 of them (8 comments)
365 Tips To Becoming A Successful Realtor®Tip #32 - Buyers Who Would Like To Visit Every Short Sale On The InternetThe internet has created some great tools for agents. Dripping new listings on to prospective buyers has been a great way to stay in touch (even if it is virtual) and it has saved agents hours of time screening every home that gets listed. On the other hand, it has also created a few pitfalls.A major pitfall has been that buyers have access to view properties that don't contain all or the relevant information. Bill and Barbara Buyer hire you (0 comments)
365 Tips To Becoming A Successful Realtor®Tip #31 - Negotiations and the Game of Give and TakeAs a kid, we used to play a game on camping trips called give and take. The parts are simple, 2 wooden boxes about 10' x 10' x 3" and a long piece of rope. The rules are simple too, each player stands on their box and pulls on the rope in an effort to get the opponent to fall off of his box. Winning players usually have a knack of giving rope when the other player can't use it and taking rope when (1 comments)
The 2010 Clark County Parade of Homes is getting near and the excitement is building. Builders are working feverishly to get their masterpieces finished in time for the event. The Building Industry Association of Clark County is putting all of the finishing touches on and getting ready to host the thousands of people who will be attending this year's show.In true Elite Realty NW fashion, we have discount coupons and are putting them here for you to use. Feel free to print them out to get your discount at the gate.As sponsors of this year's parade, we will be on (0 comments)
365 Tips To Becoming A Successful Realtor®Tip #30 - Buyers Step 1 - The LenderAny agent who has more than a deal or two under their belts will tell you that the lender can be the most important factor when working with buyers. Without a lender there is no deal to be made. (Unless of course you are working with a all cash buyer.) Discussing a client's lender should always be very high on your list.When fielding calls from buyers, my conversation always goes something like this: Thank you for choosing us to help you purchase a new home. What (3 comments)
365 Tips To Becoming A Successful Realtor®Tip #29 - Lead Generation. It's a Numbers GameWe are on day 29 and I am certain that you have noticed a theme developing:Lead generation is the heart and soul of any real estate business. It is simple, if you have no clients, then you have no business. No business equates to no paycheck. On the bright side, no paycheck can mean a lean body (No food!) but I will save that for another post.The nice thing about lead generation is that it is easily tracked and can become a consistant source of paychecks (11 comments)
365 Tips To Becoming A Successful Realtor®Tip #28 - All Work and No Play Makes Jack a Dull Realtor®The website said "Be Your Own Boss and Set Your Own Hours! Become a Realtor®!" Jack knew that was what he was after. A sales job that didn't have a crabby old boss and an opportunity to work on his own terms. Don't want to work weekends? No big deal. Need a few weeks off to bounce around Europe? Go ahead, take the time that you need. You are your own boss, right?That was 3 years ago and this past Friday he (3 comments)
Sometimes Giving Means Taking Away. One of the key factors to Janice and I joining our KW office in Vancouver Washington was the fact that they make a concerted effort to give back to the community. This past Friday was one of those time and 30 agents from our office got together to pick garbage up along the 205 freeway in Vancouver, Washington and haul it away. We sponsor a 2 mile stretch of freeway and we get together every month or so to keep it clean. It took 30 realtors about 2 hours to pick up all of (8 comments)
365 Tips To Becoming A Successful Realtor®A Week in Review - Week 4 Tip #21 - Do Something Nice! The old saying is true, "What goes around, comes around." The game of life is a case study of give and take.Tip #22 - The Lead Generation Machine - Follow these tips and build a machine that will send you leads every month.Tip #23 - Guarantee Your Buyers' Loyalty with "The Book" - A simple method of getting buyers' loyalty every time.Tip #24 - Negotiations. Seek First to Understand - Don't make the same mistake that I did. Read this NOW.Free Referral (3 comments)
365 Tips To Becoming A Successful Realtor®Tip #27 - Rude FSBO TacticWhen calling FSBO's or expired listings, you will eventually reach one who is just plain rude to you over the phone. How you handle yourself during the conversation could make the difference when it comes time to choose an agent to list the home. I know that there will be comments to this post saying that they would never deal with a client after being treated rudely. To those people, I would raise two points: 1) Do you currently have so much business that you won't take another listing? (6 comments)
365 Tips To Becoming A Successful Realtor®Tip #26 - Networking with PurposeIf you could choose your neighbors, who would you choose? Doctors? Bank presidents? Movie stars? I imagine that most people would choose successful people in high paying occupations. Or maybe not. Maybe you would choose easy going people who would be fun to live around. Either way, you did choose.When networking, it is important that you choose your groups wisely. I try to avoid groups that are already loaded with other realtors. Why would I want to join a group of people who have already formed relationships with my (6 comments)
