client care: Which Are You? How Personalities Handle Different Kinds of Markets
- 01/14/11 04:54 AM
WHICH ARE YOU? HOW PERSONALITIES HANDLE DIFFERENT KINDS OF MARKETS
Every person’s personality type creates natural tendencies. Personality can affect everything we do on a personal and a professional level.
There are four main personality types, which I call Promoter, Controller, Analytical and Supporter. They are each very different and each have their own set of strengths and weaknesses.
And believe it or not, personality plays a major role in how an agent handles different kinds of real estate markets. For the sake of today’s Zebra Report, I’m going to talk about how agents, all with different personalities, handle good markets and challenging markets. … (4 comments)
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client care: Turn Lost Opportunities Into Realized Opportunities: The Need for a Detailed Communication Plan
- 01/05/11 09:12 AM
TURN LOST OPPORTUNITIES INTO REALIZED OPPORTUNITIES: The Need for a Detailed Communication Plan
In the last two Zebra Reports I’ve been talking about the idea of Lost Opportunity and what it means to your business. Lost Opportunity business is business you can have, and it is income you should have. Don’t lose those opportunities simply because you didn’t have a plan to keep them in your pipeline. No more Lost Opportunities in 2011!
What’s the one essential thing that I think you must have? A communication plan—as part of your overall business plan—that will solidify your relationship with your past, current and potential clients.
Recently, an agent I work with … (3 comments)
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client care: What Are Your “Lost Opportunities” Telling You?
- 12/17/10 10:22 AM
WHAT ARE YOUR "LOST OPPORTUNITIES" TELLING YOU?
We’ve all lost listings … either because the property didn’t sell and the listing expired, or because the seller decided to cancel the listing. It’s not something we like to have happen, but it does, and we move on. There’s always more business just around the corner. Right?
Here’s something to think about, though. How much income are you losing to your expired and canceled listings? I’ll bet it’s a LOT more than you realize. If you added it up, it could be thousands of commission dollars that you have given away.
Here’s something … (3 comments)
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client care: Holiday Cards? Again? Try This Instead...
- 12/03/10 05:00 AM
<!-- .style1 {font-weight: bold} --> HOLIDAY CARDS? AGAIN? TRY THIS INSTEAD...
It’s that time of year again. Lights are popping up on houses. Trees are soon to be decorated. Malls are becoming hot and crowded. And people are getting ready to send out holiday cards.
We send out holiday cards as individuals, but as real estate agents I believe there is something better we should be doing.
Funny thing, most agents like sending out holiday cards. They really do. They feel like they’re creating a warm connection with their clients by doing so.
While there’s nothing wrong with a warm connection, … (5 comments)
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client care: Ask Denise!
- 11/30/10 10:03 AM
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client care: Out of the Jungle and Into the Light!
- 11/19/10 04:21 AM
OUT OF THE JUNGLE AND INTO THE LIGHT!
There’s no doubt that the past 2 years have taken a toll on agents. Some of you are worn and torn, and really tired. Some of you are exhausted. It’s been really tough. It’s been harder than it’s ever, ever been. For some of you, you probably feel like you’ve been totally lost in a deep, deep jungle.
Some of you have lost your confidence. Some of you may have a depleted bank account. More of you have lost your morale. You know what, though? You may have felt completely lost, but you’re actually still here. … (0 comments)
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client care: Featured Product: How to Hold a Successful Client Appreciation Event
- 11/08/10 05:06 AM
FEATURED PRODUCT: HOW TO HOLD A SUCCESSFUL CLIENT APPRECIATION EVENT
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: How to Hold a Successful Client Appreciation Event
Client appreciation events done right are one of the most effective ways to cement your client base to you for life. Learn what client appreciation events work and which ones will always be poorly attended and how to execute an exciting and memorable event. Hear about real live events that were organized and planned by Denise and her team and hear the amazing results.
… (0 comments)
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client care: Ask Denise: On Client Communication
- 11/02/10 05:23 AM
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client care: How to Follow Up with "Almost Now" Clients
- 10/22/10 05:31 AM
HOW TO FOLLOW UP WITH "ALMOST NOW" CLIENTS
Last week’s Zebra report, “Your Most Neglected Client” triggered a firestorm of questions and comments. This week, I’d like to go into more detail on how to follow up with the “almost now” clients I mentioned last week.
Here’s a quick review of last week’s Zebra Report:
We talked about “now” clients. These are the people you’re running around helping today. You know who they are and what to do because they’re in your face. As you read this, they’re waiting for your next email or call because they want to get moving … (0 comments)
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client care: Your Most Neglected Client
- 10/18/10 05:16 AM
YOUR MOST NEGLECTED CLIENT...
Quick question: Who is your most neglected client?
I’m willing to bet it’s not who you think it is.
It’s certainly not your “now” clients. Real estate agents are great at handling their now clients. These are the people who keep you busy all day long.
You’re probably working with a “now” client right now. Maybe it’s a buyer you’re actively searching with. Or perhaps it’s a seller for whom you just finished a CMA. They’ve moved from “prospects” to “now clients” because they’re actively in your business and you’re working with them now.
