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Business Planning Real Estate 2023
We’re now in the first week of Q4, and thought this is the perfect time to look ahead, and consider your business plan for 2023. But before we get to 2023, STOP!! If you’re like many real estate agents, you might put yourself into “cruise control” as you enter this final quarter. After all, you…
Read MoreReal Estate Lead Generation is About Mindset
As we often discuss in this blog, real estate lead generation is the key to success in our industry. But real estate lead generation, even for the top performing agents, is not a natural process. Prospecting requires commitment, dedication and, above all, focus. If you don’t have the right mindset when you start your lead…
Read More4 Tips to Diffuse a Negative Client
Anger. Annoyance. Frustration. Cynicism. If you’re in sales long enough, you will likely experience any number of negative responses from clients. It comes with the territory. If you’re like many people, facing negative clients can be challenging and draining. And for a real estate agent, the ability to handle negative clients can be the difference…
Read MoreClose 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…
Read MoreHere’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…
Read MoreVersatile Selling: How to Work 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…
Read More2022 Business Planning Starts Here
We’re in the home stretch for 2021, which means you should now have a pretty good idea of what your Gross Commission Income (GCI) will be through the end of the year. Hopefully you’ve had a great year and will finish strong. If your year didn’t meet expectations, hopefully you’ve learned some valuable lessons that…
Read MoreThis Time-Management Hack is a Game-Changer
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…
Read More10 Reasons to Start Your Morning with Exercise
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…
Read MoreYour Mid-Year Review Check List
Top real estate performers are goal and results-driven. Most begin the year with a written business plan that might include: Revenue goals Transaction goals Call metrics: # of calls=listing presentations=transactions Did you start the year with a business plan? If so, this is the perfect time to assess where you stand relative to your annual…
Read More5 Common Mistakes Made at Listing Presentations
There’s nothing more disconcerting to a real estate agent than to be sitting across from a disengaged homeowner during a listing presentation. Right? You did all the right things to secure the meeting as part of your prospecting efforts. You’ve created an excellent presentation. You feel good about what you have to tell the prospect.…
Read MorePractice Mindfulness Because Success Begins in the Present Moment
Being a real estate professional can be both exciting and lucrative. But real estate can also be stressful. It’s a hyper-competitive industry, with a lot of rejection. And, because agents are, in essence, their own boss, top performers need to be self-starters with an inordinate amount of discipline. To be sure, a certain amount of…
Read MoreShould You Hire a Real Estate Coach?
A common characteristic among top-performing real estate agents is their willingness to invest in a personal, real estate coach. Whether you’re new to the business or have been at real estate for quite some time, it’s worth considering the potential value of working with a coach. Yes, hiring a real estate coach can be an…
Read MoreOvercoming Negative Clients
No matter how long you’ve been in the real estate business, you’ve likely experienced your share of negative clients. It’s an occupational hazard. And, of course, there are degrees of negativity, from mildly annoyed to overly irate. If you’re the kind of person who is conflict-adverse, it can be challenging to work with someone who…
Read MoreWinning in a Low-Inventory Market
The good news for real estate agents is that, despite the financial insecurities created by the pandemic, we’ve not seen a decline in the demand for housing. The bad news, of course, is that inventory levels continue to decline. Or, is it really BAD NEWS? The truth is, you can’t control fluctuating inventory levels, any…
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