Has it occurred to you that the service you provide for your clients might be “more and better” than the service other agents provide? If providing exceptional service is, to you, no more than doing things the way you believe they should be done, you might not notice how special you are. As a consequence, […]
Should you take a listing you don’t like?
And… whether you think you should or should not, DO you take listings you don’t like? If so, do you find it difficult to get them sold? This week Barbara Todaro wrote a post asking “If you don’t like a listing, will you be able to sell it?” It’s a good question, and she got […]
The Holiday Home Selling Season is Here!
If you’re thinking of slowing down from now through January 1, think twice. There really is a holiday home selling season and you might as well be the one doing the selling. Plenty of agents shut down during the holiday home selling season. For all of the 19 years that I was an agent, I […]
Sell more homes when you ask questions
Are you asking enough of the right questions? When you have a buyer client you ask questions about what they’re looking for, their budget, etc. You may ask them to write three lists: Must have, would like to have, and “absolutely don’t want.” Armed with that information, you do the research and find homes for […]
Spooky Clients – not just for Halloween
Happy Halloween! In recognition of the season, it’s time to discuss spooky clients. They come in many varieties, as you shall see… Vampires are common Spooky Clients Vampires come out at night, and they expect you to come out with them. These spooky clients are the buyers and sellers who could only meet with you […]
Are Expired Listings and FSBO’s worth pursuing?
Are expired listings and FSBO’s worth pursuing? That all depends upon where you are in your career, and whether you’ve settled on a niche or a geographic territory. If you’re receiving plenty of referrals and getting a lot of repeat business, you probably don’t need them. If you’re doing well marketing to your niche or […]
Is there one prospecting method that works for everyone?
It sounds crazy, but I believe the answer is yes, there is one prospecting method that works for everyone. For the most part, I believe every agent should follow his or her own path – choosing a niche or a neighborhood to prospect. However, unless you work exclusively with buyers or prefer only to work […]
Marketing fail: Anatomy of a terrible prospecting letter
This has been my week for receiving lame promotions. Yesterday it was a prospecting letter that’s a true marketing fail. I have to give this woman credit just for trying, because so few in our area bother with prospecting, but… Oh boy what a mess her letter is. I was sorely tempted to write and […]
Agitation is for washing machines – not real estate sales
A few Active Rain posts lately have mentioned troubles with agents, buyers, and sellers who are so skilled at agitation that they turn their transactions into hair-pulling dramas. They can become a real nightmare when phone calls, emails, and texts start flying – blaming everyone for some problem that either doesn’t exist or could have […]
Generation Z is coming. Should you begin preparing for them?
Depending on which report you read, generation Z consists of people between the age of 7 and 22 or 23. They seem a bit young to start being the focus of your marketing efforts. However, according to this article, (Scroll down – you don’t have to download anything), “Hundreds of thousands have already purchased their […]