When representing buyers and sellers in real estate, the issue of confidentiality must not be overlooked. Generally speaking, people don’t like to have their finances or personal situation become an open book for all the world to see. This is why it’s so important that a trusted real estate advisor respect the fact that information […]
Business Management: Real Estate Business Management Model
At the beginning of each week, print out and use the business management model below to identify the most effective way to use your time. Don’t focus on administrative tasks until you’ve completed the “20%” projects by asking yourself the following questions: EL – “What’s my next step with each of […]
Seller Considerations: Kicking the Can Down a Dead-End Seller Road
Politicians have mastered the art of denial. Why make a decision now that would cause constituents pain and cost votes when you can just ignore the issue by “kicking the can down the road”. Just let somebody else worry about the people long after your gone just like they’re doing in the state of California […]
Buyer Considerations: The Great recovery of 2012
A good deal of how quickly the economy will recover is based on human emotions. For example, when someone is confident that their personal situation is improving, they’re much more likely to spend more, and the spending in turn, increases the demand for goods and services. Likewise, business decisions are also based on human emotion. […]
Prospecting: Expired Listing Strategy Refined
Although we’ve covered the Expired, Withdrawn & Temporarily Off the Market Listing Strategy, it goes without saying that a strong prospecting campaign involving these groups just may be the best way to build your listing bank for 2013. Don’t be surprised by how difficult it’s going to be to get listings in 2013. Make no […]
Listing Presentations: Sizing Up the Competition
When you’re on a listing presentation, it’s important for both you and your prospective seller to be aware of the competition. Fortunately, there is a way to prove your superior services, while simultaneously softening your seller’s determination to overprice their home. What is this “double-benefit” strategy? Take the time to research the competition before you […]
Prospecting: The Best FSBO Campaign
As the market continues to improve, more and more prospective sellers are going to consider selling properties themselves. This is not necessarily a bad situation for real estate agents. Keep in mind that historically, 80% of sellers that attempt to sell themselves, end up listing with a real estate agent. If you take the following […]
Talking Points: Don’t Forget to Make Sure You Benefit Too
One of the 12 Key Metamorphosis Principles is: “The way to get everything you want out of life is to help everyone else get what they want out of life.” In other words, generosity is one of the keys to success. But, don’t make the mistake that many agents make. Don’t bend over backwards helping […]
Listing Presentations: Don’t Date the Listing
A serious mistake that many agents make while attempting to secure a listing is to agree to wait until the seller is ready to get the listing agreement signed. In one respect, it doesn’t make sense to list the property that hasn’t been properly prepared for sale. It also doesn’t make sense to present a […]
3rd Quarter Seller Considerations: The Fiscal Cliff
We’ve all been hearing about the Fiscal Cliff for months now, and for good reason. Of any major issue, the Fiscal Cliff poses the greatest threat to economic recovery and improving real estate conditions. This issue is even bigger than the European debt crisis and the escalating tension between Iran and Israel. What is the […]