selling soulfully: "Do I Really Have to...?" Of course not, BUT...
- 09/28/10 01:03 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)
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selling soulfully: No, No, No! Buyers Are NOT Liars!
- 07/29/10 09:14 AM
I'm going to steal a page from the Broker Bryant rulebook and dredge up an old post from the distant past. In fact, what follows is one of my very first posts here on Active Rain, but I was inspired to re-post today it by Susan Haughton's excellent post on the same topic...
Besides I only got 8 comments on it the first go-around (hmpf!), so let's give it another go!
BUYERS ARE NOT LIARS! (first posted January, 2007)
Buyers can be hard to nail down and you'll hear agents talk about the "Buyers Are Liars" phenomenon. It's a phrase usually used … (33 comments)
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selling soulfully: 41 Listings in 30 Days? Let's do that math...
- 07/09/10 12:25 AM
Following up on yesterday's blog about making sure your prospecting goals are compatible with your business model (in a nut, don't set goals that will force you to sacrifice your quality of service, if providing quality service is important to you)...
The agent who inspired yesterday's blog is following a popular prospecting program that's making the rounds these days. It encourages agents to spend so many hours every day doing X (basically, some form of cold or warm prospecting), with the goal of reaching Y number of prospects every day, with the ultimate goal of securing as many new clients as possible … (31 comments)
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selling soulfully: 35 Listings in 90 Days? Do Your Goals Support Your Business Model?
- 07/07/10 02:00 AM
Just got off the phone with an ambitious newer real estate agent who is all fired up about selling some real estate. Some serious real estate. He has a plan. He's committed to this plan. He's passionate about his plan. He WILL meet his goal or die trying.
His goal? To have 35 listings in the next 90 days.
Impressive. And given his enthusiasm and commitment, I think he can do it.
But should he?
This agent is a follower of SWS which means, among other things, that he is committed to being the best thing that could ever happen … (200 comments)
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selling soulfully: A Real Estate Career is NOT for the Liability-Phobic**
- 11/10/09 10:04 PM
Been watching a conversation elsewhere on the web about whether or not to put buyers in your car... as opposed to driving separately. While some of the comments are ridiculously snotty ("They can drive themselves!" or "Let THEM use their own gas!"), the most sincere objection seems to be that putting another warm body in your car creates liability for you.
We hear similar objections all the time to doing things that serve our clients. DON'T attend inspections! DON'T recommend mortgage brokers! Don't give any advice that might be construed as legal! Don't put buyers in your car! Blah blah blah.
Basically, in … (140 comments)
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selling soulfully: Do You Want to Be a Real Estate Superstar? Eh, Not Really...(and that's okay)
- 06/21/09 11:16 PM
Visit most real estate training sites and you'll pretty quickly see references to being a Superstar or a Champion or a Hero or a Top Producer or some other high-falutin' descriptive term for a tippy-top level of real estate production. You'll see testimonials from agents who bought whatever system is being marketed claiming to have tripled their income or hit the half-million mark in commissions or sold 167 houses their first month on the program.
Wow. That's something. I'll admit to being intimidated by such marketing, both as an active real estate agent AND a real estate trainer myself. Gee, … (14 comments)
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selling soulfully: Lessons from The Bachelorette
- 06/15/09 11:54 PM
As a follow-up to yesterday's blog about high school dating, loyalty and the wonderful world of real estate sales...
A few weeks ago, I was watching The Bachelorette (yeah, I know, spare me the eye-rolls) and there was a scenario where the Bachelorette had a one-on-one date with one of the hopeful bachelors. The rules of the game say that if the Bachelorette does not give the guy a rose during the one-on-one date, he has to go home - in other words, he's been eliminated.
As the bachelor was preparing for his date he said something like "I'm a little … (30 comments)
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selling soulfully: High School Dating Versus Real World Dating... and Yes, It Relates to Real Estate
- 06/14/09 10:25 PM
Had a conversation with my DBF's 17 year old daughter about dating. She's going into her senior year of high school and is involved in her first serious relationship. Two months already! I, being a way-out-of-touch-42-year-old asked her if teenagers still "go together" officially or if they date casually - as in - more than one person at a time.
She looked at me as if I were a loon and explained that yes, they "go together" and it's unheard of for a teenager to date more than one person - that would be called "cheating" or worse.
Fair enough … (24 comments)
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selling soulfully: "Dear Real Estate Professional, I'd Like to See a House, please"
- 06/08/09 11:49 PM
A few months ago, I posted a Help Wanted ad for a graphics designer on www.Guru.com. If you've never used Guru - it's a wonderful resource! Basically, it's on online database of freelancers who are looking for work.
Anyway, within 24 hours of posting my ad, I got at least 30 responses. Complete with resumes, pricing estimates and requests for further information about my project. All 30 responders seemed to sincerely want my business and not a one of them lectured, belittled or condescended to me.
Well, duh, you say, they're after your business, why on earth would they be anything … (63 comments)
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selling soulfully: Always Be Closing...?
