What’s the difference between top performers and the rest of the pack? You might think that they have something special-some unique talent or instinct that separates them from everyone else. Plus, maybe, an inordinate amount of luck. Perhaps those variables can be used to explain away the difference between high achievers and the average professional. …

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real estate website best practices

There are several things to keep in mind with regard to Expired listings: They’ve already made their most important decision, that is, to sell their home. So, no convincing is necessary. They are obviously open to working with a real estate agent. They have a property they need or want to sell, and, at that…

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There is no other way to put this, but: to be a top-performing real estate agent you must master the “art” of phone-prospecting. If you’re an Espresso Agent client, you already have a great phone-prospecting and CRM system at your fingertips. But that alone might not always be enough for some agents who are challenged…

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We recently posted about Espresso Agent’s powerful new Neighborhood Farming tool available through our CRM. In today’s post, we’re going to take a deeper dive into the power of neighborhood farming, but focus on the language most commonly used in our industry: circle prospecting.  Let’s start with a basic definition of circle prospecting: The definition…

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real estate time management

We wonder how much time you’ve wasted in your sales career because you didn’t take adequate time to pre-qualify a prospect. Perhaps, in your excitement to move the ball forward on your first call, you failed to ask a few basic questions, the answers to which might have prevented you from going down a terribly…

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real estate year end planning

Experienced real estate agents understand the unique challenge posed when working with new expired prospects. These homeowners are (rightly so) often frustrated and discouraged. They’ve likely spent months dealing with last-minute, inconvenient showings, any number of open houses and probably a certain number of shifting pricing strategies. And, after all of this “activity,” they have…

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fsbo sign for fsbo leads

Inside the Mind of an FSBO Whether you’re relatively new to real estate sales or have been in the business a long time, if you are NOT mining the rich vein known as For Sale by Owner Leads (FSBO), you’re missing an extraordinary opportunity to drive revenue. In this post, we’ll look at some of…

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Did you know that 70-75% of all listing appointments are set in a lead follow up call? Which means, you’re potentially leaving a lot of revenue on the table if you don’t have a solid lead follow up plan. Let’s start with defining a lead. Many agents assume that having any contact in a file constitutes…

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neighborhood farming ariel view

So, you secured a great listing in a much-desired neighborhood, with top schools and excellent retail close by. Perhaps you’re planning an open house in the coming weeks? The next question is: what can you now do to maximize the revenue-building potential of that listing? The answer, of course, as any top real estate agent…

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Expired listings represent both a tremendous opportunity and significant challenge for real estate agents. The opportunity, of course, is to be the white knight who swoops in to turn failure into profit for frustrated homeowners. On the flip side, those same homeowners may now be leery of any real estate agent who claims to have…

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