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Real Estate Lead Generation
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…
Read More5 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…
Read MoreVersatile 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…
Read MoreVersatile 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…
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 MoreVersatile Selling: Working with Analyticals
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, in Versatile Selling is About Adapting, we introduced the importance of identifying and understanding the various “social styles” we are likely to experience in our real estate prospecting efforts. As…
Read MoreVersatile Selling Is About Adapting
Most people, by nature, are “reactive” in their interactions with fellow humans: They observe. They make conclusions based on these observations. They respond based on their conclusions, then assess the outcome of their response. For the most part, this process serves us well. However, when it comes to selling, our reactive habits are likely limiting…
Read MoreAre you a Versatile Seller?
Today we launch a multi-part series covering the importance of understanding personality types in selling. Our source material for this series is one of the best books about selling that most people have never heard of: Versatile Selling, published by Wilson Learning Library. As the authors say early on in the book: “Versatile selling is…
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 MoreThe Power of Questions: Part 2
Last week, in THE POWER OF QUESTIONS: PART 1, we provided an overview of the importance of asking great questions on the journey to super-success in real estate sales. We reiterated the point (made frequently in this blog) that the best way to create rapport and trust with a prospect is to ensure THEY do…
Read MoreThe Power of Questions: Part 1
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,…
Read MoreReal Estate and the Art of Conversation: Part 2
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…
Read MoreReal Estate and the Art of Conversation: Part I
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…
Read MoreAre You a Production-Focused Agent?
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…
Read MoreMastering the Preview: Part II
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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