- 05/26/09 01:16 AM
I'm sure you've heard the infamous ABC's of sales from the scene in Glengarry Glen Ross - when Alec Baldwin is slamming the sales force with a string of memorable quotes starting with "Put down that coffee - coffee is for closers ," followed by "Get them to sign on the line which is dotted !"
He then points to the chalkboard where he's written "ABC - A= Always; B= Be; C= Closing.
Always Be Closing.
Whatever.
Can you imagine how delightful it would be to be around someone who is Always Closing? Or, to BE that person who is? I suppose it comes naturally … (10 comments)
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selling soulfully: Getting Busy? Seize this Opportunity to Care for Your Clients!
- 04/16/09 12:05 AM
Taking a little break from the Confident Rookie Series (which shall return tomorrow)...
A lot of agents I'm talking to are seeing a glimmer of hope - that is - they're busy! The phone is ringing! The email's jangling! Listing contracts are being signed and buyers are getting approved! Woo hoo!
I always say that when you're busy and feeling like hot stuff, go look for more. You have momentum, you have MoJo and that's apparent to everyone you meet. Even if you're feeling overwhelmed, do more of whatever it is you've been doing to generate business, with a smile on … (9 comments)
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selling soulfully: Which is More Important to You - Serving Your Current Clients or Pursuing Your Future Ones?
- 04/06/09 12:22 AM
(My opinion will be glaringly apparent in about 10 seconds).
I'm horrified on a daily basis by the emphasis in our industry on PROSPECTING PROSPECTING PROSPECTING! Anyone who reads my blog already knows that, but here I am again with my jaw dropped to the floor at some recent comments on another blogger's post. I won't repeat them here because I have no desire to publicly criticize anyone (must be feeling abnormally sweet today) and besides, it's only my opinion, but JEEZ! To imply, heck to outright state that our most important duty as LICENSED real estate agents is to focus on … (41 comments)
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selling soulfully: New Real Estate Agents - Get help if you need it... yes, even if...
- 03/28/09 01:23 AM
The new agent asks: "Will it damage my credibility to have my broker involved in my first listing?"
Yes, it might. Do it anyway.
There are variations on this theme - such as when a new agent objects to sharing his first few commissions with a mentor, or an experienced agent refuses to get help on his first short sale listing or commercial deal. After all, in today's market especially, we NEED every last penny of that commission!
But that's not really the point, is it?
We real estate agents charge a lot of money for what we do. Part of … (25 comments)
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selling soulfully: I Cannot Tell a Lie... it's tougher today...
- 09/19/08 01:31 AM
About a year ago, my friend Loreena Yeo unintentionally challenged me. I had just written a series of blogs about a nice new real estate agent named Jake who went from the verge of failure to the heights of success, based on his effective sphere of influence campaign. On the second to last installment of the Jake story, Loreena asked the question: "Was Jake lucky? Did Jake begin his career during a boom time and therefore was able to experience success more easily than today's agent?"
Okay, so Loreena probably didn't mean it as a challenge, but I took it that … (21 comments)
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selling soulfully: Treat Every Buyer Like the Gold Mine He Might be...
- 09/04/08 01:42 AM
Imagine this scenario... you're sitting in your office and the receptionist forwards you a floor call from a potential buyer. The caller says something like this: "I'm lookin' fer a little piece of land on the outskirts of town to move my double-wide to. Just a nice little place fer me and the missus to retire on. Kin you hep me?"
Okay, so you're probably not overly excited about hep'ing this particular buyer, unless little pieces of land on the outskirts of town are your thing. You might be tempted to politely brush off this particular caller or, if you're in … (23 comments)
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selling soulfully: Desperate Times Call For PATIENT Agents!
- 09/03/08 08:09 AM
Ooooh, I must respectfully disagree with my friend Jim Crawford's featured blog today. But that's no surprise, I think Jim and I almost always disagree on matters of real estate philosophy. No worries... there's room on this planet for both of us.
Jim's blog is entitled "Desperate Times Require Drastic Measures: A Survival Guide for Real Estate Professionals." It's a story of how real estate agents are so foolishly desperate for business that they're willing to work with anyone - egads!
But here's what I'm thinking...If I were going to write an article or blog entitled "Desperate Times Require Drastic Measures: … (26 comments)
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selling soulfully: Work With What You Have... You're Wonderful Just the Way You Are!
- 08/26/08 06:03 AM
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)
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selling soulfully: Selling Soulfully... 10 Reasons Why
- 03/11/07 10:50 PM
Welcome to a new world of real estate sales! A world where agents respect their clients, prospects and each other. Where agents strive to be competent at their jobs before they strive to be great prospectors. Where real estate agents can be respected members of the community, not the punch line to a joke.
Selling Soulfully at Active Rain is a great place to meet other agents who share your ideals and philosophies. Looking for a great cross-country referral to someone who will treat your client like family? Who won't put them at the bottom of the pile because a referral fee … (9 comments)
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