"Do I Really Have to...?" Of course not, BUT... - 09/28/10 08:03 AM

I teach real estate agents how to sell more real estate. Go, me.
A lot of my teachings emphasize a Quality over Quantity approach as opposed to the Good Old Numbers Game - in other words, treat your clients and prospects as if they're special to you; as if their business is really important to you. Seems kinda like a real DUH-concept to me, but the nonsense preached in our industry is ... ah well... I won't go there today.
Anyway, I'm often asked by my students if they "really have to..." do whatever it is I'm advising them to … (50 comments)

"I Can Sell Your Home in 30-45 Days" Free Teleseminar Show at SWS this Wednesday - 09/27/10 08:16 AM

With all the doom and gloom in the real estate market, what's this about being able to actually even SELL a home, much less sell it in fewer than two months? Seriously?
Yep, seriously.
If a buyer exists* for a listing, it is possible to sell a house in a relatively short timeframe. But it's not done with gimmicks or creative marketing or bonuses or fancy home brochures... rather with good old fashioned common sense and hard work.
Loreena Yeo will again join me in the SWS Virtual Studio this Wednesday, September 29th to tell us all about how and why her average Days … (10 comments)

101 Ways to Manage Your Time (Well, not 101, but some really good ones) - 09/23/10 10:49 AM

Had a fantastic show last night in the SWS Virtual Studio on the subject of Time Management for Real Estate Agents. I wasn't really expecting a huge turn-out - after all, managing your time is not nearly as sexy a topic as real estate commissions, sphere of influence marketing or prospecting to expired listings! But apparently I was wrong! We had over 250 agents register for the show and over half show up which is a fantastic show-up ratio!
Anyway, I had a blast with my guest, Mike Baird of The A Team Real Estate Professionals in Northeast Tennessee. We traded … (56 comments)

Time Management for Real Estate Agents - Free Show Rescheduled for TONIGHT! - 09/22/10 09:02 AM

As you may know, our "Do You Have Too Much Time On Your Hands? Yeah, Right! show was canceled last week due to a last minute family emergency. All's well now, so we're gonna give it another shot TONIGHT.
If you were already registered for last week's show, you don't need to re-register... if you weren't registered and would like to join us... do that HERE!You know what my very favorite time management tip is? Any guesses? I have lots of 'em (and will share as many as I can tonight), but there is one I live by above any other... and … (5 comments)

Would you rather annoy 30,000 or impress 300? - 09/21/10 06:59 AM

If you hang out here much, you know how I feel about the traditional numbers game of prospecting, specifically cold-calling.
Blech.
A business model based on being rejected far more often than you're welcomed and calling it a game?
Blech.
I don't think anyone who cold-calls imagines that his or her calls are welcomed by the majority of the voices on the other end of those telephone lines. When you commit to a cold-calling business-building strategy, you have to acknowledge that you will annoy a lot of people. But that's okay, they say, because the end justifies the means. It's okay to … (100 comments)

To Photo or Not Photo? - 09/18/10 08:19 AM

It's a never-ending debate as to whether or not to include a photo on a real estate agent's business card. Some say yes; some say no (duh, that's the definition of a debate!).
Although it's interesting, when you ask the question in a public forum, I've noticed that most answer in the negative, explaining that "no one cares about your face" or that "doctors and lawyers don't have their pictures on their cards," or simply that "it's unprofessional."
And I get that. I do. Somehow it seems like unnecessary vanity to have your smiling face on a business card as … (64 comments)

Why You May Be Not Hearing From Me (Assuming You Want to) - 09/16/10 07:13 AM

I just went through my mailing list of several thousand. Well, I didn't go through all several thousand; just the names of the people who aren't getting my emails because I'm being blocked by their email server.
Because I just kicked off my Prospecting with Soul Workshop, and it's a paid program, I wanted to make sure that everyone who signed up is actually GETTING what they're paying for, which includes daily emails from me.
Well. Guess what I found?
I discovered that one particular email server was blocking my emails far more than any other. Was it @aol? @hotmail? @yahoo?
… (25 comments)

