Coaching and New Real Estate Agents and Raving Fans and Real Estate Sales and Real Estate Success and Training and customer service carla on 30 May 2010
It is amazing to me that agents wait so long to get organized! I remember, though, how confused I was as a new agent. I just didn’t know what to do first. Luckily, though, I quickly found buyers and started selling homes. I’m going to tell you the bare truth: I was not organized, [...]
Coaching and New Real Estate Agents and Raving Fans and Real Estate Sales and Real Estate Success and Sales Strategies and customer service carla on 20 May 2010
Pretend you didn’t know you. Listen to your phone message. What ‘first impression’ are you making? We are so focused on technology today, that we are in danger of forgetting to effectively use that technology.
When I phone an agent today, I have no idea where that agent will answer his or her phone—or from what [...]
Coaching and New Real Estate Agents and Real Estate Sales and Real Estate Success and Sales Strategies and customer service carla on 06 May 2010
Are you thinking about getting a ‘real’ job?
When times get tough, agents think about supplementing their incomes with another job. Historically, these jobs have been in affiliated fields: appraisal, title, or insurance. But, now, those jobs are as tenuous as is real estate sales. So, the trend is for agents to seek ‘outside’ employment.
The Dual [...]
Coaching and Motivation and New Real Estate Agents and Real Estate Sales and Real Estate Success and Sales Strategies and Training and customer service carla on 21 Apr 2010
I just did a webinar for the National Association of Realtors’ Learning Library on “Getting to Yes”. (Click here to view). During these webinars, I ask the attendees questions to see how well they are communicating to establish trust. One of the questions I asked during this webinar was:
Do you use a written customer satisfaction [...]
Coaching and New Real Estate Agents and Real Estate Sales and Real Estate Success and Sales Strategies and Training and customer service carla on 12 Apr 2010
We salespeople can’t sell anything to anyone without first establishing an exceptional level of trust–an increasingly difficult thing to do. The ten tips I shared on in a recent radio show can help sales professionals build a ‘platinum level’ of trust.
The Ten Tips
1. Learn non-verbal skills and apply them in writing, on the phone, and [...]
Coaching and New Real Estate Agents and Raving Fans and Real Estate Sales and Real Estate Success and Training and Up and Running Coaching Companion for Manager and customer service carla on 30 Mar 2010
In our industry, we love to talk about being ‘value-added’. But, how would you know one if you saw one? Watch the actions, not the words.
If I were a manager, or a seller or buyer, and I wanted to find a value-added agent, here’s what I would look for:
1. Has a database, populates it
This [...]
Coaching and New Real Estate Agents and Raving Fans and Real Estate Sales and Training and customer service carla on 23 Mar 2010
Studies show many agents are still operating in the past, without the systems needed to provide that extra value to justify their commissions. Creating your buyer systems provides visual proof to buyers that you are helping them prioritize the parts of the buying process where they need a professional’s expertise.
The Information Hoarder/Revealer Agent Has [...]
Coaching and Motivation and New Real Estate Agents and Real Estate Sales and Real Estate Success and Sales Strategies and Up and Running Coaching Companion for Manager and customer service carla on 08 Mar 2010
Are you drowning in the clutter of your real estate office? Envision your business desk. If I walked into your office, what would I see? Could I see processes and systems you use in providing top quality customer service? Could I see your checklists, posted, so that I knew you followed a regular, proven procedure [...]
Coaching and New Real Estate Agents and Raving Fans and Real Estate Sales and Real Estate Success and Sales Strategies and customer service carla on 19 Dec 2009
We all talk about qualifying buyers and sellers. I hope, as the year folds into 2010, that you’ve made a goal of better qualifying methods for 2010. But, in addition, buyers actively qualify agents to figure out who to work with. (Or, if they just take any agent who comes along, they are disappointed because [...]
Coaching and New Real Estate Agents and Real Estate Sales and Real Estate Success and Sales Strategies and customer service carla on 12 Oct 2009
In a book about buyer representation I wrote for consumers, I chose the characteristics of an agent who I thought would best serve the consumer. Here’s that list:
has been in the business three to five years and seems real committed and enthusiastic,
has completed higher level training (Graduate REALTORS® Institute and Certified Residential Salesperson—both REALTOR®-sponsored educational series for [...]
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