How many times have you professionally represented your buyer or seller and come close to an agreement only to have poor representation by another agent kill the deal?  Unfortunately, most negotiations that fall apart do so because of lack of experience or competence on the part of one of the two agents involved in […]

    It’s common knowledge that handing out business cards can be a great source of prospecting for business, but there is actually an even more valuable use for your card that most agents completely overlook. Two of the most important elements of success in sales are; KISS – Which stands for “Keep It Simple […]

  It’s common practice for a perspective home seller to interview 3 agents before choosing one to represent them. Yet, when it comes to selecting a buyer’s agent, a perspective buyer will either, Feel obligated to work with the first agent that calls them back or, Feel no obligation at all, and bounce around from […]

  Success in real estate sales requires strong negotiating skills. For most agents, this can be a real problem. The ability to negotiate offers to a successful conclusion requires a great deal of practice. But, unlike other sales situations, negotiation opportunities in Real Estate may be few and far between. Consider the typical agent that […]

Your buyer, seller or even associate wants to meet with you. They’re frustrated about an issue and want to discuss it. You’re familiar with the concern and agree to meet with them.  You can tell during the meeting that they are passionate about their position. It could be said there is a good deal of […]

Have you ever had an experience with your prospective clients, where you’ve totally dedicated hours, sometimes even days gathering information and sharing it with them only to have them drop off the face of the earth?  Have you ever thought to yourself; “How rude and disrespectful of them“?  You’re probably right for feeling this way. […]

Have you ever met with a buyer or seller who was very close to pulling the trigger but then decided to wait, only to change their minds? This prospect is known as a “Be Back”. We all recognize that real estate purchases are quite involved, so in most cases, both buyers and sellers rarely make […]

We’ve all embraced the concept of Spaced Repetition as being the best way to learn a new approach. Yet Agents overlook the opportunity to use this approach to overcome the resistance clients must change. Keep the following in mind: Buyers Have Mastered Just “Sitting on the Fence” Buyers have spent, in some cases, up three […]