working with sellers: Re-Tooling Your Listing Presentation - 08/29/19 04:26 PM

Re-Tooling Your Listing Presentation
There isn't a day that goes by that I don't read about a new real estate company jumping into the industry with a fancy new idea created to entice sellers into working with their company. Promises of quick sales and high prices with creative marketing programs abound. As an agent in today's diverse offering market you need to stay relevant.
Staying relevant means being up on the latest shifts in the real estate market and the industry. You need to know what other agents and companies are offering at the listing presentation so you can … (3 comments)

working with sellers: Worst-Case Scenario: Your Vendor Referral Botched the Job! - 08/02/19 02:02 PM

Worst-Case Scenario: Your Vendor Referral Botched the Job!
It's a beautiful day in your real estate world when you receive a call from your Seller who is absolutely freaking out about an incident that happened at their home. You can tell the Seller is very upset, so you listen intently as the Seller explains that the landscaper you referred cut through their in-ground sprinkler system. There was water everywhere, the whole system is down, and the landscaper said he is not responsible because the sprinkler line was put too high to the ground. She is furious and wants you … (1 comments)

working with sellers: 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 sellers: 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)

working with sellers: 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)

working with sellers: 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)

working with sellers: 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 sellers: 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 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)

working with sellers: 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 sellers: September Buyers and Sellers: Savvy & Serious! - 08/12/16 02:57 AM

September Buyers and Sellers: Savvy & Serious!
September is a month of new beginnings for kids going back to school and parents getting back to their pre-summer routine. With the busy-ness of the summer finally behind them many buyers and sellers that did not take action in the summer will be primed and ready to move forward in the fall. September can be the hottest activity month and you may find that your fall buyer and seller list is spilling over.
Sellers who didn't list their home during the summer but who want their home sold before year end … (0 comments)

working with sellers: Renovation Mistakes You Don’t Want Your Clients to Make - 07/22/16 09:21 AM

Renovation Mistakes You Don't Want Your Clients to Make
Many of your potential seller clients are opting to do "minor" renovations before they put their homes on the market to sell. They believe that these renovations will bring them big returns. However, that can be the opposite of what really ends up happening because they fail to do their research and planning before they begin their project.
If potential sellers tell you that they are planning to do any kind of renovation before they sell share the list below with them. If you have a purchaser who opts to … (2 comments)

working with sellers: Helping Sellers Get Realistic About Price - 09/19/14 04:24 AM

Helping Sellers Get Realistic About Price
Unrealistic sellers have been a big challenge for real estate agents for decades. It is common for sellers to have a different view of their home value than the market does. The difficulty comes when it is time to get the home listed and the seller believes that they are leaving money on the table if they listen to you and list their home at the price you recommend. Even though they did call for your expert opinion, many sellers discount your expertise when they don't like the price recommended.
Real estate is … (3 comments)

working with sellers: Adventures in Selling ... a guest post - 03/02/12 01:26 AM
Adventures in Selling ... a guest post
This week I want to share with you the story of one of my friends.  Let’s call her Polly, to protect her privacy.  I’ve known Polly for many years, and value her opinion.  Although this Zebra Report is a bit long, I think it is well worth the read to see what Polly’s experience was.  Here’s Polly’s story!
Given that I’ve been friends with the Zebra lady since long before she became a zebra, I have learned one very important lesson about real estate:  Pick your agent very carefully.  We’ve put our … (2 comments)

working with sellers: 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 sellers: 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 sellers: A Focus on Working with Sellers: Articulating Your Value - 12/12/11 04:55 AM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers. 
Are you ready to build your skills?  Let's take a look at this week's videos and tools.
The First Seller Meeting | Articulating Your Value Part two of “Working with … (1 comments)

working with sellers: A Focus on Working with Sellers: What do sellers want from their agent? - 12/05/11 06:21 AM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers. 
Are you ready to build your skills?  Let's take a look at this month's videos and tools.
Overview | What do sellers want from their agent? Welcome to our series … (0 comments)

working with sellers: 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 sellers: 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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