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)

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)

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)

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)

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)

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)

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)

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)

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)

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)

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)

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)

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)

followup: 4 Important Things to Share with Cilents … Right Now! - 04/13/12 02:22 AM
4 Important Things to Share with Clients ... Right Now!
If you’ve been reading my Zebra Report for any time now, you know that I am passionate about the need for real estate agents to keep in touch with past, present, and potential clients.
It’s one of my mantras, and one of the best things you can do to build your business.
Often, an agent will say to me, “Denise, I think it’s great to keep in touch … but I don’t know what to say.”  These are the agents who sign up for their company’s mailing systems (which, unfortunately, … (2 comments)

followup: Polly Want a ... Chicken??? - 03/16/12 02:16 AM
Polly Want a ... Chicken???
You probably remember my Zebra Report from March 1st, entitled “Adventures in Selling” which was a guest post courtesy of my friend “Polly”, who had just decided to list her home for sale.
In Polly’s guest post she shared her frustrations with the agents she had interviewed to list her home.
Well, I got a follow-up email from Polly this week … and I just have to share it with you.
“Denise, I’m going to go out on a limb here and guess that you do not teach your coaching clients to send rubber … (4 comments)

followup: Peak Performance Series, Part 1: Overview - 02/06/12 05:02 AM
February 2012: A Focus on Peak Performance Are you performing at your peak … or are you settling for something less.  Peak performers are made, not born, and everyone has the ability to work at a peak level.  The trick is identifying – then working on – the 27 areas of focus.
Join us for our series on “Peak Performance”, in February of 2012.  We’ll help you learn how you can move your performance to “peak” levels.
Are you ready to take the next step?  Let's take a look at this month's videos and tools.
Overview Welcome to our series on … (2 comments)

followup: Working with Buyers: Ongoing Communication - 01/17/12 07:10 AM
January 2012: A Focus on Working with Buyers Today's buyers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on "Working With Buyers," in January of 2012. We'll share our ideas on the most effective ways to build strong buyer relationships.
Are you ready to build your skills? Let's take a look at this month's videos and tools.
Ongoing Communication Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week we'll be talking about ongoing communication with buyers.
Check out … (0 comments)

followup: The Power of … Annual Client Reviews - 11/29/11 04:40 AM
The Power of ... Annual Client Reviews
It’s been many years since I actively sold real estate.
But when I did, there was something I did which was the single most important activity I undertook each year for my clients.
No, it wasn’t throwing a party for my clients each year.  And no, it wasn’t holding open houses, doing geographic farming, or asking my clients for referrals.
When I actively sold real estate the most important thing I did each year for my clients was their “annual client review”.
What is the “annual client review” … and why should you … (9 comments)

followup: What I Learned from “Mystery Shopping” - 11/18/11 05:34 AM
What I Learned from “Mystery Shopping”
Note from the author, Nov. 21, 2011: There have been a lot of questions and comments on various online sites regarding this recent post. I think it’s important to clarify two points:
1. Any mystery shopping I have done has been on behalf of my builder clients, who have hired me to assess the showing and selling skills of their representatives. In many instances, the mystery shopping was undertaken not by me, but by professionally trained mystery shoppers.
2. My post did not recommend that agents mystery shop on one another. Since you are … (73 comments)

followup: The Ten Secrets to Extraordinary Client Care - 10/28/11 08:09 AM
The Ten Secrets to Extraordinary Client Care
Over the years you’ve heard me talk a lot about service.  More times than I care to think about, I’ve seen (or been the victim of) absolutely appalling service.
But occasionally I encounter a level of service that isn’t good, or great, or excellent.  It’s extraordinary, brilliant, and incomparable.  And that’s the kind of service I want to talk about today.
So what are the ten secrets to extraordinary client care?   Here’s my list:
Identify what the people keeping you in business want from you.  Not what you think they want, or hope … (0 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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