sellers: Stop Sugar-Coating It! - 09/13/19 11:31 AM

Stop Sugar-Coating It!
There is nothing as refreshing and at times terrifying as the truth. However, the truth is what your buyers and sellers need to make the decisions they need to make. At times those decisions are easy, other times they are very difficult. Different personality types need different things from you to help them with their decision making, but everyone ultimately does better when they are given the truth.
Too many times I have seen agents list properties so high above the market that the seller will eventually be disappointed because there is no hope an overpriced … (3 comments)

sellers: Are You Closer to a Sale or a Price Reduction? - 05/03/19 09:12 AM

Are You Closer to a Sale or a Price Reduction?
One of the most discussed topics between real estate brokers and their peers is pricing. Pricing a home to sell is both an art and a science.
Why do so many homes sit on the market gaining days on market dust and creating nothing more than frustrated sellers and real estate brokers? The answer is quite simple: The property is not priced where it needs to be to get sold.
Perhaps it was priced right initially, but the market changed. Maybe the buyer pool shrank and you got caught … (13 comments)

sellers: 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)

sellers: Why Do Some Homes Sell Faster Than Others? - 09/01/17 10:26 AM

Why Do Some Homes Sell Faster Than Others? (What Your Sellers Need to Know!)
We have all experienced selling a home that just seems so popular that almost everyone who sees it wants to buy it. It may not be the biggest home or the nicest home on the block but it has an appeal that can't quite be explained. I have seen many of these types of homes over the years and while it may be hard to put your finger on exactly what it is about it that is so appealing, here are some features that I … (0 comments)

sellers: 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)

sellers: Multi-Generational Homes: Big-Time Demand! - 01/15/16 03:33 AM

Multi-Generational Homes: Big-Time Demand!
Multi-generational homes are increasing in demand across the country. First I want to explain what a multi-generational home is: It is a home that can have multiple families living under one roof in separate spaces.
A multi-generational home could house a married couple caring for an older parent, a grandparent living with an adult grandchild, or even Baby Boomers living with adult children who have moved back into the home.
The demand for multi-generational homes has risen in the last few years, partially due to the recession and its impact on the nuclear family. Families … (1 comments)

sellers: 2016 Buyer Preferences - 12/11/15 06:23 AM

2016 Buyer Preferences
With each passing year home feature trends shift and change based on buyer demands and lifestyle preferences. Remember when light oak kitchen cabinets were the "in" thing? Today in many areas white kitchen cabinets are the first choice of many buyers and remodelers for its broad appeal. I like to follow the feature trends in housing construction, renovations, and remodeling and am happy to share with you the top 10 trends for 2016:
Traditional on the Outside, Modern on the Inside
Modern decor and interior design is the becoming a very high demand remodel and new home … (1 comments)

sellers: It's the Most Advantageous Time of the Year - 11/06/15 02:33 AM

It’s the Most Advantageous Time of the Year
I can feel it in the air... The National Association of REALTORS conference is next week, followed shortly thereafter by Thanksgiving. It's the feeling of brokers looking forward to turning their attention away from their business and towards family and friends. While others may be smelling gingerbread and stuffing made from scratch, I smell opportunity.
No matter if you live in an area that already has snow or you live in an area flooded with snowbirds and the winter months are your busiest time of the year, there is a market … (7 comments)

sellers: 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)

sellers: 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)

sellers: Aging in Place: What You Need to Know - 08/14/15 05:31 AM

Aging in Place: What You Need to Know
Every year when I do my annual predictions I make a prediction on home renovation activity. It is no secret to anyone who has read these predictions that I have been predicting record high renovation projects to be started and completed in the next five years. The reason for this is very simple, people are making the decision to "age in place."
What this basically means is that many people, specifically Baby Boomers, are taking a good hard look at renovating versus selling and having to buy again. For some it … (3 comments)

sellers: 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)

sellers: 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)

sellers: 2015: The Year for Rules in Your Real Estate Business - 12/12/14 02:47 AM

2015: The Year for Rules in Your Real Estate Business
While it is always a good idea to make goals for your business, usually there are - or should be - a set of rules to go along with that. For example, if your goal is to increase the number of referrals you had last year by 10%, you need to establish some rules around what you do for following up with your database in order to stay top of mind to those potential referrers.
But what about rules for your clients? Your rules should also include standards for … (0 comments)

sellers: Remodeling Hits an All-time High! - 11/07/14 07:10 AM

Remodeling Hits an All-time High!
People ask me all the time about my personal formula for home remodels, but in my experience every project and every home is unique. I let each home visually tell me how it needs to be changed. For some remodels a complete new kitchen is in order, while other kitchens can be transformed with new countertops, backsplash, and cabinet re-facing. For some homes the outdoor landscaping is as important as the changes that will be made inside the house. It all depends on the home, the location and the market demand at that moment.

sellers: Don't Let Vertical Homes Shrink Your Buyer Pool - 10/17/14 03:32 AM

Don't Let Vertical Homes Shrink Your Buyer Pool
During my Club Zebra call this week, I had a wonderful question from my client Laurie Way about how to market and sell unique properties. She mentioned that she often has multi-level properties listed, which are abundant in her Seattle real estate market. Her challenge is that open houses are not effective as the open house format because potential buyers are tiring from the number of stairs instead of focusing on the other great features of the property!
This question took me right back to my days of selling new construction, … (1 comments)

sellers: The Pulse of the Market - 09/12/14 04:49 AM

How to Benefit from the Pulse of the Market
Agents have been contacting me these past few weeks asking me when the market was going to come back.
I didn't realize it had gone anywhere.
I wrote about the strength of our market a few weeks ago, but it seems that any time the market takes a pause or a breather, agents will become concerned. However, a healthy real estate market ebbs and flows with fast and furious moments and times that are slower. Many areas have been experiencing a slightly slower period during the last few weeks of … (0 comments)

sellers: The Market Now and What Is Coming - 08/15/14 06:53 AM

The Market Now and What Is Coming
The spring and early summer brought a very robust real estate market in many areas and many price points. Multiple offers became the norm in many markets and agents found themselves busier than they had been in years. The market was moving, buyers were out looking and sellers who previously couldn't sell were finally getting the offers they needed to make a move possible. Pending home sales rose consistently and real estate was back in the media in a positive way.
However, agents in many areas may have noticed a slight slowdown … (1 comments)

sellers: Master Your Listing Presentation with Visual Impact - 07/08/14 04:33 AM

Master Your Listing Presentation
with Visual Impact
In case you missed it this week, the National Association of REALTORS® economist bloggers released data indicating REALTORS® expect home prices to rise in all states over the next 12 months according to the May 2014 REALTORS® Confidence Index, with the median rise to be 4%. REALTORS® are anticipating median home prices to grow upwards of 7% in some states such as California, Oregon, Colorado, Texas, Georgia, and Florida.
While those are modest numbers, it does represent a potential raise for agents. Consider the home that today is selling for $200,000. 3% commission … (2 comments)

sellers: 20 Real Estate Photography Tips - 05/30/14 01:07 AM

20 Real Estate Photography Tips
First impressions are critical when selling real estate. Buyers and their real estate agents are scouring the internet and the MLS for potential properties and they have to rely on the accuracy - and appeal - of the photos that accompany the listings online. These photos are what attract and capture the attention of the buyers and the real estate agents.
While this may seem like Real Estate 101 and a basic fundamental of marketing you wouldn't know it from some of the photos that are online advertising listings.
Here are some tips to … (8 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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