It’s a well-known fact that many agents spend little time developing a comprehensive marketing and advertising Budget. The logic is that if you don’t have very much money, why waste time and money investing in an annual marketing and advertising schedule? If you don’t have a hefty budget for promoting your business and marketing your […]
Buyer Considerations: There is a Triple Threat on the Horizon
Everyone that has ever been involved in education is familiar with The Bell Curve. The Bell Curve generally applies to how quickly a student population will learn. It recognizes that all students learn at a different rate. Roughly translated, you could say when a new concept is introduced: 25% of the students will catch on […]
Agent Branding: Know Your Numbers
As a real estate agent you are one of the most important business professionals in a client’s life. Why? Because so much of your client’s net worth is tied to their real estate holdings. In other words, your advice is likely to have an impact on both your clients financial security, and their emotional security. […]
Overcoming Objections: “I’m Going to Open List”
As more and more properties sell, homeowners wishing to sell their homes will soon begin to question the value of having a real estate agent. We are already seeing many sellers asking agents about open listing their property, or in some cases offering to pay a commission to the agent that sells their home without […]
Seller Considerations: Will the Fed Be a Seller’s Worst Nightmare?
We’ve been saying for years now that the collapse of the real estate industry led us into the great recession of the past six years, and the recovery of the real estate industry will lead us out of it. Now, the real estate and new construction industries have turned around and lo and behold, so […]
Listing Presentation: An Ipad is a Must
You’re on a great appointment with a prospective Seller. You’ve spent hours preparing great information to support your price recommendation and to prove you have the best resume for the job. To your surprise, the seller doesn’t seem to be buying into either you being the best choice or the price you’re recommending. How come? […]
Economic Considerations: Here We Go Again!
Housing prices are finally on the upswing again. Do you know what that means? It means that homeowners will once again be building equity in their homes. And do you know what happens when homeowners are seeing more equity in their homes? Consumer Confidence rapidly improve. More money, means more confidence, means more spending, which […]
Salesmanship: You’re Not a Salesman, You’re a Therapist
A successful strategy always starts with all of the information. An agent can develop what appears to be a perfect strategy, only to find that one little piece of missing information that is introduced, makes the strategy ridiculous. Consider the agent that spends three days showing a buyer several homes only to find out that […]
Salesmanship: Was That a Buying Sign?
You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not sure just how much you can push without being offensive and losing the sale. How do you handle this […]
Buyer Considerations: Buyers Losing Tens of Thousands Need to Act Now!
Last week the Case-Shiller index reported that home prices continued their recovery, rising 8.1% in January, from a year earlier. That number is expected to rise even further once February and March sales are reported. This should cause serious concern for buyers. Consider the following example: A buyer is planning on purchasing a home valued […]