Archive for the 'Sales Strategies' Category

The Ten Dumbest Things New Agents Do: Part II

In my last blog, I listed what I thought were 5 of the dumbest mistakes new agents make. Here’s the rest of the list of 10:
6. Starting the business part-time, with no ‘drop dead’ exit plan from your other work. I know. I started part-time, [...]

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The Ten Dumbest Things New Agents Do

We all want success easily. We all want to ‘do it our way’. And, if we’re honest, in our quest for easy success, we’ll all done dumb things. That is, we realized they were dumb–after the fact. So, just because I’m picking on new agents here doesn’t mean I haven’t done many more than just [...]

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The Five-Step Dialogue to List a Property that will Sell–NOW

Do you have a specific process to assure you list properties that sell? In many areas of the country, the market has turned from ‘list it at almost any price and you’ll have 3 buyers bidding’, ‘to list it with precise laser focus to get it sold.’ There are several sales skills agents need as [...]

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Does your Training Program Measure Up?

You’re an agent just licensed. Or, perhaps, you’re an agent with less than two years in the business. You want to be as successful as you can possibly be. You believe that some of that success will be due to your training program. You’re looking for a great training program. What should you expect from [...]

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Systematize Yourself

Have you found yourself going to too many different directions? Do you have some significant time management challenges? In this world of lightning change, agents can struggle just to stay even–much less get ahead. The ability to organize these changes seems daunting. But, the need is greater than the risk. If we can’t manage the [...]

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First Impressions: How’s your Phone Voice?

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 [...]

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Before You Take that Second Job…

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 [...]

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Do You Know How Much your Clients Love You?….or Not?

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 [...]

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Polish your Trust Level to Platinum

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 [...]

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Are You Drowning in Clutter?

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 [...]

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