questions: The First 5 Minutes - 02/22/19 03:30 PM

The First 5 Minutes
Successful Presentations Follow The Communication Triangle
Real estate professionals are constantly meeting new people and making strong first impressions. Sometimes these impressions are good and sometimes those impressions are not so good. Whether you are meeting a new potential buyer or seller or even meeting with a client to talk strategy, you must communicate your ability to help these clients within the first few minutes you meet them. You need to lead the conversation with a balance of content, connections, and questions.

Let's drill down those three components:
Content
Always prepare for meetings. That means … (10 comments)

questions: Important Questions To Ask About Your Business - 01/26/18 10:00 AM

Important Questions To Ask About Your Business
At least every year - even better if you can do it more often - you should take a moment to step back and think about your business. These questions can lead to changes in your business plan (you have a business plan, right?) but they can also help point the way to a healthier business. It is important to consider these questions with an objective eye. I find it helpful to answer questions that lead you to assess what is - and what is not working - in your business.
Here … (4 comments)

questions: The Questions Potential Clients Should Be Asking Real Estate Agents - 09/04/15 07:40 AM

The Questions Potential Clients Should Be Asking Real Estate Agents
Buying or selling a home is one of the most important decisions your clients will ever make in their lives and choosing an agent that will be a strong advocate and educator about the process is critical. All too often, buyers or sellers choose to work with an agent who is a friend, relative, or cousin of their ex-roommate because it is convenient or because there may be perceived loyalty. But all too often, I see these types of relationships implode because the people doing the buying or selling … (0 comments)

questions: Interpreting Cues and Clues from Your Clients - 08/20/15 09:31 AM

Interpreting Cues and Clues from Your Clients
One of the biggest challenges facing salespeople is picking up on the cues from your clients. Whether in a conversation or through their actions, clients give us cues all the time. Your challenge is to interpret these cues as clues to your next move.
We do presentation role-playing work with agents in our Mastery coaching program and our ENCORE group. It is not unusual to be working with an agent doing a presentation and have them miss a cue I have given. Sometimes that cue is avoided intentionally because the agent doesn't … (0 comments)

questions: The 8 Biggest Communication Mistakes Agents Make with Clients - 07/24/15 07:57 AM

The 8 Biggest Communication Mistakes Agents Make with Clients
One of my favorite things to do in my real estate training is to work with agents one-on-one to help them see how they communicate with their clients. I will even videotape them. I critique their performance and together we identify flaws in their communication style and we make a plan for improvement.
None of us get trained enough in the art of communication. And very few people have ever had anyone critique their communication style. In a role play setting, I watch how agents display body language and voice tone. … (1 comments)

questions: The Elephant in the Room - 04/24/15 04:53 AM

The Elephant in the Room
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn't quite get the words out?
This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can't start to solve a problem if you don't actually know the full scope of the situation. If you know something isn't right and you are afraid to address it, then it is the quintessential elephant in the room.
For … (14 comments)

questions: WHAT IF? Essential Words to Use With a Seller After an Inspection - 09/27/13 07:48 AM

WHAT IF? Essential Words to Use With a Seller After an Inspection
This is our final article in my "What If" series. If you would like to read the entire series, click the links below:
WHAT IF? Essential Words When Working With Buyers to Write an Offer WHAT IF? Essential Words to Use When Working With Sellers WHAT IF? Essential Words to Use When Pre-Qualifying a Buyer WHAT IF? Essential Words to Use When Asking for a Price Reduction The theme throughout these articles is encouraging dialog with your buyer or seller by engaging them in conversation and getting … (2 comments)

questions: WHAT IF? Essential Words to Use When Asking for a Price Reduction - 09/20/13 08:37 AM

WHAT IF? Essential Words to Use When Asking for a Price Reduction
If a home you have listed has been on the market for longer than you know it should be, it is time to address that with the seller.  First, honestly assess whether the home would have likely sold if it were priced lower. If the answer to that question is "yes," you have to work with the seller to get the home priced in line with the market. Every day that a home sits on the market without getting an offer could be a strong indicator that … (0 comments)

questions: WHAT IF? Essential Words to Use when Pre-Qualifying a Buyer - 09/16/13 09:18 AM

WHAT IF? Essential Words to Use when Pre-Qualifying a Buyer
If you have spent hours driving around buyers who aren't really ready to buy, you know the importance of making sure buyers are pre-qualified before they get in your car. And I don't just mean pre-qualified with a lender. I mean agents need to take the time to ask some tough questions of the buyer to really get in touch with their wants, needs, and their reality. Buyers can be a real estate agent's dream or worst nightmare. You may learn that your time has been fruitlessly spent driving … (4 comments)

questions: The Gift of a Wrench - 07/26/13 02:48 AM

The Gift of a “Wrench”
You may have heard the term, "throwing a wrench in the plans." Well, from where I'm standing, it seems to be raining "wrenches" this month.
I have been contacted by so many agents I am coaching who have needed to change their plans for the summer because a family member has become ill or passed away, they themselves have gotten sick or have been in an accident, they have to go on an unexpected (and unpleasant) trip, their assistant has quit, or something else in their world has gone seriously awry and they must … (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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