all blogs: How Do I Talk My Buyer Out of Low-Balling?
- 08/08/11 01:01 AM
So, you have a buyer who is bound and determined to get a killer deal on some real estate, huh? He’s heard-tell of this here “buyer’s market” and wants to get himself a piece of that action. Even if it takes all year…
Sigh.
We’ve all been there. Worked with buyers who, in our opinions, were unrealistic about the extent of this here buyer’s market and the depths to which sellers are willing to go to offload their properties. They’ve listened to late-night seminars or their Uncle Charlie who provided “expert” advice on how to properly offer on a property (asking … (23 comments)
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all blogs: Contact Management - "So, My Contacts Are Loaded... What Now?"
- 08/05/11 01:33 AM
Just a quick announcement of an SWS webinar next week... we're doing it specifically for IXACT Contact users, but even if you use a different contact management system or are considering signing up for one, it might be worth an hour or so of your time to attend.
We're going to do a show-n-tell webinar about what to DO with your contacts once you've loaded them up. Sure, it's nice having contact information for your sphere of influence all in one place, but if that's all you do with it - that is - store it, you SO won't get your money's … (14 comments)
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all blogs: FSBO with SOUL - Free SWS Teleseminar Show
- 07/26/11 01:54 AM
Why are many real estate agents so reluctant to pursue For Sale by Owners?
Because... the techniques and strategies typically taught to go after FSBO's are dreadful! Even laughably so, if they weren't so pathetic.
The thing is - a For Sale by Owner seller is simply someone who wants to sell his house; just like any other seller wanna-be, but for a variety of reasons, he doesn't feel the need to hire a real estate agent to help him do it. But he's not some alien creature put on earth just to irritate us or make us mad, although with … (5 comments)
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all blogs: Setting Boundaries, Taking Control - The Favoritest Tips
- 07/13/11 01:18 AM
Did a show in the SWS Virtual Studio last week about setting appropriate boundaries and expectations with clients upfront - walking that fine line between being the best thing to happen to your clients and... losing your mind! It's an imperfect balancing act, to be sure, but there ARE things you can do to minimize the likelihood of too much crazy-making!
As I explained in the first part of the show - a lot of it has more to do with YOUR attitude and expectation of what is reasonable and "normal." Once you've adjusted YOUR expectations and are committed to … (20 comments)
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all blogs: Real Estate Commissions: "It All Evens Out" and "50% Of Something is Better than 100% of Nothing??"
- 07/11/11 12:49 AM
Last week, Loreena Yeo wrote a blog that inspired one from me, which inspired another one from her which, you guessed it, inspired another one from me - about the concept of buyer rebates and other creative compensation strategies.
For the record, let it be known that I have no problem with real estate agents charging their clients as much or as little as they care to, nor do I have any fuss with the manner in which they do it, as long as it falls within legal limits and doesn't conflict with their brokers' policies. Oh, and, AS LONG AS 1) … (28 comments)
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all blogs: Pensacola Beach... One Year Later
- 07/08/11 01:29 AM
Last summer I wrote a series of blogs about Oil on the Beach - specifically, Pensacola Beach, where I'd just moved. Since I was new to town, it was my first summer as an official Pensacola Beach babe, so I didn't know what a "normal" summer on the beach was like. Due to the oil spill and subsequent media hype attention, the island I lived on was practically deserted all summer and, I can admit, that it was kinda nice. Yeah, the beaches were a little (sometimes a lot) oily and there was occasionally a stench of burning oil in the air, … (14 comments)
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all blogs: Real Estate Compensation: Does a Full Commission MINUS Referral Fee MINUS a Buyer Rebate EQUAL a Too-Small Payday? It Depends!
- 07/07/11 01:13 AM
I've been a little absent from Active Rain for awhile now - no real good reason, just had to triage my time and blogging took a backburner. Happily, for me anyway, Loreena Yeo's featured blog yesterday "It Costs $$$ to Do Business inspired me to jump back in and spout some opinions!
