The short answer is because they can. But the longer answer is that they have built a book of business. They’ve worked hard for their clients and now those clients are eager to send referrals, and along the way they have probably taken specific steps to drive them. They have earned the luxury of doing… Read more »
Why Veteran Agents Prospect Less
Get with the Times: Communication Methods for Financial Advisors
In an industry that’s as personal as finance, effective client communication is key. As an advisor, it’s vital that you recognize that as the times change, so does a client’s preferred communication method. Failing to align your communication methods with the present times could result in your clients leaving you in the past. So, exactly… Read more »
What REALTORS® Can Learn From Starbucks
Starbucks is a behemoth corporation and is a part of international culture. In countries around the world, people of different nationalities line up to get their caffeine fix, many of them daily consumers. The chain of cafes is a textbook example of ubiquity. These facts are made all the more amazing when you think about… Read more »
New Listings Checklist
Land a new listing? Congrats! Although extremely exciting—it’s not time to sit back and relax, quite yet. There are certain responsibilities—from completing forms to ordering new signs—that need to be taken care of to ensure that you don’t miss a beat when listing the new property. Download this checklist to help you prioritize and stay… Read more »
How to Fix a Shattered Relationship
Unfortunately, it doesn’t take much for a relationship with a customer to become flawed. Whether it’s a missed deadline or a pricing dispute, conflict happens to the best of us. In a perfect world, a tattered relationship would fix itself, but we all know that business is far from perfect. The next time you find… Read more »
3 Critical Home Inspections for Newly Built Homes
Many buyers have heard a lot of horror stories when it comes to maintaining an older home. So, when they go to buy a house, they choose to take up residence in a brand-new property thinking it will be hassle free. More often than not, a brand new home will be less prone to issues,… Read more »
Should You Count an Introvert Out?
What comes to mind when you envision the typical salesman? More than likely, you’re picturing an individual who is sociable, possesses charisma, and exudes confidence—a true extrovert. While there might be some truth to this stereotype, it doesn’t mean that introverts can’t make successful salespeople. But, what exactly can you learn from an introvert?  … Read more »
3 Forums Real Estate Agents Need to Join
The buyer’s journey has changed forever. Now that technology is a ubiquitous part of everyday life, prospects have access to vast quantities of information. Most customers complete 60% of the purchasing process before they even talk to a salesperson—they do research before buying nearly everything. This stat is so important to real estate agents because,… Read more »
Don’t Let Them Get to You
Unfortunately, difficult clients can go hand-in-hand with business. Even if your customer service department is as pristine as Amazon’s, clients are bound to have some sort of an issue. Although the pesky ones can cause an extra headache, there are certain methods to help your team better handle a trouble-client’s madness. Stay calm. A general… Read more »
The Attention Economy
As I write this blog, I’m finding it hard to focus. There are a lot of temptations out there, and sweet distraction is only ever a few clicks away. We have computers in our pocket with a nearly infinite supply of content on them. Billion-dollar corporations curate that content and engineer the delivery of it… Read more »
Never Dance Around the Close
I teach everyone on my sales floor to “assume the close,” meaning they should go into every pitch already convinced they are going to land the client. Reality dictates that there is still a long way to go. Objections will arise, and more than likely the sale won’t happen, because sales is a losing game…. Read more »
