communication: Are You Closer to a Sale or a Price Reduction? - 05/03/19 09:12 AM

Are You Closer to a Sale or a Price Reduction?
One of the most discussed topics between real estate brokers and their peers is pricing. Pricing a home to sell is both an art and a science.
Why do so many homes sit on the market gaining days on market dust and creating nothing more than frustrated sellers and real estate brokers? The answer is quite simple: The property is not priced where it needs to be to get sold.
Perhaps it was priced right initially, but the market changed. Maybe the buyer pool shrank and you got caught … (13 comments)

communication: Time and Money - 03/29/19 12:19 PM

Time and Money
Forgive me, I am feeling a little spicy today so this article is a little more blunt and to the point than usual! I have talked with a lot of stressed out agents this week who are doing too much themselves and not taking advantage of opportunities to leverage their time. If that sounds like you, this article is dedicated to you and your business!
AGENT: "Denise, can you help me make more money?"
MY RESPONSE: "Yes! But the first step is to help you make more time. You need that time to provide amazing service and … (10 comments)

communication: Communication Leadership: Do You Have What It Takes? - 01/18/19 12:46 PM

Communication Leadership: Do You Have What It Takes?
Real estate professionals communicate most moments of their working day. They are problem solvers, negotiators, cheerleaders and counselors. They make a living communicating and listening. The more refined your communication becomes and the more intuitive your communication style is the easier it will be for you to connect with your clients and help them make important decisions.
Communication leadership is the art of being able to help your clients make difficult decisions when emotion has gripped them with fear. Learning to tell a client NO, when they want to hear YES, … (8 comments)

communication: 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)

communication: 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)

communication: 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)

communication: Lessons from Rudolph: A Top Marketing & Branding Guru - 12/18/15 01:10 AM

Lessons from Rudolph: A Top Marketing & Branding Guru
Today I'd like to introduce you to a marketing guru who is a master of his craft. I myself have learned a lot from him. I'd like to share with you some of the incredible insights I have learned from this branding genius. He is a master of attracting attention, developing a strong brand, and delivering consistent results. He is a leader, an innovator, and an example for us all.
Who is he? His name is Rudolph. Perhaps you've heard of him. In fact, I'm willing to bet you have. You … (0 comments)

communication: The Questions Potential Clients Should Be Asking Real Estate Agents - 09/04/15 07:40 AM

The Questions Potential Clients Should Be Asking Real Estate Agents
Buying or selling a home is one of the most important decisions your clients will ever make in their lives and choosing an agent that will be a strong advocate and educator about the process is critical. All too often, buyers or sellers choose to work with an agent who is a friend, relative, or cousin of their ex-roommate because it is convenient or because there may be perceived loyalty. But all too often, I see these types of relationships implode because the people doing the buying or selling … (0 comments)

communication: Interpreting Cues and Clues from Your Clients - 08/20/15 09:31 AM

Interpreting Cues and Clues from Your Clients
One of the biggest challenges facing salespeople is picking up on the cues from your clients. Whether in a conversation or through their actions, clients give us cues all the time. Your challenge is to interpret these cues as clues to your next move.
We do presentation role-playing work with agents in our Mastery coaching program and our ENCORE group. It is not unusual to be working with an agent doing a presentation and have them miss a cue I have given. Sometimes that cue is avoided intentionally because the agent doesn't … (0 comments)

communication: The 8 Biggest Communication Mistakes Agents Make with Clients - 07/24/15 07:57 AM

The 8 Biggest Communication Mistakes Agents Make with Clients
One of my favorite things to do in my real estate training is to work with agents one-on-one to help them see how they communicate with their clients. I will even videotape them. I critique their performance and together we identify flaws in their communication style and we make a plan for improvement.
None of us get trained enough in the art of communication. And very few people have ever had anyone critique their communication style. In a role play setting, I watch how agents display body language and voice tone. … (1 comments)

communication: What Have You Mastered Lately? - 03/13/15 03:15 AM

What Have You Mastered Lately?
Have you ever wondered why some agents seem to do so well in real estate while others seem to struggle continuously? What I have learned over the years of coaching and training agents is that real estate is a profession that allows for individuality and uniqueness. It also is a profession that attracts independent souls who want freedom and flexibility in their work life. The real estate agents that seem to do the best are the ones that have mastered an area in their business.
The key to success in anything is to develop … (0 comments)

communication: 10 Ways to Boost Your Business Any Time of the Year - 03/06/15 01:50 AM

10 Ways to Boost Your Business Any Time of the Year
If you find yourself feeling that you aren't where you need to be in your business, I have some great ideas to help you take action and get you moving forward. The key to mastering any business or even sport is to keep taking the action you need to improve. Many real estate agents get stuck and stop making progress because when they don't see immediate results. However, if you focus on the action rather than the results, the results will come.
Here are 10 ideas to jumpstart … (2 comments)

communication: The Property Purchase Analysis: A Smart Assessment Tool for Homebuyers - 01/23/14 06:05 AM

