communication: Fastest Way To Break The Ice With Prospects - 03/22/16 12:03 AM
Here is how to quickly break the ice, create a friendly vibe, and build a genuine connection and trust with your prospect when you meet for the first time: SMILE. Smile has incredible psychological and social power.
Do a little exercise with me right now - seriously try it, don’t just read it, OK?
Put on a big smile. Ear to ear. Don’t worry if you look silly. Nobody cares. Just put on your biggest brightest smile you can come up with: the “10-year old finding his new bike under the Christmas tree” smile. Got it? OK, hold it for a sec.
Now I … (5 comments)

communication: They Don't Care About You - 12/08/15 08:21 PM
People don't care about you. Your prospects.... your clients... They don't care how challenging and complex -- and at times CRAZY real estate is... What it takes to get a home sold... The daily hoops you have to keep jumping through as an agent just to put food on the table.
They don't care. They are worried about THEMSELVES. They are tangled in THEIR life.
Their problems with little Timmy at school. Seven extra pounds they gained after Thanksgiving -- AGAIN! Car needing new brakes -- AGAIN! Their boring job... bad weather... incompetent boss... traffic on the way to work -- AGAIN!
And their house … (32 comments)

communication: The Client Frequency Strategy (new video) - 11/01/12 08:15 AM
Has it ever happen to you? You meet someone for the very first time -- a complete stranger -- and you two just CLICK instantly. And I mean, really CONNECT. The conversation flows as if you knew each other for ages. There is instant connection, trust... And it's FUN. 
I always wanted to connect with a prospect or a client like that, but without all those hokey "sales methods" like mirror and match, pace and lead... Yes, they work, but they just don't work for me -- for my style and my personality. 
So using principles of NLP, human behavior and … (8 comments)

communication: Quick Fix - 05/18/12 10:45 PM
"Tons of leads, lots of connections, fantastic website... and still - NOTHING. What is wrong??"
That was the gist of a recent real estate forum post. Here is how to fix it quickly.
First, check your market. As they say, you can't ride a dead horse, no matter how great of rider you are. Just like you can't succeed in a dead market. Without supply and demand you can be the world's greatest agent and still be broke.
Are other agents listing and selling good amount homes in the neighborhood? No? Time to move on. Yes? Good! Then let's go … (2 comments)

communication: This Was Emberrassing - 05/11/12 10:38 PM
I called it affectionately The Bucket. It was a old little Civic, my first car here in the US. 
I think it was white -- at least at one point in it's distant past. Maybe beige, hard to tell...
Tiny, noisy old stick shift that would shake violently at speeds over 40. But it did get me from point A to point B.
Most of the times. If it was within ten miles. And if I had enough cash for gas.
Those were the good ol' days of my humble real estate beginnings. Like that listing appointment... … (4 comments)

communication: It Don't Matter To Cash - 05/10/12 12:22 AM
Cash was tough. 
Living in a banged-up wheelchair, long hair, stubby bristles, and always, always hidden behind a gray veil of smoke. His voice rough and growly like a dirt road in Texas. His eyes (if you caught a glimpse) always glaring two thousand miles away. Cash knew how to close almost anybody. Charity contributions, fire alarms, cubic zirconium...
“It don’t matter to Cash!”
Shabby duck-taped headset on, endless stream of cigarettes, coffee strong enough to power a small city for a week.... “Lock ‘N Load!” You see, Cash was a telemarketing legend. Others around the office whispered stories about … (0 comments)

communication: "Get the hell out of my race!" - 05/08/12 09:45 PM

In 1967, Kathrine Switzer was the first woman to run The Boston Marathon.
After realizing that a woman was running, race organizer Jock Semple went after Switzer shouting, "Get the hell out of my race and give me those numbers!" However, Switzer’s boyfriend and other male runners provided a protective shield during the entire marathon. The photograph taken of the incident made world headlines. In 1974, Katherine won the New York City marathon with a time of 3:07:29! Sign Up! Show Up! Don't Give Up!
How to Communicate with Complete Confidence - Communication PLUS

