Marketing (myself) Doesn't Work (for me) - 08/27/08 08:02 AM
Have you ever noticed (or is it just me) that the people you actually "market" to aren't the ones who actually respond? In my worlds (‘ritin' and real estate), I find that the bulk of my business comes from those who have not received any direct sales pitch from me. Either I'm a lousy sales-pitcher (very possible) or maybe (just maybe), people don't want to be sales pitched.
Here's an example. A few weeks ago I got a call from a lender with whom I've done a little business the past. Just your basic catching-up call, prospecting, I'm sure. Well, I … (24 comments)

Work With What You Have... You're Wonderful Just the Way You Are! - 08/26/08 01:03 PM
How old are you now - 25? 32? 47? 65? It doesn't really matter; I'll assume that if you're reading Active Rain blogs, you're old enough. Old enough for what? Well, to know WHO you are, WHAT you like to do, WHERE you like to do it, and HOW often, right?
In other words, you ARE who you ARE and you'll probably not change all that much. Agreed?
I've been reading a lot of sales training material lately - not just real estate sales training; stuff by other gurus as well. What I keep seeing is how salespeople need to "get … (21 comments)

Don't Be Dorky, Okay? Your NAR Dollars at Work... - 08/23/08 08:26 AM
A few days ago, one of my articles was featured at Realty Times. It was one I wrote for Ricardo Bueno's Blog Project - "Building a Community Around Your Blog."
The title of my article was "Successful Blogging for Real Estate Agents - Don't be DORKY!" I was rather proud of it; thought it was well-written and clever and even a little insightful. Well, apparently, Realtor.org thought they could do better.
Here's my version.
Here's their version -- that went out to many of you in the daily Realtor.org magazine. Lots of agents wrote to me "congratulating" me on the feature.
Well, I was … (27 comments)

Can a New Agent Make it in Today's Market? - 08/22/08 09:27 AM
"Can a new agent make it in today's real estate market?"
This question has been asked and answered hundreds of times throughout Cyberland... both here at Active Rain and on other real estate forums.
Here are my thoughts...
I tend to be a Positive Attitude kinda gal - but not in the sense that all you need is one of those (a positive attitude) in order to succeed. I believe that it's simply one of the requirements to succeed, ‘specially in our business where the vast majority fail. If you don't have a Positive Attitude, you will fail. So, while having … (96 comments)

JA On the Burro Express - a Friday Interview About Selling with Soul - 08/22/08 07:31 AM
Just in case you're hanging around your computer in the middle of the day and feel like hearing my voice for 20 minutes or so... I'll be interviewed by on Lisa and Nancy of Southwest Blend Magazine about Selling with Soul.
http://www.blogtalkradio.com/The-Success-Express/2008/08/22/The-Success-Express
I go on (live) at 12:02 Mountain Time (11:02 Pacific / 1:02 Central / 2:02 Eastern).
 

 
… (5 comments)

One Small Step for JA; One Giant Step for JA - 08/18/08 05:47 AM
Last week, at 41, I had a "first time." Well, sorta.  I did my first official live & in person training class for real estate agents. Oh, I've done lots of training classes for real estate agents... online and on the phone. I've also done lots of public speaking ... about health insurance (my past life). I've even done live presentations to real estate agents... but they were short promos in conjunction with the release of my book.
I just hadn't yet put it all together and done an honest-to-goodness-more-than-45-minute-interact-with-the-real-estate-agent-audience training session. And you know how something you haven't done yet … (26 comments)

Help Me... Help Her... "How do you know when it's time to move on?" - 08/14/08 06:55 AM
One of my very favorite Active Rainers has a dilemma... she asked me to ask you to help her... under a veil of anonymity, 'cause, well, y'know...
So... here's the situation. Thoughts?
"Currently my license is placed with a brokerage that takes 50% of my commission. When I signed up, this didn't bother me as there were a lot of things my office did to support me/my business and therefore EARN the split. In less than one year, though, a lot has changed:  
Our company has significantly cut newspaper ads. We used to have 3 full pages every weekend, now … (46 comments)

Rumor has it I'm easy... - 08/13/08 07:15 AM
... to reach, that is.
In my book, I talk about how important it is for a real estate agent to be reasonably easy to reach, especially in the early years when he or she is building a client database. I've always been very accessible to clients and prospects, perhaps too much so at times, much to the chagrin of my (ex) husband... and yeah, my real estate career contributed to the "ex" part.
But that's not the point of my blog today.
I'm writing to let you know that my reputation for being "easy" has put me in a bit … (13 comments)

Too New to have SPC's (satisfied past clients)? That's Okay, Just Be an RCHB (reasonably competent human being)! - 08/12/08 05:06 AM
I recently wrote a blog called "Hang in There, Rookies! It Gets Easier, I promise! which was about how once you get a few SPC's (satisfied past clients) under your belt, this job really does get easier - the bringing-in-business part of it anyway. SPC's are by far the best source of business in our business and if you have enough of them... who know where to find you... you can pretty much be set for life. It's a beautiful thing.
However, in the meantime, while you're searching for those soon-to-to-be SPC's, you need to come across as a Reasonably Competent … (24 comments)

When Scripts Suck - 08/07/08 08:38 AM
I have a friend who recently got her real estate license and dutifully went out looking for her Very First Broker. She found The One and excitedly signed on. She was promised all sorts of training and support and mentoring... yee haw!
Well... fast forward two weeks and my friend is ... shall we say... disillusioned. She's barely even seen her broker, much less received any semblance of training, support or mentoring. In fact, her broker actually said something like "Try not to bother me with too many questions." My friend is a self-starter and is comfy taking responsibility for her … (38 comments)

Hang in There, Rookies! It Gets Better! Promise! - 08/05/08 08:17 AM
I know it's tough. You sit in your office and see all the activity and chaos and excitement around you and wonder when you'll have some of that. You're watching your bank account dwindle and your enthusiasm fade. You might be asking "Remind me again why I signed up for this? "
Patience, grasshopper. There's a reason we real estate agents have enormous earning potential and it's not 'cause this job is easy. Oh, sure, it's easy for me to SAY that, now that I'm past my rookie year, but sometimes, pithy little cliche's are true. But I know you're not … (19 comments)

How to Chase Away Your Perfectly Qualified, Perfectly Loyal Prospects - 08/04/08 03:08 AM

Last night I participated in a lively discussion here on the Rain about whether or not to require buyer pre-approval and/or a buyer agency agreement prior to showing a home. The author of the blog and most of the commenters agreed that it's a waste of time to work with a buyer who does not have a pre-approval stamped to his forehead and/or hesitates to sign a buyer agency agreement upfront.
Such discussions always rile me up and I couldn't help myself from approaching rudeness on someone else's blog (sorry). But I have to ask myself... are real estate agents in … (127 comments)

 
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Jennifer Allan-Hagedorn, Author of Sell with Soul

Pensacola Beach, FL

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