The Property Purchase Analysis: A Smart Assessment Tool for Homebuyers
Real estate agents wouldn't list a house without doing a CMA for the seller, but many agents who work with buyers don't provide an in-depth analysis prior to writing an offer. While some agents do take the time to run some stats, there is much more to doing the kind of analysis that helps buyers make an informed buying decision.
By the time a buyer finds the house they want to make an offer on, they may have been inundated with information on many homes and many areas. Their … (0 comments)

communication: Automatic Listing Information: To Send or Not to Send - 01/22/14 06:27 AM

Automatic Listing Information: To Send or Not to Send, That is the Question!
Ask most agents and they will tell you that they love the ability to send their clients listings through their MLS.  How easy and streamlined it seems to be to just click a few boxes and then voila! - the client receives new listings as they come on the market, keeping the client up-to-date on inventory.
In theory it sounds great, but in reality you could be turning clients away from you!
When you are working with a client who is entrusting you with the job … (5 comments)

communication: WHAT IF? Essential Words to Use When Working With Sellers - 09/06/13 05:19 AM

WHAT IF? Essential Words to Use When Working With Sellers
Sellers can be the lifeline of a real estate agent's business. Working as a listing agent can give agents much more control over their hours and time spent with each client. In fact, it takes about one-third of the time to close a listing transaction as opposed to working with a buyer. However, working with sellers can bring its own set of challenges to an agent's communication skills and nerves.
The first challenge is that sellers often believe their home is worth more than the market will pay for … (0 comments)

communication: WHAT IF? Essential Words When Working With Buyers to Write an Offer - 08/29/13 08:47 AM

WHAT IF? Essential Words When Working With Buyers to Write an Offer
Over the next several weeks, I am going to be covering the importance of two little words: "What if?"
Simply asking this question in a variety of scenarios will not only help you gauge what your clients are truly feeling about an issue, but it can also be a good tool for your clients to realize just how strongly - or not - they feel about an issue.
For example, let's say your buyers have found their dream home and they are ready to make an offer. … (3 comments)

communication: Documentation: A Critical Element in Real Estate Transactions - 08/16/13 07:06 AM

Documentation: A Critical Element in Real Estate Transactions
Contracts are written for a very important reason: to protect all parties in a real estate transaction in the event that something should go wrong. While it is never the intent of any real estate agent to end up on the wrong end of conflict in a real estate transaction, things can go wrong and buyers and/or sellers may bring forth legal action to right those wrongs.
In many real estate transactions there is a lot of communication between the real estate agent and the buyers or sellers that may not … (2 comments)

communication: Seeing the Other Side of a Conflict - 06/07/13 04:26 AM

Speak Facts, Not Emotion During Conflict
This week's topic is on the second point of my conflict resolution formula. As a review, the Conflict Formula is:
Speak the facts, not emotion Engage the other person's point of view or thought Tell the truth and offer solutions Today, we are focused on how to engage the other person's point of view or thought. This step is extremely important because of how people usually process conflict.
Picture this - let's say you are presenting an offer to a listing agent and they are not happy about the price your buyers are offering. Instead of … (24 comments)

communication: Speak Facts, Not Emotion During Conflict - 05/31/13 02:56 AM

Speak Facts, Not Emotion During Conflict
Conflict is inevitable when you bring two or more people together. And conflict can come in many varieties. It comes about through broken promises, misunderstandings, and sometimes a downright purposeful act to make another person angry.
Whatever conflict you find yourself faced with can be handled with a formula. A formula that emphasizes handling conflict with dignity and grace, and giving the other person the respect they deserve. Most people learn how to deal with conflict when they are young children. They watch their parents and siblings address conflict and they either learn … (3 comments)

communication: Smart Phones: Being Too Tuned-In Can Be A Turn-Off - 03/01/13 01:56 AM

Smart Phones: Being Too Tuned-In Can Be A Turn-Off
Recently I attended the Home Show in Seattle and was quite surprised by what I found. Initially I went to the Home Show to check out all the latest and greatest products and companies in the home products industry.
But what I actually encountered was very disappointing. Gone were the days of the smiling salesperson asking if I wanted more information. Instead I found myself growing increasingly uncomfortable as I passed booth after booth of salespeople not greeting the public because they were too busy on their phones: talking, texting, … (5 comments)

 
Denise Lones, CSP, MIRM, CDEI - Real Estate Coaching & Branding (The Lones Group, Inc.) Rainmaker large

Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding

Bellingham, WA

More about me…

The Lones Group, Inc.

Address: 2200 Cornwall Ave., Bellingham, WA, 98225

Office: (360) 527-8904

Email Me

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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