Businessman pointing at Neuro Linguistic Programming graphic

Prospecting With Real Estate NLP

When it comes to real estate prospecting, one of the biggest challenges for any agent is to keep the conversation moving in a positive direction. It’s not always easy to get the person on the other end of the phone, for example, to say yes to your request for a meeting. Or, to get a…

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Real Estate Circle Prospecting Strategies

In today’s post, we’re going to take a deep dive into the power of neighborhood farming, focusing on the language most commonly used in our industry: circle prospecting.  WHAT IS CIRCLE PROSPECTING IN REAL ESTATE? Let’s start with a basic definition of circle prospecting: The definition of Circle Prospecting is cold calling targeted property owners of niche…

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This is your year

Start 2023 STRONG on New Year’s Day

We hope you’ve had a great 2022, and are ready for immense success in the coming year. Whether you’re a seasoned real estate veteran or relatively new to the business, you are aware that one of, if not THE best sources of short-term revenue is prospecting expired listings. And if you understand the value of…

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4 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…

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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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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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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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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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Are 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…

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The 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…

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The 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,…

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Real 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…

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Real 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…

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Mastering 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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Welcome sign in front of inside view of nice home

Mastering the Preview: Part I

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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