Are your most … (3 comments)
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client care: Now is the Time to Start Planning Your Client Appreciation Event
- 10/08/10 05:19 AM
NOW IS THE TIME TO START PLANNING YOUR CLIENT APPRECIATION EVENT
Don’t let the end of the year sneak up on you without holding a “Client Appreciation Event”. I know it’s only early October, but before we know it the holiday decorations will be up and we’ll be preparing for the New Year…and your opportunity to hold an event this year will have passed you by.
If you’ve read my materials for any length of time, you know that I am a big fan of client appreciation events. Not only are they a great way to thank past and present clients, … (3 comments)
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client care: More Than Just a Transaction -- Create a Memorable Experience Instead!
- 09/23/10 06:33 AM
MORE THAN JUST A TRANSACTION -- CREATE A MEMORABLE EXPERIENCE, INSTEAD!
One of my colleagues has been raving about a local business. She keeps telling me, “Denise, you just HAVE tovisit this place! It’s a local farm that grows apples but it’s just amazing on so many levels.”
It’s important to note that this particular colleague of mine has very high standards. If she raves about a place, then I KNOW it must be something special.
So, I was out shopping the other day with my daughter. On the way home, we decided to stop and check out the farm.
Not … (3 comments)
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client care: Ask Denise: On Leaving the Right Message
- 09/13/10 05:43 AM
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client care: FOLLOW-UP: It's the Foundation of a Successful Business
- 09/03/10 05:54 AM
FOLLOW-UP: It's the Foundation of a Successful Business
Real estate agent “Sally” (names have been changed to protect the guilty!) called me.
“Denise”, she said, “my business is good, but not great. I’ve had a marketing makeover. I’ve redone my listing presentation. I’ve learned consultative selling. Things have gotten better, but I’m still not at the level where I want to be. What am I doing wrong?”
Nine times out of ten when I hear this from an agent, I know exactly what the problem is.
I asked Sally a few questions. It took me only five minutes to confirm my … (3 comments)
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client care: The "Over/Under" Principle
- 07/30/10 07:02 AM
THE "OVER/UNDER" PRINCIPLE
As a small business owner, you are the boss. You run the show. You’re in charge of marketing, promotion, operations, and service. Perhaps you’re a master of all of these.
Yet, one of the biggest mistakes I see in small business owners – and, yes, that includes you as a real estate agent – is something very basic, and deadly to your business.
Not doing what you say you’ll do.
You’ve all no doubt heard this piece of great advice: If you really want to impress someone, “under” promise and “over” deliver.
Simply put,under-promising and over-delivering places … (3 comments)
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client care: Stop Whining and Get Back to Work
- 07/23/10 05:46 AM
July is here. That’s great news, isn’t it? Sure it is! Because now you have a new whine for why your business isn’t where it needs to be: “It must be because it’s July and people are on vacation.”
This replaces the old whines of “It must be because the tax credit is gone”, “It must be because buyers aren’t buying”, and “It must be because sellers aren’t realistic about price.” Must be. Must be. Must be.
Enough with “must be”!
Let’s talk about “what is”. Forget about all the excuses you share while chatting around the water cooler. It’s time … (6 comments)
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client care: To Get More Clients, Think Like a Client
- 07/02/10 05:45 AM
What do you think about every day? Let’s see… there are the e-mails you need to answer. There’s the open house you need to prepare for. There’s the information you need to send. There are the phone calls you need to make. There are the houses you need to preview or show.
You’re so busy thinking about all these tasks that I’m willing to bet you don’t stop and think like your clients.
You’re not alone. We’re all guilty, at one time or another, of focusing too much on our own thoughts to take some time to step into the heads … (3 comments)
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client care: The Power of the Spoken Word
- 06/25/10 05:50 AM
When you list a seller’s home, there are many activities that must be successfully undertaken – completing the listing paperwork, getting the marketing campaign in place, staging, arranging for photographs to be taken, ordering flyers, installing key boxes, setting up open houses for agents and the public, and entering the data into your local MLS system.
As agents, we all know it’s a lot of work.
However, most sellers don’t understand these details. They think that you strike a few keys on your computer keyboard and—voila!—their home is listed. They also believe that once their home appears on the MLS, everybody … (2 comments)
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client care: Win More Clients with Great Buyer Presentations
- 06/18/10 05:29 AM
Real estate agents spend a lot of time and effort creating listing presentations. However, these very same agents often overlook an equally important tool that deserves just as much attention: the buyer presentation.
I’ve actually had agents say to me, “Denise, I’m just going to meet with the buyer, discover what they want, find it for them, show it to them, write it up for them, and sell it to them. There’s nothing to “present” to them. Why do I even need a buyer presentation?”
The best answer to that question can be found with the simple observation that many buyers … (37 comments)
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client care: The Best Way To Keep In Touch With Your Past Clients
- 06/11/10 06:08 AM
I love technology. I really do. I love the way it has simplified my life and my business. There’s no doubt we’re lucky to live in a time when technology has played a dominant role in our lives.
But many agents seem to be so caught up in technology that they have forgotten some ideas from the good old days—ideas that still work brilliantly. Most agents don’t think they need to do these things anymore, but they’re absolutely wrong!
For example, let’s talk about that ancient device that allows you to talk to somebody even if you’re not in the same … (2 comments)
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WHICH ARE YOU? HOW PERSONALITIES HANDLE DIFFERENT KINDS OF MARKETS
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