real estate sales: Selling Rural Real Estate Goes Much Beyond the Presumptions - 04/18/24 08:49 AM
Funny thing about rural real estate, not everyone knows the differences, but some agents think they do. A recent posting in a Facebook group by Active Rain Member Candice A. Donofrio highlighted why not everyone should be selling rural real estate.
“(cited property) has been on the market for awhile, Can you provide insight into whether the extended listing duration is related to the water allocation issue?”
When reading this and knowing the property is vacant land, the agent who sent this correspondence to Candice doesn’t know vacant land does not necessarily sell quickly. On average, here in rural Mohave County, AZ vacant … (8 comments)

real estate sales: Motivational Monday – Perseverance - 03/25/24 05:46 AM
Victor Hugo said it best:
“Perseverance, secret of all triumphs.”
To be successful, to triumph in life, in business and especially in real estate sales, one must embrace perseverance on a daily basis. Now, in 2024 for real estate agents given what has happened within the real estate industry, is not the time for the weak of heart or of mind to give up, to resign to the status quo.
“Perseverance is a virtue that cannot be understated.”
Bob Riley
“Perseverance is failing 19 times and
succeeding the 20th."
Julie Andrews
“The key to success in action, and the essential in action is perseverance.”
Sun Yat-sen
“In … (10 comments)

real estate sales: Leverage Your Opportunities to Make a Positive Impression - 03/15/24 04:01 PM
Some recent data from NAR suggested 81% of the sellers and 71% of the buyer’s only interviewed one agent whom they subsequently hired.  Possibly the reasons are several such as referrals from family and friends, a property down the street just sold or a for sale sign caught the consumer’s attention or they met the real estate agent at a local event.
With these staggering statistics, how do you leverage your opportunities to make a positive impression with potential clients during your first interaction? And that is the question to be answered.
First, do not spew what you do.  People buy from people … (4 comments)

real estate sales: Let Us Be Forthcoming as to Whom Creates Value - 12/18/23 08:26 AM
Much is written about how real estate agents or salespeople in other industries must create value through value propositions.
Unfortunately, this is 100% untrue as value is created by the buyer not the seller.
THE CLIENT CREATES VALUE!
THE REAL ESTATE AGENT CONNECTS TO THE CLIENT'S VALUE DRIVERS
For example, in real estate, one buyer may wish to communicate on a daily basis. His or her value driver is constant communication.  Another buyer may only wish to receive communication when absolutely necessary.
How about local real estate knowledge?  One seller doesn’t really care about the knowledge of the real estate listing agent. His or her value … (4 comments)

real estate sales: How One No May Lead to Many Yeses - 09/15/20 06:09 AM
In sales and especially in real estate sales, no one like to hear or even say the word NO. Sometimes, Realtors even though they know this or that client is not the best fit, may continue to work with them. Their rationale may be the promise of a large commission, their concern for the client or just recognizing people are unique creatures with their own idiosyncrasies.
 
This past month, I finally said NO to a client. During the numerous hours of conversation not to mention two visits to the property under consideration, I wanted to believe this individual was feeling isolated by … (13 comments)

real estate sales: Fearing FEAR - 03/18/20 07:41 AM
President Franklin Roosevelt in 1933 during his First Inaugural Address said, “The only thing we have to fear is fear itself.” He understood how fear can immobilize us; to keep us from moving forward; to stop us from doing what we need to do and to secure the results we need and want.
 
Years ago, I learned this very appropriate acronym for FEAR – False Evidence Appearing Real. How many times do we react to false evidence that we believe is real? Another acronym is False Emotions Appearing Real. Possibly a new acronym could be constructed FE²AR – False Emotions x Evidence … (18 comments)

real estate sales: Monday Musing The Rub between Code of Ethics, Time & Expectations - 02/10/20 04:54 AM
Being in real estate sales has a lot of pluses. For example, selling vacant has few inspections, limited amendments and usually a cash deal. The minuses are usually low commissions due to low listing prices and the same amount of paperwork regardless of listing price.
 
This past week I invested around 2.5 hours of my time sending information and responding to emails for a potential client. He or she was seeking vacant land of five (5) to 10 acres. Even though I had asked and received the decision-making parameters, those parameters changed two times.
 
The search was extended to two (2) plus acres … (1 comments)

real estate sales: 6 Proven Steps to Increase Real Estate Sales – Step 5 Selling - 02/03/20 06:35 AM
Selling only happens after you are speaking with a potential ideal customer. If the marketing has been executed well, you should be speaking with a qualified ideal customer.
 
What happens as other noted sales experts have written salespeople in their desire to increase sales waste a lot of time with tire-kickers, sales leads without decision making authority or who lack allocated budgets. (Think qualified sales leads)
 
In real estate, the pre-qualification from is a great tool to discover the actual buying budget. The AZ real estate offer/contract requires the AZ Pre-Qual form with submission if a loan is involved.
 
Ideal customers are those … (5 comments)

real estate sales: Are You a Big Toe or Entire Foot Member? - 01/04/20 02:56 PM
So you belong to a local Realtor Association. My question is do you have your big toe in it or your entire foot?
 
The reason for this question is I have once again discovered a lot of big toes and very few entire feet.
 
Each year Realtors pay hundreds of dollars to belong to their local Realtor Associations. Yet their participation is dismal except for possibly 20% who do 80% of the work. (Pareto Principle).
 
This leaves this old Swedish brain rather befuddled. Why would anyone pay hundreds of dollars and not:
Be active in the association? Read the weekly communications? Attend free events … (23 comments)

real estate sales: Be the ACE of Real Estate Sales - 12/28/19 06:37 AM
Over the radio, I heard the classic “Snoopy’s Christmas and the Red Baron." Suddenly visions of the two ACE pilots zooming in and out of the clouds filled my head.
 
What does it take to be an ACE? For me, I believe an ACE in any role especially for Realtors takes these actions:
 
A = Assess
C= Clarify
E = Execute
 
Assess – Not only must you assess your market place, current real estate trends such as millennials, you must also assess the previous years (note I wrote years) as well as your own talents. For example, how consistent are you in achieving personal goals? If … (3 comments)