working with buyers: Amplify Your Buyer Toolbox - 08/16/19 10:01 AM

Amplify Your Buyer Toolbox
Buyers are a critical part of every real estate agent's business and agents need to amplify up their buyer toolbox and provide buyers with tools to make good decisions.
Here are a few of my favorite buyer tools:
The Tour Kit
No buyers tour kit is complete without a collection of handy materials for the buyers. The tour kit must include a clipboard, pens, and pencils (some people love their pencils) and highlighters. Buyers love using highlighters to emphasize information. Also include a tape measure in case they want to measure something and always have … (3 comments)

working with buyers: Personalities and Pending to Close: Your Golden Opportunity! - 07/22/19 04:12 PM

Personalities and Pending to Close: Your Golden Opportunity!
A highly-overlooked referral opportunity in an agent's business is the "pending to closing" process. And the more you can tune into a client's personality during this time, the more effective you can be with that client. In fact, when done correctly this process can yield an incredible referral business.
When a buyer or seller is in the "active" part of their home-buying or selling journey they are usually consumed with the many appointments they need to look at homes, review offers, keep the house clean, and get their lending in order. … (1 comments)

working with buyers: 5 Ways to Wow Your Out-of-Town Buyer - 05/18/18 10:00 AM

5 Ways to Wow Your Out-of-Town Buyer
Imagine you had the opportunity to live in another city, a place that you have visited a few times but have never actually lived in. You may have friends or family members that have given you rave reviews about the area but now you must begin the process of researching and finding a place to live in this new city. Where do you begin your search and what is the best way to go about this monumental task?
That is exactly what your out-of-town buyers face when they are going to relocate. … (23 comments)

working with buyers: Many Buyers Not Able to Jump Into the Buying Pool - 05/04/18 01:09 PM

Many Buyers Not Able to Jump Into the Buying Pool
Sellers all over the country and especially the Pacific Northwest are excited about the sudden and constant rise in house prices. This is extremely beneficial to sellers who back in 2009 wondered if they would ever be able to recoup the losses they had on their homes.
Those losses have turned into strong gains but even stronger pain for buyers. The challenge is that many buyers have now been priced out of the original market they wanted to buy in. That doesn't mean there aren't excellent opportunities out there … (0 comments)

working with buyers: Addressing Buyer and Seller Fear of Tax Reform Legislation - 12/01/17 11:08 AM

How the Proposed Tax Reform Bill is Creating Concern with Buyers and Sellers Everywhere
Fear is a very powerful thing and both real estate buyers and sellers are nervous about the proposed Tax Reform Bill and how it will affect them. Many are waiting to see what happens fearing the worst-case scenario. But before you get drawn into the fear and drama you need to counter that with a powerful tool called knowledge.
The National Association of Home Builders spokesperson, Jerry Ward, was recently interviewed and discussed the proposed Tax Reform Bill. He said that if corporate taxes are … (2 comments)

working with buyers: 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)

working with buyers: Keeping Calm: Strategies for Reducing Buyer Stress - 03/24/17 09:01 AM

Keeping Calm: Strategies for Reducing Buyer Stress
In a fast-paced market, emotions can easily run high. In this kind of market, buyers can quickly start feeling defeated - the possibility of winning in a multiple-offer can seem next to impossible. When this happens, it is critical that agents reflect on how they can keep their buyer both objective and calm so that they can make smart and effective decisions on their next offer.
Here are four ideas that will help your buyers keep a level head throughout the home search.
Educate Your Buyer
Showing buyers list prices for homes comparable … (8 comments)

working with buyers: Challenging Appraisals in Today's Real Estate Market - 11/04/16 04:21 AM

Challenging Appraisals in Today’s Real Estate Market  
There isn't a week that goes by lately that I don't hear a nightmare appraisal story from one of my clients. There has been a huge surge in appraisal challenges in the last 90 days and it makes me wonder what is going on!
Many transactions today are being delayed because appraisers seem to be struggling to keep up with the demand. There are too few appraisers for the number of appraisals needed. The other challenge is that while the market is super-hot right now, appraisers are coming up empty handed when … (0 comments)

working with buyers: 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)

working with buyers: The Homeowners Record Book - 07/29/16 10:13 AM

The Homeowners Record Book
One of the best things you can do for your buyers when you help them buy a home is to prepare a Homeowners Record Book. The Homeowners Record Book is a binder that you personally prepare for your buyer to provide them with as much information about their home as possible.
It is a place for them to keep all of their documents, manuals, and details of their newly purchased home in one easy-to-access place. Homeowners love these books and they keep them for as long as they own their home. The book will have … (0 comments)

working with buyers: Renovating Tips for Your Clients - 05/21/15 10:25 AM

Renovating Tips for Your Clients
In today's market, where inventory is a challenge and buyers are having a hard time finding what they want, renovating may be a good alternative to buying something turnkey.  If buyers are willing to take on a renovation, they may be able to get exactly what they want by buying a home that needs some work and then customizing to fit their needs.
There are many reasons why renovation and remodeling is more popular today than it has been in decades including:
Personal Taste: Remodeling and making the home “theirs” is one the most popular … (0 comments)

working with buyers: Fair Housing: Things You May Not Know, But Should! - 07/29/14 04:51 AM

Fair Housing: Things You May Not Know, But Should!
I remember when I was the broker of a large real estate company and I got that dreaded phone call from a Federal Fair Housing Auditor with the message, "One of your sales associates has violated a Fair Housing law."
Wow! That hit hard! I remember feeling sick to my stomach, wondering,
"What exactly did my agent do?" "What happens now?" "What do I need to know to help my agent?" "If my agent did violate a Fair Housing law, why?" In this case, my agent did in fact violate … (2 comments)

working with buyers: How Much Money Have You Given Away? - 02/17/12 01:23 AM
How Much Money Have You Given Away?
Real estate is unlike many professions in that clients feel comfortable – and often compelled! – to reach into our pockets for a slice of commission pie.
I don’t think many of us would feel it’s appropriate to ask any other service provider to reduce their fees.  Yet consumers regularly ask their real estate agent to offer them substantial discounts.
Each year when I begin working with my coaching groups, one of the things I review with them is their gross commission income and the number of transactions they have completed.  As we … (0 comments)

working with buyers: Working with Buyers: Difficult Buyers - 01/23/12 11:56 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.
Difficult Buyers Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week's handy tools allows your buyers to easily compare and contrast … (0 comments)

working with buyers: Peak Performance ... Part 2! - 01/20/12 04:29 AM
Peak Performance ... Part 2!
Last week I spoke about the concept of peak performance, and some of the attributes that define peak performers.  Today I want to continue that discussion.
Remember, peak performers are those individuals who have developed and leveraged their skill sets in order to achieve the maximum potential results in their area of expertise.   Peak performers are found in all socio-economic classes, all over the world.  Neither race, nor gender, nor sexual orientation is a barrier to peak performance.
You might also remember from my last post that I firmly believe that peak performers are not … (2 comments)

working with buyers: 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)

working with buyers: The Buyer Interview: Articulating Your Value & Setting Expectations - 01/13/12 04:29 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.
The Buyer Interview - Articulating Your Value & Setting Expectations Welcome to our series on "Working with Buyers." This month we'll be reviewing best practices for building strong buyer relationships. This week focuses on your … (0 comments)

working with buyers: 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)

working with buyers: A Focus on Follow-up: Annual Client Reviews - 10/24/11 08:46 AM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)

working with buyers: A Focus on Follow-up: Free Client Survey - 10/17/11 10:52 AM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 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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