In case you missed it, Loreena's blog was about how there are some deals NOT worth doing - and she referenced one in particular where both a referral fee was due and a buyer rebate requested. When Loreena did the math, she decided that the net paycheck simply wasn't enough to cover … (18 comments)
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all blogs: Setting Boundaries, Taking Control - a Free SWS Teleseminar Show
- 07/05/11 12:25 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 soulful types we are - we try our best... and often end up frustrated.
So, how can you … (13 comments)
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all blogs: What Rookie Real Estate Agents REALLY Want to Know!
- 06/27/11 04:36 AM
Last week, we did the first 2011 Rookie-to-Rookie show in the SWS Virtual Studio - that is - we brought in a few newly-non-rookies (agents in their 2nd and 3rd years) to share their secrets of success with the audience, which was mostly comprised of first year agents. We talked non-stop for 90 minutes and could have gone on at least another 90, but alas... had to sign off and return to work. So, I promised to post a blog this week with the questions we didn't get to, and I almost always keep my promises ;-]
But besides the … (6 comments)
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all blogs: The Rookie-to-Rookie Show in the SWS Virtual Studio!
- 06/22/11 03:06 AM
A few times a year, we host what we call the "Rookie-to-Rookie Show" which is a teleseminar panel discussion with three or four newly non-rookies who Tell All about their rookie year - with the goal of helping the newer members of our industry experience all the success and FUN they're hoping for in their new career.Our first R2R show of 2011 will be held on Thursday morning, June 23rd, and for the first time ever - my guests will be all men! For whatever reason, my past R2R shows have featured only feminine voices, so we figured it was about time to hear … (6 comments)
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all blogs: Go-Givers Sell More... Real Estate! Bob Burg in the SWS Virtual Studio on Thursday
- 06/15/11 12:33 AM
In mid-April, Mr. Bob Burg (coauthor of The Go-Giver and Go-Givers Sell More) joined me in the SWS Virtual Studio for a teleseminar show about using the Go-Giver approach in a real estate career - we talked non-stop for 90 minutes and could have gone another 90 easily, so guess what? We're going to do it again and pick up where we left off!
On June 16th (tomorrow!), Mr. Burg will join me again to discuss applying Go-Giver principles to your real estate career. This time we'll base our conversation on the sequel to The Go-Giver (Go-Givers Sell More) which takes the message of … (10 comments)
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all blogs: Reading Between the Lines of My "Fan Mail," 2011 - Are You Suited for Entrepreneurism?
- 06/13/11 12:44 AM
I'm currently reading a book written by an entreprenurial coach (that is, a coach who helps entrepreneurs) and just read a passage that struck me. He says that he can tell within ten minutes of talking to an entrepreneur-wannabe if they have what it takes to succeed. When he explained what he meant by that (keep reading), I was reminded of a similarly-themed blog I wrote back in early 2008, called "Reading Between the Lines of My 'Fan Mail.'" (Copied & pasted below).
What the author described as the common denominator among the not-gonna-make-it entrepreneurs was a tendency to immediately start throwing … (14 comments)
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all blogs: How to Talk About Your Real Estate Career - without sending your audience running the other direction!
- 05/13/11 02:39 AM
Yesterday, one of my readers sent me an article from her local newspaper that was a list of Do's and Don'ts for new college graduates. In the Top Ten list of Don'ts was this gem: "Never 'Friend' a Realtor on Facebook." No explanation; apparently, none needed.
Ouch.
Also yesterday, an article came out in Inman about a "sure-fire" prospecting technique that basically advises agents to accost anyone who comes within three feet of them with "I'm a real estate agent, do you know anyone who needs to buy or sell a home?" If the accosted person does not, in fact, know anyone … (54 comments)
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all blogs: Real Estate Agents ask... "How Do I Meet More People to Add to My Database?" (A Free SWS Teleseminar)
- 05/11/11 01:09 AM
Real Estate Agents ask... "How do I meet more people to add to my database?"
Traditional Training answers: "Join clubs! Attend networking events! Volunteer at the homeless shelter! Sponsor booths! Take classes!"
All fine ideas, to be sure. But I'm exhausted just looking at that list, never mind actually doing any of those things on a regular basis.
