denise lones: Facing the Dragon - 09/20/21 11:45 AM

Facing the Dragon
Today I am here at the Lynnwood Convention Center where we hold many of our live classes and meetings with coaching clients. For this week's Zebra Report I want to talk about that sick feeling that most people get when they are confronted by conflict. I want to specifically address what happens to a person physically when you are faced with conflict, adversity, somebody that is talking to you aggressively, or when somebody that is upset.
We all have a physical reaction, partly because we do not know where that conversation is going to go, so … (5 comments)

denise lones: Conquering Conflict - 09/10/21 10:11 AM

Conquering Conflict
Today, the topic is conflict. Again? Yes. We need to address conflict.
Why? For starters, almost every day in my business, I get a call from at least one agent talking about conflict. There's conflict with buyers, sellers, vendors, the title company—and other agents! Real estate is an industry that breeds conflict because there are so many moving parts. Being a great agent means being able to master this constant conflict.
However, did you know that lots of good agents avoid conflict? They don't want to talk about it or go anywhere near it. That's why so … (2 comments)

denise lones: Mail Means MONEY in Your Pocket! - 09/03/21 04:04 PM

Mail Means MONEY in Your Pocket!
One of our favorite clients recently challenged us on social media about the importance of mail and I thought it was worth addressing in a Zebra Report:
"Where I am from I don't see many people reading their mail when they have social media. When I ask if they received my letter after a week or two most say they haven't picked up their mail because they are too busy."
Although I am a big proponent of mail, I also hear what she is saying as there may be a few factors at … (8 comments)

denise lones: Your Lizard Brain in Conflict - 08/31/21 03:12 PM

Your Lizard Brain in Conflict
Have you ever been in a really stressful situation, perhaps one in which someone was upset with you, and your instinct was to flee? Or perhaps your body flooded with adrenaline in preparation for a fight? In both cases, your "lizard brain" - or that part of your brain that is primitive and is what causes that flight or fight response - takes over.
Lizard Brain isn't all bad. In fact, it is responsible for keeping you alive! However, your Lizard Brain is also responsible for you either going overboard in your response to … (0 comments)

denise lones: Do You Have the Keys to Solving Conflict? - 08/23/21 03:40 PM

Do You Have the Keys to Solving Conflict?
Today I want to talk about something that has come up a lot this year, just because there has been so much stress, and people have been away from their normal habits and routines. That topic is CONFLICT. Whether that conflict is at home, with a business associate, with a client, or a family member.
The reality is that conflict makes most people very uncomfortable. We don't want conflict. We want our life to be smooth, and we want people to be happy with us. For many real estate agents, that … (8 comments)

denise lones: Are You Holding Back or Speaking Your Truth? - 08/16/21 01:04 PM

Holding Back or Speaking Your Truth
One of the hardest things we are faced with when dealing with difficult people or situations is how to best maneuver our emotions and our need to defend ourselves.
Whether it is a personal or business issue where you feel you have been wronged or misjudged you will need to navigate those rough waves of anger that can overcome you. Learning to hold back and knowing when to speak your truth are essential skills needed in both real estate and in your personal life.
One of the most important steps you must take … (6 comments)

denise lones: Do You Have Trouble Speaking Up? - 08/13/21 08:23 PM

Do You Have Trouble Speaking Up?
Quick show of hands - how many of you had a challenging transaction over the last 12 months? One that was in danger of failing at some point between pending to close?
Wow! Let's see. Hmmm, almost all of you!
Last September, I was helping my clients in my ENCORE group deal with some challenging transactions and at one point, there were 28 transactions in danger of failing. Some were failing due to appraisal and money issues, but the vast majority were failing due to the action or inaction of one of the … (6 comments)

denise lones: Education is the Key to Great Client Care - 07/30/21 10:36 AM

Education is the Key to Great Client Care
I'm so excited because this week, I'm in beautiful Las Vegas. I'm staying at the incredible Cosmopolitan Hotel, which has the best views of the Bellagio fountains. (You'll see them going off behind me.)
I'm here sharpening my skills and updating my knowledge, because I always want to be in the forefront of what is happening in new construction. I have spent the last few days touring every new home being built in Las Vegas. I have seen lots of new developments, new builders, and my favorite builder (Toll Brothers). I … (9 comments)

denise lones: The Wonder of Windows - 07/26/21 03:25 PM

The Wonder of Windows
That's some fresh insulation! Today, I am on site at a new construction project and I want to talk about the power of windows.
In this project, we took about 80% of the structure down to the foundation and we built up the walls to 10ft. Our goal was to get that panoramic window effect. Window technology has come so far that it's possible for us to have almost the entire side of this building open to the beautiful view.
If you notice, the windows can open and they're multi-slide. With the right product from … (2 comments)

denise lones: Six Pieces of Data to Wow Your Clients (and tell your market's story) - 07/16/21 11:10 AM

Six Pieces of Data to Wow Your Clients
(and tell your market's story)
Most real estate agents consider themselves "people" people and aren't as comfortable with data, graphing, pulling numbers, etc. However, if you could master finding out how to pull just six pieces of data in your MLS, I guarantee you will be more confident in your buyer and seller consultations, will be able to drop numbers and trends in conversations, and will have plenty of content for sending out to your clients and posting on social media.
If you spent a total of one hour per month on … (9 comments)

denise lones: 4 Letters to Revolutionize Your Listing Lead Gen Strategy - 07/12/21 10:06 AM