Tips To Choose A Real Estate Agent - 06/17/10 09:19 PM
These are some excellent tips from my friend Lisa Udy in Utah. It pays to do your homework when choosing someone to sell your home. Via Lisa Udy Realtor Utah Real Estate Specialist (Logan Utah Real Estate The Platinum Real Estate Group):
Original Source: Choosing A Real Estate Agent When looking to buy or sell a home, you’re first step might be choosing a real estate agent to help you. Once you let yourself be known that you’re interested in working with a REALTOR, the flood gates will open, and you will be bombarded with solicitations. So, how do you choose (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #25 - Explaining the MarketAs Realtors®, we often get asked about the condition of the market. Friends and family are always curious about what is going on. If you are lead generating and networking like you should, (Tip #8 - Lead Generation Mastery) then you will be having this question asked of you several times a day."How is the real estate market right now?"It is tempting to fly off on a long and detailed explanation of the future forecasts and the-effects-of-short-sales-and-bank-owned-homes-on-blah-blahblah... Don't do it! That isn't what most people are looking for and (2 comments)
It's Calling For Rain In the Pacific Northwest Again - RainCamp Portland - 06/17/10 11:19 AM
To all of my Vancouver and Portland AR friends. You don't want to miss out on this! Call me and maybe we can meet up.Mark Via Bob Stewart - ActiveRain (ActiveRain): Shocking, huh? Rain is in the forecast for the Pacific Northwest. July 7th, 2010 RainCamp will be making a stop in the City of Roses, Portland Oregon. Nestled near the confluence of the Willamette and Columbia rivers, our neighbors to the South are no strangers to Rain, and Rain it will in the middle of Summer. RainCamp is a full day conference packed with valuable content, presentations, and the most useful and (3 comments)
365 Tips to Becoming a Successful Realtor - Free Referral Tool - Check out this cool web page! - 06/16/10 08:22 PM
Free Referral ToolI just found this cool online referral tool for agents looking to get referrals from other parts of the country. It is simple to set up, easy to use, and, best of all, it is FREEEEEEE! ReferralAgreement.com is a webpage where you can sign up and let other agents how much you will pay for referrals. The coolest thing to me is how it ranks you- Highest referral payers at the top of the list. You can decide where you want to place on the chart by how much you agree to pay the referring agent for the client.I (12 comments)
So last night I am standing in line to get into the Korn concert at the Roseland in Portland. It was pouring rain and everyone was huddled against the wall of the building for protection. It was the usual line up of people for a metal band playing in Portland. The young kids anxiously waiting for the doors to open, the hardcore fans chatting about past concerts, the wanna-be's murmering about the latest internet rumors, the mortgage broke...?What the heck? My short haired clean cut mortgage buddy was walking to the end of the line. He was the only one (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #24 - Negotiations. Seek First to UnderstandEarly in my career as a real estate agent in Vancouver Washington, I lost a deal for some of my clients. At first I was confused. I had followed my own rule, (Tip #10 - Negotiations. Ask And You Shall Receive Information! ), but the deal failed. My clients were upset and it was my fault.The problem was that I didn't fully understand my clients' needs, wants, and motivations.I am generally a tough negotiator. I like to get my clients the best deals on the best homes (1 comments)
Tip #23 - Guarantee Your Buyers' Loyalty with "The Book" - 365 Tips To Becoming A Successful Realtor® - 06/15/10 11:03 AM
365 Tips To Becoming A Successful Realtor®Tip #23 - Guarantee Your Buyers' Loyalty with "The Book"Probably the biggest frustration when working with buyers is that they aren't loyal to you and it seems that, in the blink of an eye, they will wander off to buy a home with another agent. I have been using the following tip with first time buyers for the past 2 years with huge success. I have only lost 1 buyer in that time and it was because the couldn't qualify for a loan. Try this tip and see if you have as good of success (6 comments)
Green Drinks Vancouver Washingto. Invitation to June's MeetingIt is that time again. Laura and Terra have been hard at work setting up this month's Green Drink event. If you are interested in green and sustainable living and like to socialize with likeminded people, then mark your calendar and plan to be there. It is always a good time and they work hard to provide useful information to the group.Hello everyone, Yahoo, the sun has FINALLY arrived, We hope you were all able to get out and play in the sun this weekend. Here are the details for our next (0 comments)
Tip #22 - The Lead Generation Machine - 365 Tips To Becoming A Successful Realtor® - 06/14/10 04:13 PM
365 Tips To Becoming A Successful Realtor®Tip #22 - The Lead Generation MachineToday's tip will help you create an online tool that will generate a steady supply of buyers to help. It is really easy to set up and once its done, all that is needed to keep it active is a monthly blog post. The tool keeps working but the AR post gives it juice. Most agents have some sort of IDX solution that they use to allow their clients to have the ability to search the MLS. I won't go into the details of which is better than which, (3 comments)
