client followup: Polly Wanna CARROT?
- 04/12/19 02:01 PM
Polly Wanna CARROT? For years, I have listened to agents complain about the unresponsiveness of their potential clients or online leads. When I question them about what they think is going on, they usually respond with, "they never return my emails or calls." The truth of the matter is that people are busy and may not have time to respond every time you reach out. If you expect a response, you must provide them with a compelling reason to WANT to respond to you. The key is to figure out what you could send (something visual) or something you … (15 comments)
client followup: Wildly Successful Wild Ideas
- 03/01/19 10:09 AM
Wildly Successful Wild Ideas I was recently asked this question about gifting. Agents often have a great idea, but then when they tell a few people, that initial great idea can get muddied in the spirit of others helping. If you know an idea is a good one, unless you are concerned that it crosses a line, trust your instinct. Then get a second opinion from your managing broker. Q: "Denise, I love dogs. I mean I REALLY love dogs. I already donate a portion of my commission to our local humane society and am part of several local … (3 comments)
client followup: 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)
client followup: The Summer Time Hues: The Different Colors of Summer Real Estate
- 07/07/17 10:23 AM
The Summer Time Hues: The Different Colors of the Summer Real Estate Rainbow Summer is here, and potential buyers and sellers are experiencing different levels of real estate urgency. Some are rushing to make that summer time purchase or sale while others are basking in the sun with no desire to even think about making a move because they are so busy enjoying the weather. Summer is a very interesting time for real estate agents because while some of them are super busy with hardly a break since early spring, others are twiddling their thumbs wondering when their clients … (4 comments)
client followup: Connect the Dots
- 02/10/11 09:29 AM
CONNECT THE DOTS Let me tell you my newest story about customer service. Or in this case – the lack thereof. It began during the holidays, with my entire family at my house. My family members arehockey fanatics. They live and breathe hockey. On this particular day, there is a very important hockey match on television and they are desperate to watch it. The problem is, the only way to watch this match at my house is if we have purchased the cable package that includes the NHL channel. Which we have not. My husband, wonderful man that he is, disappeared for a … (2 comments)
client followup: 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)
client followup: 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)
client followup: 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)
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.
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