Nurture Your Sphere of Influence with These Tips

Most successful, prospecting-driven real estate agents know the importance of building and maintaining their sphere of influence (SOI). While your SOI may not represent the same level of immediacy or urgency as expired listings or FSBOs, it does represent a solid foundation for future revenue opportunities. Your SOI is essentially anybody with whom you have…

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Expired Listing

10 Tips for Success with Expired Listings

Last week’s post provided a refresher course on working with For Sale by Owner prospects. Today, we’ll offer a deep dive on how to maximize your efforts with those homeowners who have a recently-expired listing. To begin, let’s review several important facts about expired listing homeowners that affirm their value as prospects: More than half…

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FSBO

A FSBO Refresher

For Sale by Owner listings continue to be an excellent source of revenue for agents. Today we’ll take a look at FSBO strategy from two angles. First, how experienced agents look at FSBOs. And second, how new agents should approach FSBOs. EXPERIENCED AGENTS AND FSBOs Experienced pros understand that FSBOs are motivated to sell, yet…

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Are you a Power Closer

Close Strong With These Strategies

Your prospecting efforts have paid off with a listing presentation. Your listing presentation looks great, covering the essentials in a clear, concise manner. And the prospect seems to be engaged in what you have to say. The question now is: are you ready to close? For many agents, making the close can be a challenge…

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9 Tips for Maximum Productivity for Real Estate Agents

9 Tips for Maximum Productivity

Top-performing real estate agents typically spend about 70% of their time on production-focused activities, most notably: new business prospecting, lead follow-up to secure appointments, and listing presentations. The remainder of their time is devoted to administrative activities, managing teams, and problem-solving. To be successful in real estate, you need to be committed to improving your…

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Embrace Change With These 10 Tips

Embrace Change With These 10 Tips

We all know it: change is difficult! It’s much easier to stick with the familiar and comfortable than to put ourselves out there and risk taking a chance at something new. Human beings are hard-wired for safety. This predilection for staying safe might explain why less than 5% of real estate agents across the country…

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Accountability Partner

Here’s Why You Need an Accountability Partner

Regular readers of this blog know that we tend to pound away at some basic tenets for success in real estate, including: Importance of phone prospecting on a regularly-scheduled basis (i.e. daily). Investing in yourself; for example, using a lead gen/CRM software system such as Espresso Agent Embrace the value of paid coaching advice Another…

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Follow up

Be Fanatical about Follow-Up

Here’s a fact worth remembering: MORE BUSINESS IS LOST from a lack of lead follow-up, than from a lack of prospecting? Yes, top-performing real estate agents get between 70-80% of their listing appointments as a result of their persistent follow-up efforts. Here’s what’s really amazing: about half of all agents don’t even follow up with…

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Overcoming the Reflex NO!

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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Working With Real Estate Scripts

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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