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Work your scripts. No three words are more apt to elicit groans from real estate agents, but doubtless, every agent in the business started their career with script training. We’re here to tell you those aren’t just for rookie agents.  Even veterans can benefit from reviewing scripts to tighten up presentations for these are a…

There are many specialties within the real estate profession, and while working with high wealth clients in the luxury property market isn’t for everyone, it may be the right fit for you. After all, it’s arguable the same amount of work goes into million-dollar transactions as goes into the sale of a starter home. In…

In a serious world, humor does a great deal to defuse tense situations and lighten conversations with people we have just met, as demonstrated by countless common phrases referring to it. Laughter is the best medicine, we are often told.  A poem by Ella Wheeler Wilcox begins, “Laugh and the world laughs with you; weep…

Without a listing strategy, we have no business. All your networking, your marketing, your cold-calling and prospecting is directed toward this goal, for getting a listing is the first step to closing a deal. And, once you nail down a listing, the way you provide service will set the standard for futures ones. With so…

The late comedian Mort Sahl had an expression he employed most frequently to poke fun at President Richard Nixon: “Would you be a used car from this man?” The implication was that Nixon wasn’t likable or trustworthy enough to buy a car from, despite his two elections to the Presidency. Take the politics out, look…

Real estate professionals and jazz musicians appear to have little in common, but the great jazz trumpet player Miles Davis found synergy with his quote on time management: “Time isn’t the main thing. It’s the only thing.” Davis was far from the only famous person with sage advice about the efficient use of time, and…

For many agents – particularly those early in their careers – the thought of negotiating across the table with a customer or another agent causes hands to sweat and sleepless nights. One of the reasons is that we are afraid of failure, of not living up to the expectations we’ve set for ourselves. In this…

As August winds down and our school year routines take shape, it might be nice to think about taking a break, putting our feet up and enjoying the last days of warm weather. But it may also be the perfect time to hit the refresh button on our lead generation strategies. To be a top…

Real estate productivity is today’s topic. ‘Productivity’ is a word in business jargon that gets thrown around a lot, and surely, we all want to be productive. But, how real estate productivity is defined and how we maintain productivity can be a challenge. Puzzle no more! Follow our guidance for achieving maximum productivity in the…

Writer Stephen Covey wrote the self-help book, “The 7 Habits of Highly Effective People” in 1989, and since then the book has spawned spin-offs (“The 7 Habits of Highly Effective Teens,” by Covey’s son, Sean) and sold more than 25 million copies in 40 languages. The obvious conclusion is that many people are seeking guidance…

As real estate professionals, we typically think of ourselves as going above and beyond the minimum requirements to ensure our clients are satisfied, because without happy clients, we have no business. But: Suppose that, in order to ensure your client gets the best deal, you find yourself in the uncomfortable position of having to approach…

Artificial intelligence. The term conjures up images of scenes from “Mission Impossible” with its futuristic tone, but in fact, those of us with smartphones are already familiar with the technology. When Siri responds to our iPhone questions or Facebook shows us an ad for a product we just searched, we are using artificial intelligence (AI),…

Regardless of how good you are with the fundamentals (i.e. calling, lead generation, customer relationships), it’s critical that you remember it’s the mental intangibles that keep you balanced and focused on success. Here are six strategies for maintaining your psychological, emotional and physical equilibrium on the way to closing more deals. Real Estate Success 1.…

The 18th century British poet, Alexander Pope, coined the phrase, “A little knowledge is a dangerous thing, “which is largely interpreted to mean that having just a bit of learning on a subject can lead to overconfidence. In the highly competitive field of real estate, a little knowledge is indeed dangerous to those seeking success.…