client care: Don't just Connect... Power Connect!
- 08/17/18 09:23 AM
Don't just Connect... Power Connect!
Real estate is an industry that has seen many ups and downs over the years. It has also seen monumental changes in the day-to-day operations and processes due to technology and the creation of online real estate search sites.
Over the past two and half decades I have watched the industry go through monumental changes. I have seen many agents come and go and I have seen patterns that have led to agents becoming very successful and patterns that have caused otherwise good agents to get out of the business.
The core of any … (4 comments)
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client care: Just Because You Can Doesn't Mean You Should
- 06/15/18 04:56 PM
Just Because You Can Doesn't Mean You Should
Most real estate brokers that I know got into the business because they love helping people. They are servant people at heart and really want to take great care of their clients.
However, the challenge that many brokers face is that they often find themselves between a rock and a hard place when a seller or buyer asks them to do something they really shouldn't be doing. On one hand they want to please their clients and take care of the issue because that is what they do best but on … (5 comments)
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client care: How to Be Still in a Real Estate Storm
- 06/08/18 01:45 PM
How to Be Still in a Real Estate Storm
Real estate brokers are always busy and on the go. They often move at a very fast pace and have to make quick decisions when trying to solve problems for clients. The challenge with this is that quick decisions aren't always necessarily the best decisions. Just because somebody asks you to solve a problem or answer a difficult question doesn't mean you have to do it on demand.
One of the most powerful things a broker can do in this situation is to slow down and be still.
Often the … (6 comments)
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client care: The Life Cycle of a Real Estate Client: What You Need to Know!
- 03/16/18 08:55 AM
The Life Cycle of a Real Estate Client: What You Need to Know!
People ask me all the time what exactly real estate agents do besides show homes and put homes on the MLS for sale. That is such a broad subject that I often laugh when I get asked that question. Real estate agents are not just sales people; they are business owners, marketers, social media experts, advertising experts, negotiators and communication experts. The list goes on and on and is too long for this article.
At the core real estate is a very competitive and skill testing … (5 comments)
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client care: Finding Success Your Way!
- 02/23/18 09:23 AM
Finding Success Your Way!
I have never met two real estate agents that run their business exactly the same way. Each has their own personality, their own style and their own way of connecting with clients.
I am often asked if there is one perfect formula for building a real estate business. I would like to be able to say, "Yes, there is this one perfect formula, just follow it and you will be successful." However, it is not that simple because agents are so unique. What works for one doesn't work for another. What one agent finds easy to … (0 comments)
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client care: What are You Avoiding?
- 02/12/18 01:19 PM
What are You Avoiding?
Do you ever get that feeling in the pit of your stomach when you think about that certain thing that you have been putting off? That thing you know you should do and would make you feel better to just get it off your plate? But the thought of tackling it is so overwhelming that you just push it back to the recesses of your mind and hope to forget about it?
If your thoughts went immediately to that thing, or things, that are weighing heavily on your mind, I am talking to you.
Maybe it's … (13 comments)
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client care: Closing Gifts
- 10/04/17 02:58 PM
Closing Gifts
One of the most common questions I get asked is, "What is the PERFECT closing gift?"
A closing gift represents the desire to express appreciation and gratitude to a client for their business and therefore, there is not an easy, one-size-fits-all answer. The reason for that is because every client and every situation is so different.
Closing gifts can absolutely be a very special way to thank a client, but more importantly, it is an opportunity to show a client that you know them, you were listening to them, you paid attention to who they are, and … (9 comments)
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client care: The Most Neglected Client in Real Estate
- 09/25/17 09:27 AM
The Most Neglected Client in Real Estate: The Potential Client
One of the most common complaints real estate agents have is that their business feels like a roller coaster and is either "feast or famine." Some agents would argue that there is nothing they can do about this.
BUT - There absolutely is.
There are agents who have discovered the secret to keeping their business steady. It requires that you pay extra attention to the Potential Client.
It begins with developing a system for your Potential Clients. The system must suit the way you do business. There are many … (22 comments)
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client care: The Velcro Client: Why You Need Them and How to Get Them
- 08/18/17 11:17 AM
The Velcro Client: Why You Need Them and How to Get Them
It doesn't seem like a week goes by without a new model of real estate company popping up threatening to undermine your business. These models are offering creative incentives and discounts to potential sellers and they are making real estate selling look very easy. Of course, there will always be competition in the real estate marketplace, but agents today need to take steps now to ensure their real estate clients are not lured by these offers.
The key to safeguarding your business against this is by working … (5 comments)
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client care: Who Are Your Best and Most Reliable Clients?
- 06/23/17 09:43 AM
Who Are Your Best and Most Reliable Clients?
Imagine you are in a contest and were competing against 100 other agents.
The goal is to be the first to generate a bona fide buyer or seller - that is someone that is ready to put their home on the market with you or to write an offer on a property.
The prize is $25,000! But there can be only one winner.
