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Real Estate Prospecting: Active vs. Passive

Real Estate Prospecting Types Prospecting is a frequent topic of conversation in the real estate business as every agent is focused on keeping their lead pipeline full. Less talked about than specific means are the different broad strategies and ways to find prospects. Active prospecting refers to some of the traditional tools we think of,…

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Prospecting Real Estate Expired Listing Leads

Regular readers of this blog know that we focus on listings as the key to long-term success (and earnings) for real estate agents. And if you’re going to be a listing agent, you know that most top-earning real estate agents stick to a straightforward strategy for success: prospecting expired real estate listings. These leading agents…

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Think Production for Real Estate Success

Regardless of how long you’ve been in the real estate business, you’ve probably heard the term “production” thrown around. Real estate production is all about the time, energy, and focus you put toward your business goals. Production-focused real estate agents do not wait for business to come to them. Instead, they are proactive, using an…

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Real 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…

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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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Tips to Help You Be a Power Closer!

Your prospecting efforts have paid off with a listing presentation. Your listing presentation looks great, covering the essentials clearly and concisely. 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 challenging because they don’t…

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NEW Real Estate Agent Goals

If you’re new to real estate, congratulations on making the leap. You’re in an industry that offers you the opportunity to earn a tremendous amount of money. At the same time, you can enjoy the independence of working for yourself. But you also need to be realistic. Real estate is a very difficult business. The…

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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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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

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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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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Versatile 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…

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Versatile 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…

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Versatile 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…

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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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