Overcoming the Reflex NO!

Regardless of how long you’ve been in real estate, if you’re calling EXPIREDS, you’re likely familiar with the “reflex NO.” It makes sense, right? A property doesn’t sell, the listing expires and the homeowner is inundated with calls from real estate agents who sense a quick sell. So, the homeowner’s only defense is to just…

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Do These 4 Things When Working With Scripts

One of the things we reinforce as often as possible in this blog is the importance of working with scripts. Top-performing real estate agents know how to maximize the use of scripts to control the flow and direction of every prospecting call. As we are early in 2022, we thought it might be the perfect…

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7 Tips for Better Sales in 2022

Happy New Year. Are you ready to make 2022 your best year EVER? Whether or not you met your goals in 2021 (and especially if you didn’t), this is the perfect time to take a deep breath, recalibrate and get your head in the 2022 game ahead. As with anything in life, the basics matter.…

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Here’s to your Health… and Success in 2022

The benefits of a regular exercise regimen are well documented, so we won’t use this space to rehash information and statistics you’ve probably heard a million times. But one thing’s for sure, regular exercise helps to keep your mind focused and energized; two qualities that are critical  to successful real estate prospecting. If you have…

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Remind Your Sphere That You’re Here

Some real estate agents chill out these final weeks of the year. Others turn up the heat knowing that there are deals to be had. In that regard, you might want to check out our post from last week: Here’s Why Your Best Year Ever Begins on January 1. Regardless of what category you fall…

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5 Great Ways to Generate Real Estate Referrals

There are plenty of things an agent can do to increase their real estate lead generation efforts. However, becoming comfortable asking for real estate leads or even knowing how to create opportunities for referrals can leave some agents staring into space.  The following five ideas are great ways for agents to generate real estate referrals…

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Here’s Why Your Best Year EVER Begins on January 1

For most top performers in real estate, expired listings are often considered the lowest-hanging fruit when it comes to transaction potential. And, if you don’t know this already, the fruit doesn’t hang much lower than it does on January 1: the BIGGEST EXPIRED LISTING DAY of the year! Your 2022 Work Year Begins on January…

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Versatile Selling: Working with Expressives

Today we finish our series on working with specific social and personality styles by focusing on the group known as “expressives.” THE EXPRESSIVE PERSONALITY We saved the expressive social style for last because, frankly, this is the group that can be most “enjoyable” to work with. Expressives are passionate, intuitive and creative. They are also…

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Versatile Selling: Working with Amiables

This is the third post in our series on working with specific “social styles.” In our first two posts, we covered working with Analytical and Driver social styles. Today, we focus on Amiables. THE AMIABLE PERSONALITY After the unique challenges of selling to drivers or analyticals, working with those who have an amiable social style…

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Versatile Selling: Working with Drivers

In today’s post, we continue our series on Versatile Selling, pulling from the book of the same name published by Wilson Learning Library. Last week we looked at strategies to use when working with Analytical Social Styles.  Today we move to Drivers. THE DRIVER PERSONALITY On some level, the Driver social style is often the…

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