communication: Babyback ribs, echo back and better conversations - 05/07/12 11:57 PM
We're gonna go to Applebee's, a casual family restaurant right across from Ikea. We're not here for the 'babyback babyback ribs' right now, but to watch an experiment in progress... The place is quite busy and a young waitress is taking orders. None of the customers are aware that they are taking part in a scientific experiment by psychologist Dr. Rick van Baaren. And neither is the waitress -- her instructions are to treat all customers the same, with only one exception: With customers on the left side of the restaurant, the waitress writes down each order and repeats it back … (6 comments)

communication: BS 3000 - 02/29/12 12:13 AM
Oh, the promise of spring.... Spring Break, Spring Cleaning.... And Spring Rush. Many sellers, warmed up but the sun are again full of new hope. They're getting off the fence and back on the market.
 So why then, do they say things they often don't mean? Good news! Using a brand new seller mind reader - the Brain-Seller BS 3000 I have successfully deciphered hidden messages behind those statements:
"We have an agent in mind" - We know a guy who mails us real estate stuff "We don't know what we'll do" - We're nervous and unsure, and we don't … (49 comments)

communication: Expired Listing Tip: How to go against another agent - 01/06/12 09:23 AM
"I just spoke with an Expired and she said they are planning to list next week. But they are going with an agent who was referred to them. I told her I would still call her next week, but what should I say? How can I get an appointment?" Going up against an agent who was recommended to the seller is challenging. But still... It will come down to who the seller likes and trusts more. The referred agent does have a head-start but the race has not been decided yet. Here is how to handle the situation and nail the … (11 comments)

communication: Dance Better - 01/01/12 04:00 AM
Here we are, in New Year. 365 new opportunities to make a difference. To change. Improve. Grow. Have more fun. Live more. Earn more. Get better.
I like to keep it simple so that's pretty much the list of my new year resolutions. I don't think it takes much to be happy.
Take Woodie Guthrie. Before he became a famous folk musician know as the "Dust Bowl Troubadour",  known for "This Land Is Your Land", Woodie and his family had a hard life. Several fires destroyed their home in Oklahoma. Fire also killed Woodie's younger sister Clara. His mother Nora suffered … (6 comments)

communication: Call me if you change your mind -- BLEH! - 12/31/11 12:23 AM
I was at a property talking to an expired listing. "We're going to wait" said the seller. "OK, call me if you change your mind", I replied. That was it. That was the best I could come up with! Call me if you change your mind??? Of course, couple of weeks later another agent listed that property. Has that ever happened to you? A great property, a promising lead... and then an objection or a question pops up and the whole conversation just dies. Clearly, the seller is interested. BUT you get stuck because you're not sure what to say or … (2 comments)

communication: Why Are They So Cold To Me? - 11/14/11 10:57 AM
An agent sent this great question:
"I have clients that I build a good rapport with. I show them properties and they like the homes. But then I call them back and get cold treatment.
'We want to wait. We need to work on our finances. We'll call you back'. Or they don't answer at all when I call. What should I do?"
Save yourself and your clients time, hassle and headaches. How? Qualify your clients better. And do it as soon as possible -- before you invest a lot of time. The more you know about them and their … (5 comments)

communication: EXPIRED LISTINGS: The Gold Rush - 11/07/11 10:28 AM

Are you ready for the gold rush? It happens every year: Last few days of December and the first few weeks of January there is always a flood of expired listings. And many sellers will be putting their homes back on the market right after the holidays. Will you be ready?
Imagine…. It’s 8 am in the morning. You’re in your office having a cup of coffee while chatting on the phone with an expired listing. Pleasant, easy, friendly conversation that lasts a few minutes. The sellers are interested in selling so you agree to stop by to introduce yourself … (3 comments)

communication: EXPIRED LISTINGS: Killer Communication Tips Seminar - 10/31/11 01:52 AM
There are only three reasons why sellers don't list with you:
1. They don't want to move 2. They can't sell 3. They don't want to do business with you
There is nothing you can do to motivate someone. BUT if they don't like you or they don't trust you -- we can fix that!
The secret? Change the way you communicate. I'll show you how.
Come join me on my new seminar LIVE on Wednesday, November 2, and let's talk. You will learn some cool tips and techniques on how to master communication with expired listings:
On the phone and in … (3 comments)

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Borino - The Real Estate Coach

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