Wonderful classic brick ranch in fantastic neighborhood! Gorgeous original hardwood floors. XL fenced lot with covered patio and storage shed. Wood burning fireplace, heat pump, and central vacuum. Priced for a quick sale; won't last long!Wonderful classic brick ranch in fantastic neighborhood! Gorgeous original hardwood floors. XL fenced lot with covered patio and storage shed. Wood burning fireplace, heat pump, and central vacuum. Priced for a quick sale; won't last long!See all of the details at Homes for sale in Vancouver Washington (0 comments)
365 Tips To Becoming A Successful Realtor®Tip #21 - Do Something Nice! The old saying is true, "What goes around, comes around." The game of life is a case study of give and take. I am a firm believer that it is in everyone's best interest to give more than you take. So be nice! It is good for you and it makes the world a better place.So what does this have to do with being a successful realtor? EVERYTHING!I the past few years I have picked up listing, buyers and referrals just because I was nice. The world is a (2 comments)
365 Tips To Becoming A Successful Realtor®A Week in Review - Week 3 Tip #14 - Learn Something New - Stay sharp and keep learning. Tip #15 - Never Make a Cold Call - An easy way to avoid making cold calls.Tip #16 - The ABC's of Buyers - A fun and easy way to Always Be Closing.Tip #17 - Getting The Seller To Throw In The Kitchen Sink - A simple negotiation tip that really works. Tip #18 - Pricing Is Everything - Overpricing a listing costs everyone time and money.Tip #19 - Know Your Numbers! - Be (3 comments)
Tip #20 - Seller Script - Get The Appointment - 365 Tips To Becoming A Successful Realtor® - 06/12/10 11:32 AM
365 Tips To Becoming A Successful Realtor®Tip #20 - Seller Script - Get The Appointment As a real estate agent, your phone should ring every day. Your success as an agent will largely depend on how you field those calls. A majority of the calls will be people wanting information. Many people think that that are looking for information when they really just want a good agent to take care of it for them.Converting those people to clients is vital for you to be successful in real estate. The best way to convert them to your clients is to meet with (7 comments)
365 Tips To Becoming A Successful Realtor®Tip #19 - Know Your Numbers!One of the biggest mistakes that a new agent can make is not knowing the market they are working in. With clients having access to every little bit of information on the internet, you can bet that you will run across someone who has all of the latest info on the neighborhood that you work. If you appear to be less than knowledgeable, they will find another agent who seems to have a grasp on the latest trends.A good way to take control of that situation is to be (5 comments)
Here is the national real estate report for June, 2010. Our Keller Williams International office produces this awesome video each month and I post it here for my clients, friends and family. Although this is a national report and does not take into account some of the nuances that you may be experiencing in your area, the information is still timely and useful for anyone who is considering buying or selling a home. Would you like the local report for the Vancouver Washington Real Estate Market? Please call us any time. (2 comments)
365 Tips To Becoming A Successful Realtor®Tip #18 - Pricing Is EverythingThe most import aspect when working with sellers is the price. Your systems should be in place, so advertising and marketing should be as simple as pressing the "send" button. Signage should go up without a second thought. Fliers should be created and produced within minutes of the pictures being taken. If you are good, then the system goes into effect before the ink dries on the listing agreement.However, you should always remember that $10,000 worth of advertising will never sell a home that is $5000 over priced.Owners often (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #17 - Getting The Seller To Throw In The Kitchen Sink. When representing a buyer in a purchase, don't be afraid to ask for extra household items in the purchase and sale agreement. Used sparingly, this tactic is a good way to get the seller to focus on something other than price only. By "sparingly." I don not mean that you should ask for every stick of furniture in the house! Although, in the right situation, that can be a good strategy too.Many times the sellers are flattered that the buyers like their (34 comments)
Tip #16 - The ABC's of Buyers - 365 Tips To Becoming A Successful Realtor® - 06/08/10 11:23 AM
365 Tips To Becoming A Successful Realtor®Tip #16 - The ABC's of BuyersWe discussed the Always Be Closing strategy for sellers (Tip #11 - The ABC's of Sellers - 365 Tips To Becoming A Successful Realtor® ) but did you know that the same rule holds true for buyers too? I make light of it with my buyers and we all have fun with it.As we arrive at the fist home that we are seeing for the day I simply tell them that, at every home we visit, I am going to ask them if they want to buy it. Doesn't (5 comments)
365 Tips To Becoming A Successful Realtor®Tip #15 - Never Make a Cold CallOne of the biggest fears with new agents is that they will need to be on the phone with people who they don't know and they will be selling things that people don't want.I FEEL YOUR PAIN! I don't like doing that either. That is why I have worked to find methods to eliminate the cold call element of the lead generating process. Here is the best strategy to avoid cold calls. Call people who you already know. I know that this sounds a lot like my (3 comments)
