How many times have you tried to schedule an appointment with a buyer or seller who has put you off by telling you to e-mail or just send the information to them? In most cases, this is a learned approach that is used to put you off or just get you to go away.  […]

2016 PROSPECTING Elusive Prospects Are An “Easy Mark” How is it that prospective buyers and sellers will express an interest in your services and then just disappear? We’ve already discussed how some prospects will fail to respond because they’re busy. We know that “turning up the heat” with multiple additional contacts is a good way […]

We’ve all known agents that don’t appear to know very much yet they make money. How is it that these agents can do well without having the proper knowledge? The answer may surprise you and relate to the expression “perception is reality”.  You can be the most knowledgeable and efficient agent in your area, but […]

2016 PROSPECTING Are You “PAAR” for the Course? Have you ever noticed that your stress level rises when you’re not making as much money as you think you should? In golf, an excellent round occurs when you’ve “pared the course”. This is an impressive feat even for professional golfers because it means you’ve mastered the […]

2016 PROSPECTING Top Business Priority #9 – Sharing Databases The common belief is that the average American family moves once every seven years. If you exclude people that don’t actually own property, between 5%-10% of the population in any given neighborhood will move each year. Extensive research indicates if you have 24 “touches” or communications […]

2016 PROSPECTING Top Business Priorities #8 The Listing Frenzy In the past nine months, many markets throughout Florida have experienced a significant turnaround in real estate market conditions.  Even in the historically slow summer months, for some markets activity has remained strong.  Successful agents are encouraged to recognize that this very same activity could be a […]

2016 PROSPECTING Top 10 Business Priorities #7 B2B Networking Business to business networking can be one of the most enjoyable approaches to growing your business. Let’s say for example you enjoy having weekends off and you don’t like to work in the evening. You can’t prospect with businesses after hours or on weekends when they’re too […]

2016 PROSPECTING Top 10 Business Priorities #6 Prospecting Expired Listings The first 5 priorities we have focused on so far: Buyer Strategies Seller Strategies Strategies for Existing Listings Relationship Management with your Past Clients, Advocates & Sphere of Influence Farming a Geographic Area The 6th most important priority involves Prospecting Expired Listings. Most agents are […]

2016 PROSPECTING Top 10 Business Priorities #5 Maximize Your 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 2016. A very important principle of success is to focus your efforts “an inch wide and a mile deep” so when […]

2016 PROSPECTING Top 10 Business Priorities #4 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 are […]