Prospecting – Exploiting a Geographic Farm Area If you’re willing to consider farming a geographic area, it should definitely be listed as one of your top 10 priorities for 2012. A very important principal of success is to focus your efforts “an inch wide and a mile deep” so when it comes to your […]
Relationship Management – Understanding The Importance of Relationship Management
Relationship Management – Understanding The Importance of Relationship Management You’ve identified and are managing strategies for Existing Listings (EL’s), Hot Buyers (HB’s), and Future Listing Prospects (HLP’s). Now it’s important to add the next major group, Your Relationship Management Group (RMG) . This group includes your Past Clients, Advocates and Sphere of Influence. These […]
Selling Your Listings – Managing Your Hot Listing Prospects (HLP’s)
Selling Your Listings – Managing Your Hot Listing Prospects (HLP) You already have your existing listings and hot buyer prospects as the top priorities. It’s time to focus on the next most important group, your hot listing prospects, or HLP’s. Listing prospects are an important part of your sales pipeline. When you do a great job […]
Buyer Considerations – Managing Your Hot Buyer Prospects (HB’s)
Buyer Considerations – Managing Your Hot Buyer Prospects (HB’s) Most agents do not keep a list of their hot buyers and don’t track their next steps and results. These same agents end up focusing on the wrong buyers and never take the best steps to getting the buyers to contract. Then they wonder why they’re […]
Selling Your Listings – Existing Listing Strategic Planning
Selling Your Listings – Existing Listing Strategic Planning You’ve committed to be successful in 2012. You know the definition of insanity and you know you have to make better choices on where you focus your time, energy, and effort. There’s no better place to start than your existing listings. You’ve already spent a good deal […]
24-Touch Annual Campaign Revisited
24 Touch Annual Campaign Revisited The New Year has arrived, the holidays are behind us and it’s back to business as usual. Many of the people that were thinking about buying and selling are now willing to re-evaluate their options. Believe it or not, most of them aren’t sure who they should contact about […]
Buyer & Seller Wealth Management Close
Buyer & Seller Wealth Management Close It’s interesting to see the difference in what a buyer and seller perceives as professionalism as compared to the same person’s expectations for other professions. For example, successful people put a great deal of trust and confidence in the recommendations of a financial advisor, accountant or lawyer. […]
Don’t Let Your Listings Expire or be Withdrawn
Don’t Let Your Listings Expire or be Withdrawn Your seller calls to let you know they’ve decided not to renew their listing. They’re going to wait for the market to improve or they feel they’ve been listed too long and their house has become stale. They plan on possibly relisting in the future and […]
Relationship Management – Talking Points for the New Year
Relationship Management – Talking Points for the New Year Many of us in the real estate industry believe that the economy is destined to remain flat until the real estate and housing market recover. Virtually every industry has been impacted by the poor economy. Our conclusion is that once real estate and construction turns around, the […]
Personal Production: Pessimism is Prevalent
Why are most agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of things that never were, and ask why not?” This is a concept that directly applies to the art […]