all blogs: Managing Brokers: How Many Active (aka Unsold) Listings Do You Have?
- 02/12/14 04:33 AM
This is a blog I’ve wanted to write for a long time. It’s been tumbling around in my head for probably two years now and for whatever reason, TODAY seems like a good day to let ‘er rip.
So here goes.
Question for managing brokers: how many active (unsold) listings are in your office, right now, as we speak? Listings that, for whatever reason are languishing on the market, no incoming offers in sight?
(If you’re in a crazy seller’s market and this question is laughable at the moment, just bookmark it for the future when things settle down.)
Got the … (1 comments)
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all blogs: Brokers: Do You Reward for Getting? Or Selling?
- 02/12/14 04:18 AM
Seeing that we're coming up on the time of year where Business Plans are made with abandon, I have a challenge to pose to all the managing brokers out there! Well, maybe “challenge” isn’t quite the right word; how about “proposal?”
First, a question:
In your office or company, are your agents recognized and rewarded for GETTING listings…or for SELLING listings? Because unless you’re in a crazy seller’s market (which some of you are), there IS a difference – a big difference!
I remember back in my early days, the Coldwell Banker franchise I was with rewarded agents who got at … (5 comments)
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all blogs: Guiding Your Clients - the Favorit-est Tips!
- 01/24/14 09:50 PM
If you follow my blog, you know that from time to time we do a "Favorit-est Tips" post where I share the feedback I got from a recent Sell with Soul teleseminar. This installment is from the show we did earlier this week called "Guiding Your Clients to the Right Decisions" where we discussed various strategies for helping clients, well, make good decisions in a real estate transaction!
Are you asking if it's really our job to assist in the decision-making process? Aren't we just supposed to give them three options and let them decide? And advise them to contact their … (37 comments)
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all blogs: WWJAHD for Rookies - The Favorit-est Tips!
- 01/12/14 09:10 PM
We did our first SWS Teleseminar of 2014 last week - WWJAHD for Rookies (What Would Jennifer Allan-Hagedorn Do?) where we discussed various situations, dilemmas and concerns faced by our beloved newer agents with a theme of ... what would I (JAH) DO in this or that situation? As we usually do, at the end of the show we polled the audience for their favorite tip or tips of the day, and here's what they told us:
Favorit-est Tip #1: How to answer the question: "How long have you been doing this?" Don't lie! Your potential client has a right to know … (3 comments)
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all blogs: Selling Real Estate without Selling Your Soul - the Blog-2-Book!
- 01/08/14 09:05 PM
I just realized that my Selling Real Estate without Selling Your Soul Blog-to-Book set has been out nearly a month and I haven't yet publicly thanked the entity(ies) who made it possible! Bad bad Jennifer!
For the uninitiated, a Blog-to-Book is just what it sounds like - where you take your collection of online blogs, stick them between two covers and voila! You have a book!
And that's exactly what I did in 2013. I sorted through the 800+ blogs I'd written right here on ActiveRain starting in 2006, picked out my 300 or so favorites, organized them chronologically and by … (0 comments)
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all blogs: WWJAHD for Rookies - Free Teleseminar!
- 01/08/14 02:51 AM
Let's open the new year with a special show just for our beloved rookies!
The WWJAHD shows are based on the question of "What Would Jennifer Allan-Hagedorn Do ?" where I respond to YOUR real estate-related dilemmas from MY perspective as the Author of Sell with Soul. I'm an expert in my own opinion :-) so of course, when asked a question about What Should Be Done, I tend to answer it as if I were the one in the situation.
So, that's what this next SWS teleseminar show is all about, but for this particular program, we'll be addressing concerns … (3 comments)
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all blogs: The Conflict to Cooperation Series - WHO Do You Have Conflict With?
- 12/29/13 12:36 AM
A few weeks ago, we did a show in the SWS Virtual Studio called "Conflict to Cooperation" where my awesomely awesome co-host Mr. Bob Burg himself (co-author of the Go-Giver books and the recently released Adversaries into Allies) joined me to discuss various strategies to take potentially adversarial relationships and situations and, well, make them NOT adversarial! Or at least, get to the point of being closer to a win/win than you might be otherwise.
