Espresso Agent Blog
Your Real Estate Lead Generation Resource

Versatile Selling Is About Adapting

Real estate agent looking over documents with couple

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?

montage of business people

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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2022 Business Planning Starts Here

Dial cranking up from Start

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…

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The Power of Questions: Part 2

question marks in circles

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

question marks in circles

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

Young woman speaking into headset smiling

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

Young woman speaking into headset smiling

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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Are You a Production-Focused Agent?

knob moving to express success

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…

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Mastering the Preview: Part II

Welcome sign in front of inside view of nice home

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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Mastering the Preview: Part I

Welcome sign in front of inside view of nice home

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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This Time-Management Hack is a Game-Changer

tomato shaped kitchen timer next to computer

One of the oft-overlooked aspects of success in real estate is time management. The industry tends to focus (this blog is no exception) on the “hard,” tangible skills & strategies such as prospecting expireds/FSBOs, lead generation tips, call-to-listing ratios, closing strategies, etc. To be sure, mastering these strategies is critical to long-term success in this…

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Practice Resilience

Smiling Real Estate Agent with New Homeowners

Slumps happen! Even if you stick to your routine, and are finding success, you’re likely to hit a dry run. It’s the nature of sales; always has been and always will be. Some days, it seems like every prospecting call nails a listing. Then, without warning, you might go through a period when you’re wondering…

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10 Reasons to Start Your Morning with Exercise

running

A few weeks ago, we posted a mid-year business review checklist. In that same spirit, we thought this is the perfect time check-in on the state of your physical and mental health (which of course, are closely linked). A common characteristic shared by many top-performing real estate agents is an adherence to a strict morning…

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Send a Summer Video Email With These Scripts

Using cellphone with defocused city lights

We’ve come a long way in a year. Last summer we were struggling with masking, social distancing, quarantines and pretty much an end to summer activities as we knew them. But this year, there is a collective sigh as we go about the business of “summer” again. This might be the perfect time to re-introduce…

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Your Mid-Year Review Check List

Businessman looking at a line between a to b painted on a wall

Top real estate performers are goal and results-driven. Most begin the year with a written business plan that might include: Revenue goals Transaction goals Call metrics: # of calls=listing presentations=transactions Did you start the year with a business plan? If so, this is the perfect time to assess where you stand relative to your annual…

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