Listing Presentations: How To Lose Them From Hello! (The Go-Giver Chronicles Continue) - 09/14/10 08:44 AM
A few weeks ago, I started writing about the Go-Giver real estate agent - how we in our industry can apply Go-Giver principles to our business. To read earlier posts, see the links at the bottom of this blog!
Here's a quote from the introduction to "Go-Givers Sell More" by Bob Burg and John David Mann:
"It's not about you, it's about them."
Mr. Burg and Mr. Mann explain that success in sales is not due to "mastering the close" or having a "dazzling presentation" or the ability to "shoot holes in any customer objection from fifty paces." It's about being a … (21 comments)

Too Much Time On Your Hands? Yeah, Right! (A Free Teleseminar at SWS) - 09/13/10 07:26 AM

Where does the time go? If I only had more time... There are only so many hours in the day... There's never enough time...
So... do you struggle with managing your time? With getting to everything (or even most things) on your to-do list? Do you feel out of control most of the time?
Join the club. Most real estate agents, heck, most human beings have trouble accomplishing everything they need to do. Sure, some people are simply better at time management than others, but almost everyone feels they could use a few more hours in the day, at least sometimes.
… (11 comments)

The Prospecting with Soul Workshop in SWSLand - A's to the Q's - 09/10/10 08:14 AM

 
The Prospecting with Soul (PWS) Workshop kicks off Monday, September 13th. In case you haven't heard of it, it's a six-week group workshop where agents who want to Sell with Soul will gather together online and venture out into the world to Prospect with, um, Soul. The goal? To fill up those pipelines for 2011 and beyond using techniques and strategies that don't cost a fortune, embarrass you or make you feel icky.
I've been getting some good questions about the Workshop from already-registered participants as well as from folks who haven't-yet-registered. Figured it made sense to answer them.
… (4 comments)

"I'll Take Great Care of Your Business" versus "I Need Your Business!" - 09/09/10 08:22 AM
Yesterday I promised to follow up on my blog "You Gotta Ask for What You Want, Right? Eh, not always."
I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud. To refresh your memory, here they are:
"Do you know anyone who needs to buy or sell real estate?" "Do you know anyone moving to my area who could use my services?" "I build my business by referral; will you please keep me in mind if you hear of anyone buying or selling?" "I'm never too busy for … (14 comments)

You Gotta Ask for What You Want, Right? Eh... not always - 09/08/10 07:22 AM

On one of my recent (featured - thank you!) blogs about referral-begging, the comment was made "If you don't ask, you don't get" in relation to calling up your sphere of influence (or even strangers) and asking if they know anyone to refer to you. In case you don't already know my opinion on the matter, I think that's a really stupid way to prospect.
As Dave Ramsey sez, "Hope I wasn't unclear."
Of course it's true that in many situations, you must ask for what you want to have any chance of getting what you want. If you would … (19 comments)

How to "Just Say No" to Your Seller without Sounding Lazy, Cheap or Disrespectful - 09/04/10 09:29 AM

God Bless 'em, sellers just want to help. They have lots of opinions on how their homes should be marketed, advertised and promoted to agents and buyers, and they LUV sharing those opinions with us. And of course, they expect us to agree with their opinions and implement their ideas immediately!
And sometimes they're right. Hey, our sellers are intelligent human beings, and at times, they have great ideas we'd never thought of.
But sometimes, um, they don't. No disrespect to homesellers around the world, but we DO (or should) know more about selling houses than they do. We DO (or … (38 comments)

Prospecting - If it Feels Wrong, DON'T Do it! (The Go-Giver Chronicles continue) - 09/02/10 12:01 PM

Quoted with permission from Go-Givers Sell More by Bob Burg and John David Mann:
"You may have been taught that to be successful in sales, you need to "step outside of your comfort zone." Let's reexamine that idea. If you push yourself to a place that makes you uncomfortable, chances are pretty good you'll end up making the other person uncomfortable, too. Consciously or not, they'll sense your discomfort - and attitudes are contageous.
We human beings tend to resist discomfort; in fact, we'll typically do anything to avoid putting outselves in uncomfortable situations. Why base your entire career on … (54 comments)

 
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Jennifer Allan-Hagedorn, Author of Sell with Soul

Pensacola Beach, FL

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