I got SO much out of the show that I want to share, so this will probably become a little series - we shall see!
So, … (3 comments)
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all blogs: Bob Burg is in the House! "Conflict to Cooperation" on Thursday!
- 12/10/13 11:03 PM
I'm so excited!!! Mr. Bob Burg, one of my favorite authors and an all-around wonderful human being will be in the SWS Virtual Studio in December! Mr. Burg is the co-author of the wildly successful (and awesomely awesome) Go-Giver series and he'll be joining me this Thursday, December 12th to talk about his most recent work of brilliance - Adversaries into Allies.
During the show, we'll discuss various strategies to be respectfully persuasive when working with clients and colleagues to help maximize the likelihood that we get what we want without manipulation or coercion.
Strategies such as:
Making "Calm" Your Default … (0 comments)
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all blogs: Romancing the 'Hood - the Favorit-est Tips!
- 10/28/13 02:12 AM
Romancing the 'Hood? What on earth does that mean?
You've heard of geographic farming, right? Where you blanket an area with your marketing in hopes of becoming the go-to agent in the neighborhood because the homeowners there recognize your name and know how to reach you when they have a need for real estate services? Well, Romancing the 'Hood takes that a step further so that all those homeowners not only know your name, but they also LIKE you, or at least, they like what they know about you and therefore are even more likely to hire or refer you.
That … (51 comments)
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all blogs: "Getting Help" Teleseminar at SWS - The Favorit-est Tips!
- 10/06/13 10:13 PM
Last week we did a teleseminar show in the SWS Virtual Studio called "Getting Help!" which was on the subject of, well, getting help - in the form of an assistant (as opposed to a partner). At the end of the show we polled the audience to tell us what tip, idea or strategy they found most insightful and here is what they told us!
Favorit-est Tip #1 (by far): When you're thinking it's time to get some help, start out with a part-time unlicensed assistant and see if that does the trick. An unlicensed assistant (aka personal assistant or "wife") … (5 comments)
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all blogs: WWJAHD? This Week's SWS Teleseminar Show
- 09/16/13 11:23 PM
I've been wanting to do this show for a long time - basically a "What Would Jennifer Do <in this situation>?" where I respond to YOUR real estate-related dilemmas from MY perspective as the Author of Sell with Soul. I'm an expert in my own opinion :-) so of course, when asked a question about What Should Be Done, I tend to answer it as if I were the one in the situation.
So, that's what this next SWS teleseminar show is all about. Responding to your questions about how JAH might handle a dilemma or situation that you find yourself … (2 comments)
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all blogs: Professionals Don't Need Scripts
- 07/28/13 10:38 PM
Seen recently on a Facebook post of a SWS-minded real estate agent (an agent who follows Sell with Soul philosophies):
"WHY THE SCRIPTS!? Are we not past this yet as business owners and marketing professionals? As humans? Really!?"
Hold that thought.
I went to the chiropractor yesterday - my hands have been aching lately and I was hoping to find some relief. When I checked in, the receptionist asked me a series of questions related to the Reason for my Visit - "What would you rate the pain on a scale of 1-10?" "Is the pain constant or intermittent?" "How long ago did this … (89 comments)
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all blogs: The Art of the Buyer Consultation, Part 2 - a Free SWS Teleseminar
- 07/23/13 09:58 PM
Earlier this year, we did a show in the SWS Virtual Studio about Buyer Consultations - you know, that first meeting where you sit down with a new buyer and discuss his or her wants, needs and desires, describe the home-buying and loan process and basically discover if you're a good fit for each other?
During the show, I shared my approach to doing buyer consultations (or not doing as the case may be), and in this follow-up show, we'll hear about a different approach because there's certainly more than one way to effectively work with buyers!
What, exactly, should you … (2 comments)
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all blogs: Becoming Exceptional - This Week's Free Teleseminar at SWS
- 07/10/13 03:51 AM
Exceptional.
It's a word we toss around a lot around here - because it's what we believe every real estate agent should strive to be.
