followup: An Opportunity to Showcase Your Expertise Four Times a Year!
- 04/28/23 11:19 AM
Quarterly Reports: An Opportunity to Showcase Your Expertise Four Times a Year! Every three months, you have an opportunity to wow homeowners and past clients. How? With a quarterly market report. Sounds like a big project, right? Well, it can be, but we have a system for great quarterly reports. Here's a checklist of things to consider:
SIZE MATTERS A good quarterly report can be any size, but we recommend a 4-page newsletter (11" x 17" that folds down to four 8.5" x 11" pages. There's plenty of room for great information and beautiful photos. Other good sizes include 8.5" … (5 comments)
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followup: Four Opportunities Agents Miss Every Year
- 12/16/22 10:36 AM
Four Opportunities Agents Miss Every Year Every year there are four important time periods that agents don't take advantage of. There are any number of reasons why agents skip out on them - they are tired, burned out, or simply don't have a system or structure in place.
As you read my Zebra Report this week, I want you to think about how each of these opportunities might impact and benefit you over the coming year. I would love to hear from you a year from now, about how an opportunity you are no longer missing has made a change … (19 comments)
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followup: Following-Up After the Open House
- 05/03/22 04:57 PM
Following-Up After the Open House Congratulations! You had a successful open house! You have some people to follow-up with to get their questions answered about the property, but what about neighbors that stopped in, the looky-loos who provided their contact info but you don't have a strong feeling that they will do anything, and the people who indicated that the home you were holding open wasn't a good fit, but you have their contact information? Is it worth following up or is it a waste of your time?
I want you to re-read that first paragraph because I hear this … (11 comments)
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followup: Motivating Sellers - Opportunity Sellers vs Life-Change Sellers
- 02/26/21 02:53 PM
Motivating Sellers - Opportunity Sellers vs Life-Change Sellers
If you are creating a campaign to attract sellers, one of the elements that is likely top-of-mind is your call-to-action. A call-to-action is that piece of information that creates urgency and causes a potential seller to pick up the phone.
For example, if you have presented information on a median sales price increase in a neighborhood which has increased dramatically, there is likely a compelling reason to sell. Therefore, your call-to-action may be something like this:
"As you can see, median sales prices in your area have increased 9.6% over this … (12 comments)
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followup: The Little Things That Have the Greatest Impact
- 02/24/21 12:43 PM
The Little Things That Have the Greatest Impact
When I first starting my real estate career, many years ago, a very smart mentor/trainer of mine used to tell me ALL THE TIME that it was the little things that would determine my level of success in real estate.
It took me years to fully understand the impact of what he was saying but it was through his watchful eye and gentle reminders that I was able to benefit from his wisdom.
So, what were those little things, those pearls of wisdom that he shared with me? He used to … (10 comments)
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followup: Strong Roots - Strong Business
- 08/06/20 05:02 PM
Strong Roots - Strong Business
Today I want to talk about the importance of staying put, staying on course, and trusting your business plan. More importantly, trusting that the clients you take care of will be loyal long term clients if you just stay the course with them.
When you think about the average real estate agent's business, we know that seasons change and so do real market conditions. We go from spring to summer, fall to winter, and there is always something that changes in the industry. It could be the weather, the market, the inventory—even a virus! … (0 comments)
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followup: Five Changes for a Better 2020
- 12/20/19 02:26 PM
Five Changes for a Better 2020
Here we are. Just one last business week and 2019 will have sailed over the horizon and into the past. The holidays are nearly here and come January you’ll be refreshed and ready for a new start. Right?
Have a bad 2019? Put it behind you. It is over. It's done. It's time for a new you. It's time to figure out what you need to move your business up to the next level. If you are like most agents, you may be so deep in the trenches that you don’t know where to look to get … (14 comments)
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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)
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followup: Closing Gifts
- 10/04/17 02:58 PM
Closing Gifts
One of the most common questions I get asked is, "What is the PERFECT closing gift?"
A closing gift represents the desire to express appreciation and gratitude to a client for their business and therefore, there is not an easy, one-size-fits-all answer. The reason for that is because every client and every situation is so different.
Closing gifts can absolutely be a very special way to thank a client, but more importantly, it is an opportunity to show a client that you know them, you were listening to them, you paid attention to who they are, and … (9 comments)
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followup: The Most Neglected Client in Real Estate
- 09/25/17 09:27 AM
The Most Neglected Client in Real Estate: The Potential Client
One of the most common complaints real estate agents have is that their business feels like a roller coaster and is either "feast or famine." Some agents would argue that there is nothing they can do about this.
BUT - There absolutely is.
There are agents who have discovered the secret to keeping their business steady. It requires that you pay extra attention to the Potential Client.
It begins with developing a system for your Potential Clients. The system must suit the way you do business. There are many … (22 comments)
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followup: Little Touches, Big Impact
- 09/23/16 04:45 AM
Little Touches, Big Impact
The littlest touches can have the biggest impact for your clients. The key is to decide what that one special touch will become your signature touch. It should be something that is unique to you and something that your competition probably isn't doing.
For example, think about your favorite restaurant. Is there something that they do that you go back time and time again to enjoy? One of my favorite restaurants serves piping hot bread with four different flavored butters and salmon spread just as soon as you sit down. People come from all over … (11 comments)
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followup: Three Important Words in Real Estate Marketing
- 06/16/16 05:43 AM
Three Important Words in Real Estate Marketing
I know you've already heard that old saying that in real estate, the three most important words are, "Location! Location! Location!" Today though, the three most important words that you the real estate agent need to know are, "Database! Database! Database!"
The quality of your database and how you use it directly affects your success. I've said it many times before - your database is your personal goldmine.
Did you know that the average real estate agent meets over five-hundred new people per month? That's friends of friends, social media acquaintances, parents … (1 comments)
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followup: 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)
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followup: 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)
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followup: 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)
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followup: Connect with Your Clients with an Annual Client Review
- 12/05/14 05:25 AM
Connect with Your Clients with an Annual Client Review
The holiday season is a great time for people to connect and reconnect with each other. Every year at this time agents ask me what they can do to connect with their clients in a big way during the holidays.
While I do agree that it is nice to get a holiday greeting of some sort, I feel it is much more productive for your business to focus your energies on making a strong impression that pertains to your client's real estate investment - their home. Therefore, I encourage agents … (1 comments)
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followup: Mastery: The Key To Success in Anything!
- 06/06/14 04:16 AM
Mastery: The Key To Success in Anything!
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. In fact I am a firm believer that there is no such thing as a "one size fits all" program for success. The key to success in anything is to develop mastery in your field. It could be mastery of lead generation, client care, follow up … (0 comments)
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followup: 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)
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followup: 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)
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followup: The Essentials of Working in a Faster Market
- 04/12/13 02:55 AM
The Essentials of Working in a Faster Market
For almost five years agents have found themselves working in markets where sellers' homes sat on the market for extended periods of time as buyers sat on fences. The market was slow to say the least and the buyers and sellers were slow to make decisions. Fast forward to 2013 and some agents in some markets find themselves in markets moving so fast that some buyers can't even write offers fast enough to have them presented. By the time they have made their decision to buy a particular home that home … (5 comments)
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