Denise Says - Coaching & Advice for Real Estate Agents

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Education & Training - The Lones Group, Inc.
Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.
RECENT BLOG POSTS
Exciting December for Buyers & Sellers! I have always believed that real estate is an industry that provides opportunities for both buyers and sellers at different times of the year and in different seasons. This year, December is an exciting time for both buyers and sellers in many regions incl...
12/07/2018
The Key to Winning a Seller's Confidence When I was a new agent - and I mean a brand new agent in my very early 20s - I was called to go out on a  listing presentation. I had not met the seller before nor been on his property. I got to the house and briefcase in hand, began walking up to the fro...
11/30/2018
Effective Communication with Sellers I want to take a moment to discuss the importance of learning how to instill calm communication and conflict resolution at a listing presentation, especially when it comes to talking about price and handling objections. Too many agents make the mistake of rus...
11/15/2018
Pricing in the Land of "No Comps" Agents already list confidence in pricing as one of the biggest challenges in their business. But throw a property in the mix with few or no current comparables and you might throw up your hands and declare a, "comparable calamity!" But armed with just a few pri...
11/09/2018
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Pricing It Right One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these, they may be costing their sellers thousands of dollars in lo...
11/02/2018
When the Student is Ready the Teacher Appears This week I had the pleasure of teaching my two-day in-depth business-building class, Safari. I am always delighted to see real estate agents returning to Safari year after year. "What an honor," I thought. The fact that there are some agents who com...
10/29/2018
Evaluate the Market with Facts, Not Emotion When agents ask me how the market is doing, I always ask them, "Why are you asking?" Considering they are in the market day to day I assume that they have a very good idea of how the market is doing. The challenge is that for many agents that were lice...
10/19/2018
Why Isn't My Listing Selling? Of all the questions I get asked by agents, this one is always in my Top 3 list. Agents are good at giving me all kinds of reasons, excuses, and theories as to why their listings may not be selling. But there really are only two reasons:  #1: Presentation and #2: Pr...
10/12/2018
The Power of Giving Back Real estate agents are reminded everyday of how important it is to give back. When an agent gives up their time, talent, and expertise, they have the ability to change people's lives or to reduce stress during what is often a very difficult transitional time - because wh...
10/05/2018
Serve Solutions, Not Endless Banter So many agents I talk to find themselves stuck in this communication rut. Part of the challenge is they don't have a system for effective problem-solving with their clients. Do you ever find yourself talking with a client to whom you just can't seem to say no?...
09/28/2018
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Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding
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