real estate: Effective Communication with Sellers
- 11/15/18 05:03 PM
Effective Communication with Sellers
I want to take a moment to discuss the importance of learning how to instill calm communication and conflict resolution at a listing presentation, especially when it comes to talking about price and handling objections.
Too many agents make the mistake of rushing to present all their research and show all their marketing that they forget how important it is to communicate. They forget to ask questions, make eye contact, and slow down when providing information. And this is absolutely critical in building rapport and helping the seller(s) understand how you work.
There is … (16 comments)
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real estate: Pricing in the Land of "No Comps"
- 11/09/18 11:27 AM
Pricing in the Land of "No Comps"
Agents already list confidence in pricing as one of the biggest challenges in their business. But throw a property in the mix with few or no current comparables and you might throw up your hands and declare a, "comparable calamity!"
But armed with just a few pricing tools, you can walk into a seller's home with confidence, knowing you have done absolutely everything you can to provide the seller with a price or price range that could be supported by the market.
A "comparable" is a similar home or property which has … (21 comments)
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real estate: Pricing It Right
- 11/02/18 12:41 PM
Pricing It Right
One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these, they may be costing their sellers thousands of dollars in lost potential sales revenue. More often however, because of the inability to price correctly agents walk away empty-handed without ever having the opportunity to sell the home because the price the agent came up with is not consistent with the seller's expectations. Agents can … (3 comments)
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real estate: When the Student is Ready the Teacher Appears
- 10/29/18 12:33 PM
When the Student is Ready the Teacher Appears
This week I had the pleasure of teaching my two-day in-depth business-building class, Safari. I am always delighted to see real estate agents returning to Safari year after year.
"What an honor," I thought. The fact that there are some agents who come back even though they had already been to the class in the past touched me.
At the end of the day I asked everyone if the two-day experience was worth it and one of the agents said, "I have been to Safari many times and every time I … (3 comments)
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real estate: Evaluate the Market with Facts, Not Emotion
- 10/19/18 01:01 PM
Evaluate the Market with Facts, Not Emotion
When agents ask me how the market is doing, I always ask them, "Why are you asking?" Considering they are in the market day to day I assume that they have a very good idea of how the market is doing. The challenge is that for many agents that were licensed during the downturn/correction/crash/recession (or whatever word best describes that time period for you) they tend to panic anytime the market slows in any way.
What I like to tell agents to focus on is the facts of the market during that time, … (7 comments)
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real estate: Why Isn't My Listing Selling?
- 10/12/18 03:16 PM
Why Isn't My Listing Selling?
Of all the questions I get asked by agents, this one is always in my Top 3 list. Agents are good at giving me all kinds of reasons, excuses, and theories as to why their listings may not be selling. But there really are only two reasons: #1: Presentation and #2: Price.
PRESENTATION
Imagine that you have a listing that you feel is perfect but it is just not selling. Your gut tells you that you priced it perfectly, but the lack of offers has you concerned. If you're not ready to look at … (0 comments)
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real estate: The Power of Giving Back
- 10/05/18 11:08 AM
The Power of Giving Back
Real estate agents are reminded everyday of how important it is to give back. When an agent gives up their time, talent, and expertise, they have the ability to change people's lives or to reduce stress during what is often a very difficult transitional time - because when people are buying and selling real estate, it affects their lives, their families, and their overall well-being.
I want to remind you how powerful giving back can be. Think about what you have to offer the world in terms of your time or talent. Think about … (4 comments)
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real estate: Serve Solutions, Not Endless Banter
- 09/28/18 01:50 PM
Serve Solutions, Not Endless Banter
So many agents I talk to find themselves stuck in this communication rut. Part of the challenge is they don't have a system for effective problem-solving with their clients.
Do you ever find yourself talking with a client to whom you just can't seem to say no? Do you ever find yourself in a conversation with a client who won't stop talking? Do you ever find yourself talking in circles with your clients without ever coming to a resolution? I like to use a system for solving problems with clients that reminds me of … (1 comments)
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real estate: Five Things to Avoid in Your Listings
- 09/25/18 04:10 PM
Five Things to Avoid in Your Listings
As an agent, managing broker, trainer, and for nearly two decades of coaching, I've been witness to just about every listing faux pas, misstep, and bad decision. Long time agents may say, "Oh, these are junior mistakes," but it is not just new agents who get caught in these practices and it's always good to review why they are a bad idea - they can really harm your listing's value. Here are five of my top things that agents should avoid when listing.
1. "By Appointment Only"
By far, one of the most … (7 comments)
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real estate: The Top 3 Self-Imposed Business Pressures
- 09/14/18 04:14 PM
The Top 3 Self-Imposed Business Pressures
And how they can keep you from taking the action you need!
