All too often talented, knowledgeable, and successful agents can hardly wait to voice their opinion. They reason that knowledge is power. And, if they have all of the answers, why shouldn’t they impress their clients with their intellectual prowess. In theory that strategy may seem to make sense, but in practice, when you’re attempting to […]
Prospecting: Gathering Email Addresses
One on the most attractive benefits to an email campaign is that it fits every budget. In other words, if you have 2,000 email addresses, and have interesting and informative information to share, your cost per each contact can be nothing. It’s important to keep in mind the drawback to using an email campaign. It […]
Co-Partnerships – Double Your Odds
Lord knows the real estate business can be very difficult, especially given the market and economic conditions over the past several years. It can be very daunting to face the multitude of challenges that come up on almost a daily basis. So, why not team up with someone you like that can help you overcome […]
Salesmanship – The Secret to Exponentially Expanding the Impact of Your Message
How many times have you found yourself pulling your hair out dealing with a client who just doesn’t seem to “get it?” The facts you’re presenting are undisputable. You’ve told them over and over again, yet they remain steadfast in their unwillingness to accept the inevitable. What’s an agent to do when they find themselves […]
Salesmanship- It’s Not About Knowing all of the Answers, It’s About Knowing How to Find Them
Every wise man must know one thing: A nuclear engineer was fortunate enough to be offered an engineering position building nuclear power plants for Bechtel Corporation. Despite the fact that there were many other brilliant engineers that worked for the company, he rapidly rose through the ranks and eventually achieved one of the highest level […]
Don’t Go Duck Hunting with a Rifle
Anyone that hunts or knows guns knows the difference between a rifle and a shotgun. A shotgun shell sprays to cover a wider area, but doesn’t go very far, while a rifle travels great distance but only covers a small area the size of a bullet. The reason you don’t use a rifle to go […]
Business Management – Tracking & Planning
We are all well aware of the definition of insanity; to keep doing the same thing over and over again expecting different results. Not surprisingly, it so obvious when somebody else continues to make the same mistake day after day after day. Oddly enough, it’s very difficult to recognize insanity as it applies to our […]
Prospecting: Dominating Your Farm Area On a Beer Budget
How do you compete with the big guys that have an unlimited budget? These agents will spend $2,000 – $3,000 dollars a month direct mailing up to 1,500 residents twice a month. This 24-Touch Annual Campaign is highly effective because residents in their farm areas are constantly being exposed to these agents. So, how can […]
Listing Presentations – Popularity Contest? Not!
How many times have you scratched your head in amazement of how an agent with limited success or experience, ends up with a great listing? After all, a sellers decision about who will best represent their needs is one of the most important financial decisions they will make in any given year. The problem is […]
Sales Presentations – Why Do People Do Business with You?
A very successful real estate broker in California, accepted a position in Boca Raton, FL, to manage another high-end real estate office. Now this was a talented, successful manager with lots of management experience and a very strong resume. But, there was a problem. You see, in many places in California, jeans and cowboy boots […]