What would you do to win? Would you:
Quickly sign up for an online lead generation company to send you cold leads? Would you start knocking on doors … (6 comments)
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client care: Leverage: A Way To Give Yourself a Raise
- 05/18/17 03:49 PM
Leverage: A Way To Give Yourself a Raise
In my two previous Zebra Reports How Much Money Do You REALLY Make? and What's Your Net?, I talked about how to calculate your gross and net rates of pay per hour. This week's article will show you how to take this information and make good decisions based on this information.
Working smart is about knowing how to leverage your time to make more money. By knowing what you make per hour you make smarter decisions with your time. Knowing your "rate" means you can quickly calculate the risk/reward factor of … (14 comments)
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client care: My Ideal Real Estate Agent
- 03/03/17 10:30 AM
My Ideal Real Estate Agent
Direct from the horse's mouth!
I recently received calls from two different friends of mine telling me that they are thinking of either buying or selling. They asked me if I knew of a good real estate agent and I asked them what they defined as "good" and what they wanted and expected in the person I would refer them to. I think this list represents a common theme I heard after two very different conversations. The list also represents some of the most common traits of the top agents that I have the pleasure … (1 comments)
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client care: Choosing Your "Theme Word" for 2017
- 12/08/16 03:10 PM
Choosing Your "Theme Word" for 2017
As we edge closer to the New Year it is important to reflect on the year you just had. Were you happy with your production and the client care you were able to give your clients or were you spinning your wheels only to find yourself coming up short in the income generation category?
Often real estate agents feel like a whole year has just passed by so quickly with hardly a moment to stop and assess what is affecting their business.
One great way to keep yourself on target is to come … (15 comments)
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client care: Concierge Client Care In Action: Spirit Of The Entrepreneur Awards
- 11/30/16 08:26 AM
Concierge Client Care In Action: Spirit Of The Entrepreneur Awards
I have had the pleasure and honor of working with the best of the best over the years. I value concierge client care and when I find it I treasure it. In a world where the pace in which we live is fast and our time is so valuable, when you find someone who is an expert in their field you better hang onto them for dear life!
Fina is a tile goddess! I can show Fina a tile I like that I have found on the internet and … (1 comments)
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client care: Drive Business and Client Care with an Annual Client Review
- 11/15/16 04:32 AM
Connect with Your Clients with an Annual Client Review
The holiday season is a great time for people to connect and reconnect with each other. Every year at this time agents ask me what they can do to connect with their clients in a big way during the holidays.
While I do agree that it is nice to get a holiday greeting of some sort, I feel it is much more productive for your business to focus your energies on making a strong impression that pertains to your client's real estate investment - their home. Therefore, I encourage agents … (0 comments)
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client care: Little Touches, Big Impact
- 09/23/16 04:45 AM
Little Touches, Big Impact
The littlest touches can have the biggest impact for your clients. The key is to decide what that one special touch will become your signature touch. It should be something that is unique to you and something that your competition probably isn't doing.
For example, think about your favorite restaurant. Is there something that they do that you go back time and time again to enjoy? One of my favorite restaurants serves piping hot bread with four different flavored butters and salmon spread just as soon as you sit down. People come from all over … (11 comments)
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client care: September Buyers and Sellers: Savvy & Serious!
- 08/12/16 02:57 AM
September Buyers and Sellers: Savvy & Serious!
September is a month of new beginnings for kids going back to school and parents getting back to their pre-summer routine. With the busy-ness of the summer finally behind them many buyers and sellers that did not take action in the summer will be primed and ready to move forward in the fall. September can be the hottest activity month and you may find that your fall buyer and seller list is spilling over.
Sellers who didn't list their home during the summer but who want their home sold before year end … (0 comments)
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client care: The Homeowners Record Book
- 07/29/16 10:13 AM
The Homeowners Record Book
One of the best things you can do for your buyers when you help them buy a home is to prepare a Homeowners Record Book. The Homeowners Record Book is a binder that you personally prepare for your buyer to provide them with as much information about their home as possible.
It is a place for them to keep all of their documents, manuals, and details of their newly purchased home in one easy-to-access place. Homeowners love these books and they keep them for as long as they own their home. The book will have … (0 comments)
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client care: The Power of Gratitude
- 06/03/16 02:24 AM
The Power of Gratitude
Think about your last transaction. Was it a tough one? Were there moments when you didn't think it would close or was it smooth with barely any bumps along the way?
Whichever path the transaction took, I bet there were some standout people involved that helped it across the finish line. Really think about this. Who stepped up and took care of your clients? Was it:
The inspector who, despite being slammed, made time for a last minute inspection? The lender who worked with the underwriters to approve the buyers despite their qualifying with self-employment … (18 comments)
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client care: The 20-60-20 Principle
- 05/13/16 06:32 AM
The 20-60-20 Principle
The 20-60-20 principle covers many different facets of a real estate agent's business, but nowhere does it have a more poignant meaning than with past clients. In today's busy real estate market past clients are often forgotten or agents simply do not have the time to be focused on their past clients while they are busy taking care of current clients and possibly potential clients.
However, if an agent doesn't always want to be chasing new business, once the transaction is over, past clients must be kept in touch with or past clients will quickly find … (0 comments)
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