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)
communication: Successfully Converting Telephone Leads
- 09/21/12 02:14 AM
Successfully Converting Telephone Leads Two weeks ago I talked about converting internet leads and last week I talked about converting "live" leads. Today I want to talk about converting telephone leads. By far the most difficult lead to convert is the telephone lead, but agents who can master this type of lead conversion can double or triple their results with very little effort. You probably won't be surprised to hear me say that the way to successfully convert telephone leads is to differentiate yourself. Differentiation is a key concept that runs through my coaching and training of real estate agents. … (4 comments)
communication: Successfully Converting In-Person Leads
- 09/14/12 02:15 AM
Successfully Converting In-Person Leads After my Zebra Report last week on converting internet leads agents reached out with many comments. I was actually surprised to hear that many agents have sworn off pursuing internet leads because of bad experiences, and who want to go back to the good, old-fashion method of being live in front of potential clients. But they tell me they're having trouble converting these live meetings into working relationships with clients. Some agents are masters of this kind of conversion. No matter where they meet people, or how unrelated to real estate their first meeting may be, … (6 comments)
communication: Follow-up & Communication ... the Final Keys to a Successful Open House
- 05/27/11 11:45 AM
Follow-up & Communication ... the Final Keys to a Successful Open House As the fourth and final installment of my open house series, I’m going to share the importance of strong follow-up and communication plans, and why you’ll never achieve the full potential of an open house without them. Follow-up … or fail! Quite often one of my clients will call me and say, “I thought I had the best open house! I was so excited afterward! However, nothing has come of it. Not one person has called me back. What happened?” I’m here to tell you that if you are expecting people to magically call … (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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