lead generation: Systems Can Make You BIG MONEY in Real Estate - 07/15/19 03:38 PM

Systems Can Make You BIG MONEY in Real Estate
I have always been a "systems" girl. I need things in their right place. I don't like things out of order and I like to be able to control my environment. I am not a neat freak, but I am an organizational one. I like things to have a "home" and I like things to be part of a system or process when possible.
I remember when I was a little girl, I used to organize my dolls based on their height. I would arrange them first by height and … (15 comments)

lead generation: 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)

lead generation: The Grass is Not Greener - Water Your Lawn and Reap the Benefits! - 01/05/18 11:08 AM

The Grass is Not Greener - Water Your Lawn and Reap the Benefits!
It is not even the end of the first week of January and already I have had NUMEROUS agents contact me to ask if they should sign up for the "latest and greatest" online marketing lead generation program. Sales people are out in force this week, so if your phone has been ringing off the hook, know that you are in good company. There are a number of exciting and generous enticing specials that are being offered by lead generation companies with aggressive sales people reaching … (8 comments)

lead generation: Be on the Lookout for Up-and-Coming Communities - 11/17/17 09:22 AM

Be on the Lookout for Up-and-Coming Communities
Recently I had a client call me to discuss how excited she was about writing an offer on an exciting new community in her area. I asked her if it was a community that I happen to know a lot about. She was so surprised that I had so much knowledge about it even though I hadn't toured the model homes yet.
I knew about this community because it had been in the planning stage for almost a decade. I was interested because of the surrounding area and how the development was … (12 comments)

lead generation: A Day in The Life of a Realtor - Jack of All Trades - 10/05/17 04:44 PM

A Day in The Life of a Realtor - Jack of All Trades
The one incredible benefit of being a real estate agent is that you get to set your own schedule. Imagine the freedom to work when you want and to be able to sleep in when you want. Sounds good, right? That is a fantasy that many real estate agents like to believe but in reality, the business of selling real estate can overcome your life.
The challenge for so many of my clients has been how to juggle it all. Being a real estate agent in today's … (6 comments)

lead generation: 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)

lead generation: Who Are Your Best and Most Reliable Clients? - 06/23/17 09:43 AM

Who Are Your Best and Most Reliable Clients?
Imagine you are in a contest and were competing against 100 other agents.
The goal is to be the first to generate a bona fide buyer or seller - that is someone that is ready to put their home on the market with you or to write an offer on a property.
The prize is $25,000! But there can be only one winner.
What would you do to win? Would you:
Quickly sign up for an online lead generation company to send you cold leads? Would you start knocking on doors … (6 comments)

lead generation: Real Estate & Gardening - Kindred Spirits! - 04/28/17 09:31 AM

Real Estate & Gardening - Kindred Spirits!
Real Estate and gardening have more in common than you might think. Savvy real estate agents have figured this out.
Think about planting a garden. You make sure the soil is good quality, you decide what you want to plant, you plant your seeds, and then you water the seeds and tend to that garden on a regular basis.
The key word here is REGULAR. You wouldn't even dream of expecting your garden to grow if you failed to tend to it or water it.
I remember a number of years ago … (3 comments)

lead generation: Drive Business and Client Care with an Annual Client Review - 11/15/16 04:32 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 … (0 comments)

lead generation: 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)

lead generation: Converting Leads After the Open House - 04/29/16 05:05 AM

Converting Leads After the Open House
An agent asked me recently, "Denise, how do I convert leads from an open house?"
Converting leads at an open house is easy because they already met you and I bet they developed some sort of rapport with you. Furthermore, they took the time to see a home so they probably are thinking about buying or selling.
Therefore, your conversion efforts should be centered on developing further rapport. And that comes from giving. I like to use my three favorite words for this: Would you like...
No pressure. No pushiness. No presumptions. Just … (36 comments)

lead generation: Spring Cleaning and Your Open House Checklist - 04/15/16 02:40 AM