4 Letters to Revolutionize Your Listing Lead Gen Strategy
Tired of tech and want an easy-to-execute listing lead strategy? If you think it sounds too good to be true, it's not.
I developed my Letters for Listings series more than two decades ago. Although the series has been updated, the mechanics are as basic as they were more than 20 years ago, and perhaps even more effective!
More effective? How can that be?
More than 20 years ago, Zillow didn't exist. Redfin didn't exist. Even Facebook was still just a glimmer in Mark Zuckerberg's eye. Online lead generation was in … (9 comments)

denise lones: Hot Trends in Renovation - 07/02/21 03:10 PM

Hot Trends in Renovation
This week I am on-site at one of my properties. I've just finish a renovation here, and I have to share something very important: the building industry, home design industry, renovation/remodel industry—they're all changing! And it is dramatic.
That's why I have scheduled an online workshop covering the hottest trends later this summer to go over some of those changes. I'm going to go over architectural trends, color and paint trends, cabinet trends, and more.
Just to give you a preview in this new kitchen, one of the biggest trends in kitchens is adding shelves. … (11 comments)

denise lones: Leave a Lasting Impression at Your Next Listing Presentation - 06/25/21 07:21 PM

Leave a Lasting Impression at Your Next Listing Presentation
Picture it. Your potential seller's dining room. 7:32 pm.
You have reviewed their home, provided them with information on pricing, and have shown all your materials. Do you ask for the business? Ask if they are interviewing other agents? Whip out a listing agreement?
This is a make-it or break-it moment for all your hard work up until this point. Sometimes you know exactly what to do or say, but sometimes, especially when the potential seller is a different personality type than you, it can be tough to judge. 
However, … (5 comments)

denise lones: A Shifting Market? Here’s What You Need to Do! - 06/04/21 05:04 PM

A Shifting Market? Here’s What You Need to Do!
The real estate market changes all the time as the balance between supply and demand and buyers and sellers changes. If you are seeing shifts in your market – perhaps more inventory is coming on the market, buyers go on vacation, or a new construction development brings on dozens of homes at once, it is important to make adjustments to accommodate those changes. I have seen markets where one day there are 45 multiple offers on a home and a week later there are price reductions on homes in a … (4 comments)

denise lones: Live Workshop: Search for Sellers and Find Success! - 06/03/21 05:38 PM
LYNNWOOD, WA - July 21, 2021
Agents with listings already have a time advantage in a regular market. After all, a typical listing takes less than half the time of a buyer transaction. Now factor one of the most extreme inventory-short markets we have ever seen and all that goes along with it - multiple offers, discouraged buyers, writing offers that don't get chosen, and those hours working with buyers keep ticking up, up, up draining your time and energy. Therefore, he or she who has the listings will have an advantage. But what if you aren't sure where your sellers will … (3 comments)

denise lones: How Do YOU Spell Relief? B-R-A-N-D - 06/03/21 05:25 PM

How Do YOU Spell Relief? B-R-A-N-D
I hope some of you have enough "experience" to remember the old Rolaids slogan in which people with heartburn were asked about how they spelled "relief" and it was spelled R-O-L-A-I-D-S.
In real estate, we have different kinds of heartburn:
Heartburn when a past client works with another agent Heartburn when we lose a listing to someone with different or more-polished tools Heartburn when a friend, neighbor, or family member calls another agent to list their house Heartburn when a potential buyer you have been trying to work with for six months decides … (11 comments)

denise lones: Don't Lose Sight of Your Quality of Life! - 05/21/21 10:21 AM

Don't Lose Sight of Your Quality of Life!
Anyone who knows me knows that I have a long-held belief that the first and the most important thing in your business is creating quality of life.
As our inventory-lean markets move faster and faster, I want to encourage all of you to think about your quality of life BEFORE you reach a stage where you are burned-out.
What do I mean by, "quality of life?"  If I had to define it simply it would be happiness that is created when there is a good balance between your personal and professional … (21 comments)

denise lones: How Fun is Your Brand? - 05/17/21 04:13 PM

How Fun is Your Brand?
You may have a logo or you may have a full brand complete with color palette and logo rules. If you have a brand, you may have thought about things like house flyers and just listed cards, but what about some things that are fun for your business?
Here at The Lones Group, we have a number of fun things that we have at the ready, and even more so when we have classes. We have stickers that go into packages we send out in our two very cool branded boxes. For our big … (9 comments)

denise lones: Eviction Moratorium Wars - 05/07/21 03:25 PM

Eviction Moratorium Wars
There is mass confusion right now over the Federal and State eviction moratoriums brought on by the COVID pandemic. It is critical that agents fully understand how these moratoriums affect their clients. I will try to lay the facts out in a simple manner as to simplify what is going on right now, but know that things may change quickly in the coming days and weeks. Stay informed as things unfold. Here is the current state of affairs:
Wednesday May 5th
A federal judge struck down the nationwide eviction moratorium that was imposed by the Trump … (14 comments)

denise lones: Do YOU Have a Buyer? - 04/30/21 03:54 PM

Do YOU Have a Buyer?
Of course you have a buyer! It seems about everyone has a buyer these days who is searching diligently for a property. Often these buyers have missed out at least a couple of times in a multiple offer situation, are disappointed, deflated, and the agent has provided a glimmer of hope that they might be able to secure a home by sending a letter to local homeowners.
Before you do that, however, I highly suggest you have a plan, some rules around how that plan will be rolled out, and have a general buyer … (15 comments)

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

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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