We’ve touched upon the importance of asking good questions frequently in this blog. For example, in OVERCOMING NEGATIVE CLIENTS, we discussed how insightful questions can help reset the table when dealing with a domineering client. Over the next few weeks, we’re going to take a deep dive into the importance of questions: what to ask,…

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Last week, in Part 1 of “Real Estate and the Art of Conversation,” we covered TWO essential points that all real estate agents must embrace if they want to be prospecting stars: You need to be a different person when you’re prospecting. You are, essentially, playing a role, just as an actor does when taking…

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Life as a real estate agent would be great if you didn’t have to prospect. Well, the reality is, you DO need to prospect if you want to earn the kind of money you’ve always dreamed about. That’s why top performers in our industry are defined by a single-minded commitment to daily prospecting. Some are…

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Generally speaking, high-performing real estate agents all tend to share a similar quality: they are PRODUCTION-FOCUSED! No matter how busy they might be with the details of the business (closings, previews, managing pendings, etc), they know they can’t afford to step away from production-based activities, such as: Lead generation Lead follow up Pre-qualifying Role play/practice…

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In last week’s post, we discussed the essential steps required to make your “preview visit” to a prospect’s home a worthwhile (and profitable) experience for both parties. As we said at the beginning of last week’s post, your first, important goal as a prospecting agent is to GET IN THE DOOR! There’s nothing like a…

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GET IN THE DOOR! As a real estate agent who primarily prospects expired and FSBO listings, you have one, singular, primary goal: to convince the homeowner on the other end of the call to invite you into their home to preview the property. No matter how good you are at connecting over the phone, true…

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One of the oft-overlooked aspects of success in real estate is time management. The industry tends to focus (this blog is no exception) on the “hard,” tangible skills & strategies such as prospecting expireds/FSBOs, lead generation tips, call-to-listing ratios, closing strategies, etc. To be sure, mastering these strategies is critical to long-term success in this…

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overpriced listings

We don’t need to remind you that real estate is one challenging business. Lots of agents going after a relatively small number of listing opportunities (even smaller in times of low inventory). When you call or meet with a prospect, how will they be comfortable with you as their agent, especially when they are hearing…

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Qualities of a Successful Real Estate Agent

Slumps happen! Even if you stick to your routine, and are finding success, you’re likely to hit a dry run. It’s the nature of sales; always has been and always will be. Some days, it seems like every prospecting call nails a listing. Then, without warning, you might go through a period when you’re wondering…

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A few weeks ago, we posted a mid-year business review checklist. In that same spirit, we thought this is the perfect time check-in on the state of your physical and mental health (which of course, are closely linked). A common characteristic shared by many top-performing real estate agents is an adherence to a strict morning…

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