Personally, I don't WANT to join clubs, I dread networking events, I'm too lazy to sponsor anything and there's nothing I want to take a class on right now! So, am I doomed to live a life of seclusion and isolation, with only … (7 comments)
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all blogs: Using Your Contact Manager to "SOI" - A Free SWS Webinar
- 05/09/11 02:11 AM
In early 2011, we did a webinar called "Using Your Contact Management System to SOI" where we discussed and demonstrated various techniques to generate business and referrals from your sphere of influence using a contact management system. That is - how to use the conTACT management features of your system to soulfully reconnect and stay in touch with the people you know... and the people you meet.
Well, turns out it's a much more popular topic than we expected; in fact, more people signed up and showed up than we had room for! So, we thought we'd do it again on Tuesday, … (4 comments)
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all blogs: There's Nothing Wrong with a Free CMA - and a LOT Right about it!
- 05/06/11 01:54 AM
It's a common complaint among our ranks that we often work "for free," especially these days when buyers are fussy, sellers are frustrated and closings are more tenuous than ever. We can work for months on one transaction only to watch it fall apart due to factors beyond our control, leaving us uncompensated for all that time, energy and gas money.
While I have some issues with the opinion that all that work was "for free," that's not my topic du jour.
Today I want to pontificate about our resistance to providing a "free" CMA (comparative market analysis). That it's unprofessional … (18 comments)
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all blogs: Do You Really Have to List to Last? A Free SWS Teleseminar with Guest-Host Jim Kimmons
- 05/04/11 01:26 AM
"You Have to List to Last!"
Ever heard that before? Probably so - most real estate agents have heard this advice from their well-meaning mentors, trainers, gurus and associates. It simply means that if you don't have listings (that is, that you represent sellers), you won't succeed in your real estate career.
There are plenty of reasons industry pundits feel this way, and some of those reasons are absolutely valid. As a solo agent, you can probably handle far more active listings than active buyers. Listings have the potential to generate even more business, both from sellers who see your sign in their neighbors' … (7 comments)
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all blogs: New Real Estate Agent Asks... "How Do I 'Pick Up Clients'?"
- 05/02/11 03:43 AM
I get emails all the time from newer real estate agents who want to know how to "pick up clients."
(Don't we all?!)
But there's something about that phrase - "pick up clients" - that makes my nose wrinkle. While I obviously get the gist of what they're asking, and I realize the pressure new agents are under to prospect, generate leads and yes, pick up clients, something about it just sounds a little icky to me.
But what if these agents adjusted their goals FROM "picking up clients" TO "finding people to serve"?
When you strive to "pick up clients" - you're coming … (18 comments)
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all blogs: To Disclose or Not Disclose a Home's Material Defect In Your Marketing - a Follow-Up
- 04/26/11 02:22 AM
A few weeks ago I posted a blog about whether it's a good idea or not to "disclose" an obvious material defect in your public advertising of a home, or let buyers discover it on their own when they visit the house. My opinion is that it's usually best to be upfront about such things so that you are marketing to the "right" buyer, not just using a shotgun approach hoping that "right" buyer stumbles along.
Well, there's more to the story; thought I'd share.
After the blog got featured, a member wrote to me privately telling me that she was … (41 comments)
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all blogs: The Go-Giver in the SWS Virtual Studio! Come "Meet' Bob Burg this Thursday, April 21st
- 04/19/11 12:53 AM
Mr. Bob Burg, coauthor of The Go-Giver and Go-Givers Sell More will be with me in the SWS Virtual Studio this week! In case you haven't yet had the pleasure of reading Mr. Burg's books or hearing his philosophy, the basic Go-Giver premise is that, in order to be successful in a sales career (or any career, really, or truthfully, in life itself!), you'll be far better off putting other people's needs, wants and desires ahead of your own. Not just because it's the polite thing to do (that good ol' Golden Rule and all), but because it's simply a smart way … (13 comments)
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So, you have a buyer who is bound and determined to get a killer deal on some real estate, huh? He’s heard-tell of this here “buyer’s market” and wants to get himself a piece of that action. Even if it takes all year…
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