I work with different clients with different personalities every day. Although there are sometimes personal challenges that cause them to lose their mojo, what I find more often is that agents get paralyzed by themselves. They get in their own heads and so overwhelmed that they find themselves unable to take any action that propels them forward.
Here are the top three challenges that I see agents struggle with:
#1: Getting Ready to Get Ready
I'm all for being organized, having … (13 comments)
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real estate: The Power of Timing
- 08/31/18 10:40 AM
The Power of Timing
In the past month I have heard agents talking about what they believe is the best tine to put upcoming listings on the market. Each of them has their own unique ideas of why waiting or listing right away is more beneficial. What surprises me, however, is that these are closely held beliefs that don't necessarily have any proven merit. They are simply opinions.
So how do you know when is the right time to put a listing on the market, when a seller tells you they could list now or in a month?
Many … (0 comments)
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real estate: Pop-Up Brokerages
- 08/29/18 01:29 PM
Pop-Up Brokerages
This past year I have seen some interesting changes and trends in the real estate industry. One is a rise in what I call pop-up brokerages.
I define these as a real estate brokerage that has decided to open multiple locations in an entirely new market area in a very short period of time. Many of these new companies try to offer a new take or twist on the traditional real estate brokerage. Some are offering turn-key technology solutions in hopes of luring the agent who is overwhelmed and looking for a quick fix to their poor … (5 comments)
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real estate: 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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real estate: Surrender... and Win!
- 08/10/18 09:32 AM
SURRENDER... and Win!
A client of mine came to me two years ago who was overwhelmed with where she was at in her business. She felt that she had hit her peak and would never again get back to where she had been years earlier. She had given up, was tired, and had lost her mojo. She even discussed her financial situation. It was not good.
As I began to offer solutions she came up with creative reasons why my solutions would never work for her. I could tell that she was overwhelmed but I needed her to STOP … (11 comments)
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real estate: 7 Factors That Will Signal a Market Change
- 07/20/18 12:07 PM
7 Factors That Will Signal a Market Change
Recently I have noticed that more and more local, Puget Sound area agents are contacting me wondering if our market is correcting. When asked why, they say they are listening to the news and media, other agents, and even their clients talking about the next bubble or crash.
For any agents who have been selling real estate for more than 10 years and who were licensed when the market corrected in the past, it is understandable there is a level of fear that comes with hearing that conditions could change.
However, … (2 comments)
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real estate: Branding Your Business Voice
- 07/13/18 11:24 AM
Branding Your Business Voice
A brand is a visual expression of who you are, what you offer, and what your clients can expect from you. It is a blueprint of your client experience. It will season conversations about you and your company, and it must be an authentic representation of who you are. Your brand can instantly communicate what you stand for, the value your offer, and how you are different from your competition.
I get excited when I see agents embracing brand development because the power of a good brand is limitless. On some level, agents know their … (5 comments)
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real estate: The Right Way to Move Brokerages
- 06/29/18 10:31 AM
The Right Way to Move Brokerages
There isn't a week that goes by that one of my clients doesn't email me to ask for a call to discuss moving brokerages. Real estate brokers are always intrigued when a new company comes to town or they hear about a colleague that recently moved.
Is the grass really greener at another brokerage or is the grass greenest where you water it? That is an expression that I have always lived my life by, both personally and professionally. When things seem too good to be true, they probably are. When your business or personal … (4 comments)
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real estate: It Could Happen To Anyone
- 06/22/18 01:17 PM
It Could Happen To Anyone
It happened to me and was life changing.
The recent report about the broker in Snohomish County, Washington who was assaulted at an open house brought me back 20 years when I too was assaulted at an open house. Although this is difficult to share and I am sure difficult to read, I would be remiss in not sharing my experience with my readers in the hopes of bringing more awareness to the issue. I don't usually talk about the event as it still makes me anxious just thinking about it. However, for the … (4 comments)
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real estate: Just Because You Can Doesn't Mean You Should
- 06/15/18 04:56 PM
Just Because You Can Doesn't Mean You Should
Most real estate brokers that I know got into the business because they love helping people. They are servant people at heart and really want to take great care of their clients.
However, the challenge that many brokers face is that they often find themselves between a rock and a hard place when a seller or buyer asks them to do something they really shouldn't be doing. On one hand they want to please their clients and take care of the issue because that is what they do best but on … (5 comments)
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real estate: How to Be Still in a Real Estate Storm
- 06/08/18 01:45 PM
How to Be Still in a Real Estate Storm
Real estate brokers are always busy and on the go. They often move at a very fast pace and have to make quick decisions when trying to solve problems for clients. The challenge with this is that quick decisions aren't always necessarily the best decisions. Just because somebody asks you to solve a problem or answer a difficult question doesn't mean you have to do it on demand.
One of the most powerful things a broker can do in this situation is to slow down and be still.
Often the … (6 comments)
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