But what does that mean, exactly? If you are a "Top Producer" does that make you Exceptional? If you've been practicing real estate for five years or more, are you Exceptional?
Not necessarily, although success and experience can certainly be a part of Exceptionalism!
When we talk about Being Exceptional, we're not referring to prowess in prospecting, as you could probably guess. We all know agents who have experienced wild financial success in real estate whom … (4 comments)
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all blogs: Setting Expectations, Taking Control - Free SWS Teleseminar
- 06/26/13 02:45 AM
It's something we all struggle with - that fine line between being the very best real estate agent we can be for our clients and creating an atmosphere that is ripe for burn-out. While our clients have every right to expect our full attention, and they deserve to be our top priority, there's just so much of us to go around! And let's face it - there are some clients who demand far more of us than we could possibly deliver, but being the helpful types we are - we try our best... and often end up frustrated.
So, how can … (3 comments)
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all blogs: Time Management for Real Estate Agents - the Favorit-est Tips!
- 06/16/13 09:49 PM
Last week we did a teleseminar show in the SWS Virtual Studio called "Time Management for Real Estate Agents" (catchy, eh?) where we shared tips and strategies for getting the most out of those 24 hours we all have in which to get stuff DONE. At the end of the show we polled the audience to see which of the dozen+ tips we shared were the Favorit-est, and this is what they told us:
Favorit-est Tip #1: Use a white board (dry-erase) to list your long-term projects. Put the board somewhere in your office where you don't see it every day, … (86 comments)
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all blogs: Ten Ways to Show Your Seller You Don't Care (2013)
- 06/04/13 10:35 PM
Continuing on my latest theme of Ways to Make Your Seller Happy (or not!), here's another re-post of a blog I wrote several years back after a disappointing experience I had personally with a listing agent...
"Ten Ways to Show Your Seller You Don't Care!"
It's easy! Just follow these simple steps...
1. Don't send your seller a copy of the MLS listing entry to get his feedback.
2. Don't let him know when his house officially goes "on the market."
3. Don't offer to do an open house, and be sure to argue with him if he asks you to.
… (6 comments)
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all blogs: Problem-Solving with Soul: The Favorit-est Tips!
- 06/02/13 11:29 PM
Did a little teleseminar show last week in the SWS Virtual Studio called "Problem-Solving with Soul" where Blake Farley and I shared various tips and strategies for becoming a Master Problem-Solver. We first focused on strategies to head off problems before they occur and then moved onto ways to solve those darn problems that you weren't able to head off in the first place.
At the end of the program, we asked the audience for their feedback on which tips were the most brilliantly insightful, and here's what they told us:
Favorit-est Tip #1: Learn to Love a Checklist - at least … (14 comments)
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all blogs: "Problem-Solving with Soul" a Free SWS Teleseminar
- 05/28/13 10:09 PM
A lot of people go into real estate because they "love people and love houses" but quickly find that this business is far more about solving problems than loving on people or houses. Yes, those problems can be frustrating, but there's nothing like the satisfaction of being confronted with a potentially deal-breaking problem, going into temporary panic-mode, THEN settling down, sorting it out, making some phone calls, solving the problem (yahoo!) and moving forward.
And believe it or not, once you have the confidence that you CAN overcome the challenges of a real estate transaction, you might actually welcome them just … (5 comments)
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all blogs: Even if They Don't Complain... Sellers Notice
- 05/27/13 09:12 PM
A few weeks ago, I wrote a blog called: "How to Wow Your Seller - The Favorit-est Tips" where I listed the results of a little survey I did following a SWS Teleseminar on the subject of knocking the sox off your seller client so that they'd be delighted to tell everyone they know how awesome you are.
One of the final comments on the blog was from my friend Charles Stallions who said "Certainly a lot of great points, I often wonder if the sellers forget that their home is even for sale as they never seem to call either … (115 comments)
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This is a blog I’ve wanted to write for a long time. It’s been tumbling around in my head for probably two years now and for whatever reason, TODAY seems like a good day to let ‘er rip.
;)
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