Espresso Agent Blog
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Versatile Selling: Working with Expressives

dapper older man looking up & pensive

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

Businessman blurry smiling

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: How to Work with Drivers

Business man pointing at computer looking determined

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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Versatile Selling: Working with Analyticals

Woman pondering solutions

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, in Versatile Selling is About Adapting, we introduced the importance of identifying and understanding the various “social styles” we are likely to experience in our real estate prospecting efforts.  As…

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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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