How many leads have you generated from your real estate business since you started that have never closed? You probably don’t know the answer, but I bet there are quite a few. Most real estate agents focus on leads that are easy to close – prospects who want to buy or sell their home now. [...]
With so many real estate transactions starting online, is there a benefit to farming for real estate listings? Every day I hear agents complain about farming: If they mail, they aren’t getting any responses or it’s too expensive. If they try personal contact, no one is home, people don’t talk to strangers, or calling your [...]
Great listing presentations are clear, concise explanations of how you will help sellers sell their home. The best presentations focus on listening to the seller talk 80% of the time and you asking and answering questions 20% of the time. The secret is to be prepared with a list of questions you will ask and [...]
Turning a potential buyer into your client can be challenging for many real estate agents. If a potential buyer calls you on the phone or walks through your door, do you have a system in place to qualify the buyer before you show them homes for sale?
A Reader Asks: In a hot sellers market and discount commissions becoming more the norm…how do you maintain value and hold the commission rate where it needs to be (at least 6%). When I shop at any grocery store or department store, those retailers have built in to the pricing the cost of lost goods, [...]
Typically, Realtors were salesmen. They did everything a traditional salesman would – cold call, knock on doors, talk incessantly about their product and how wonderfully experienced they and their company was. They wouldn’t take no for an answer and could overcome any objection. Many Realtors spent a good 80-90% of their time finding and converting [...]
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