Spring Cleaning and Your Open House Checklist
Depending on where you are in the country, you may or may not be experiencing a super-fast market this spring. A super-fast market is defined as a market where there are many more buyers than inventory and homes are selling in very low days on market numbers for above listing price.
I hear agents trying to talk themselves out of doing open houses in a market like this because there may be little time to prepare for the perfect open house. In some cases, having enough time to advertise because the home … (1 comments)

lead generation: The Investor Tipping Point - 03/24/16 09:38 AM

The Investor Tipping Point
Several weeks ago, I introduced the idea of The Tipping Point - that moment in time when it becomes more advantageous for a seller to sell than to stay in his or her home. In areas where markets have inventory shortages, making more homeowners aware that their tipping point may be near is critical for encouraging homeowners to make a move and you will drum up more inventory as a result.
There is a second Tipping Point opportunity that comes to a head in March and April each year, meaning we are in prime season … (0 comments)

lead generation: Up Your Game - With Video! - 02/26/16 06:34 AM

Up Your Game - With Video!
I have been talking about the power of video in a real estate agent's business for years. However, it seems that the nervousness most real estate agents feel about being seen on video or the unknowns of the production side holds them back. Whatever has kept you from fully utilizing video in your business has to be addressed in order to tackle this powerful client care and lead generation tool.
Imagine you were a seller and had hired an agent to list your home. Would you be more impressed with an agent who … (3 comments)

lead generation: Persistence is Powerful: Lessons I’ve Learned from Mati - 02/19/16 02:05 AM

Persistence is Powerful: Lessons I've Learned from Mati
Her name is Matilyn (I call her Mati or Monkey) and she is one of my daughter's best friends. After years of her spending time in my home and at horse shows together she has become my friend too. In fact, my daughter jokes that when Mati comes to visit, she is really coming to visit me. Mati is one of the most persistent people I have EVER met in my whole entire life and to say she has edged her way into my life and my heart is an understatement.
(1 comments)

lead generation: The Tipping Point - 01/29/16 01:23 AM

The Tipping Point
Every seller has that moment in time when something happens that pushes them to making a decision to sell. In fact, many sellers don't even know they want to sell until someone informs them of the benefits of selling.
For example, imagine a seller is at home and they retrieve their mail and find a letter from a real estate agent informing them that their neighbors home has sold. The seller is surprised to find out that his neighbor's home sold for $425,000 - he had no idea that homes in his neighborhood were even close … (0 comments)

lead generation: Honoring Your Relationship Long After the Sale Is Over - 11/13/15 01:29 AM

Honoring Your Relationship Long After the Sale Is Over
It is essential that real estate agents pay particular attention to where their business is coming from. If you are an agent who has been in the business five years or longer and you have taken care of your past clients, then you should have a good chunk of business from repeat clients and past client referrals.
However, many agents who are newly working with me haven't kept track of where their business is coming from and they don't know how much of their business is from past clients, repeat … (16 comments)

lead generation: The Empty Pipeline Syndrome - 09/25/15 03:05 AM

The Empty Pipeline Syndrome
We got a call a few weeks from a client who had gone from being on top of the world to having a disaster on her hands in a matter of a morning.
She had a number of deals that she was handling and they were all imploding for different reasons. Not only was she feeling awful for her clients, unable to repair the damage that was unfolding before her eyes, but she was also seeing the commission she had counted on, slipping through her fingers.
What was worse was that she had been focusing … (74 comments)

lead generation: Low Inventory & What You Can Do About It - 03/20/15 06:18 AM

Low Inventory & What You Can Do About It
It is no surprise to anyone that has been following the real estate industry over the past five years that we have arrived at a time of historically low inventory levels. When you take out all the short sales and foreclosures that used to make up a big part of the inventory and you sprinkle in a whole lot of eager buyers and you factor in the lack of new construction, you have the perfect storm for a low inventory market.
Real estate agents are experiencing multiple offers that they … (4 comments)

lead generation: 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)

 
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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