Although I didn't have a chance to take the whole day off, we did manage to take my own advice and scoot over the the Vancouver Lake Saling Club's 41 Annual Regatta. We didn't actually race in the regatta but I was excited to get out on the water and snap a few shots of the other boats. As you can see, there wasn't much wind and the races were cancelled for the remainder of the day.Attendees weren't too disappointed because the VLSC is legendary for their regatta parties and they didn't fail their mission on this day. Sailors soon filled (4 comments)
365 Tips To Becoming A Successful Realtor®Tip #14 - Learn Something NewKeeping your mind sharp and staying up to speed on your industry is extremely important. The internet gives our clients an opportunity to find information very quickly and easily. Continuing to learn new tips and tricks is essential to staying afloat in the very competitive business of real estate. I am sure that most of us remember an agent in our past who didn't believe in the internet. What ever happened to Old What's His Name?Resting your mind and body is important (Tip #7 - Burn Out Prevention - (5 comments)
365 Tips To Becoming A Successful Realtor®A Week in Review - Week 2 Tip #7 - Burn Out Prevention - All work and no play makes us dull Realtors®. Take time to relax.Tip #8 - Lead Generation Mastery -Lead generation is the heart and soul of any successful real business.Tip #9 - A Tool To Help You Listen Better - Buyers aren't liars. You just don't listen very well. Tip #10 - Negotiations. Ask And You Shall Receive Information!- A good tip to get information before writing the offer.Tip #11 - The ABC's of Sellers - Save time and get (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #13 - Script For Buyers - They Want To See More HomesAny agent working with buyers will eventually have a client who wants to see a large number of homes. When this happens, it usually means that the agent has missed the mark on what the client is looking for ( if so you may want to read Tip #2 - Working with buyers - Finding The Right Home On The First Day - 365 Tips To Becoming A Successful Realtor®) or that the client is struggling with the idea of making a (3 comments)
365 Tips To Becoming A Successful Realtor®Tip #12 - Lunching For Leads.Lunch time is a great opportunity for networking and lead generating. Here are two quick and easy methods of turning lunch time into a powerful lead generating tool.1. Use lunch as an opportunity to spend time with a friend or client. (It should go without saying, but avoid friends who are also agents.) Relax and enjoy to moment with them. The topic of real estate will come up soon enough. When it does, tell them about the current state of your business and ask the who they know who (1 comments)
365 Tips To Becoming A Successful Realtor®Tip #11 - The ABC's of SellersSellers can be an elusive bunch. Even when you are sitting at the kitchen table you can never be certain that the listing is yours. You have to be aware of how they are responding to you and act accordingly. Many agents have found success with the ABC Strategy.Always Be Closing! Yes. ABC stands for Always Be Closing. Now I know that some of you are squirming in your seats right now at the thought of attempting to close multiple times on a listing appointment. I have to (3 comments)
365 Tips To Becoming A Successful Realtor®Last week, in my post Tip #3 - Negotiations. There Are Things That Are More Important Than Money, we talked about the fact that money isn't the only negotiation point in a sale. I also mentioned that the best way to find out what is really important is to ask. In this post I will show you a simple way to get more information that you really should be allowed to have.Tip #10 - Negotiations. Ask And You Shall Receive Information!In our world of real estate, there are great Realtors® and there are not-so-great (8 comments)
Tip #9 - A Tool To Help You Listen Better - 365 Tips To Becoming A Successful Realtor® - 06/01/10 09:39 AM
365 Tips To Becoming A Successful Realtor®Tip #9 - A Tool To Help You Listen BetterListening to your client is never more important than it is when you are working with a buyer. Although I just talked about this last week in Tip #2, it should be repeated. I have had more buyers come to me from other agents just because the agent didn't listen to them. That is a powerful statement!Structure Your Buyer Consultation Around Listening*A good method of working on your listening skills is to structure your consultation around probing open ended questions and taking notes. I learned this (4 comments)
Mark and Janice Hall of Elite Realty NW lead a dedicated team of real estate agents in the Vancouver Washington area. Each one passionate about providing the highest quality customer service. Each is focused on getting you into the Vancouver Washington home of your dreams.
Disclaimer: ActiveRain Corp. does not necessarily endorse the real estate agents, loan officers and brokers listed on this site. These real estate profiles, blogs and blog entries are provided here as a courtesy to our visitors to help them make an informed decision when buying or selling a house. ActiveRain Corp. takes no responsibility for the content in these profiles, that are written by the members of this community.