Great Questions are the Key to Successful Follow-Up

Perhaps you’ve heard this stat regarding real estate prospecting: more than 70% of real estate listings happen after the first contact. In that post, we discussed the importance of dedicated, persistent follow-up until you secure that listing presentation. And for many, the key to successful follow-up is knowing how to ask the right questions, WHY…

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Mastering the preview appointment with a homeowner

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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5 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.…

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