Prospecting

Overpriced Listing: 4 Reasons to Think Twice Before Jumping In

overpriced listing

Let’s set the stage with regard to an overpriced listing. You’re meeting with a client preparing to list their home. You go over the comps, but the client insists on a higher listing price than you are comfortable with. All your training is telling you to stick to your scripts. Years in the real estate…

Read More

Year End Planning: How To Finish Strong

year end planning

A couple of months ago, we addressed the need for solid year end planning. With November here and the holidays around the corner, we take another look at how you plan to finish the year strongly. Real estate is a cyclical business and traditionally, this time of year is a high point for retail sales…

Read More

Adapt: Flexibility Instead of Reactivity is Key to Success

adapt

To be able to adapt is to recognize that the only thing we can count on in life is change. Markets change and the economy changes. Our colleagues change firms, technology evolves and of course, clients can – and do – change their minds. We often have little to no control over these changes, but…

Read More

A Client’s Good Will: How To Earn It and Keep It

client's good will

How good are you at earning a client’s good will? The late comedian Mort Sahl had an expression he employed most frequently to poke fun at President Richard Nixon: “Would you be a used car from this man?” The implication was that Nixon wasn’t likable or trustworthy enough to buy a car from, despite his…

Read More

Prospecting For Life

leadership

Let’s face it: if you are to have a successful career in real estate, you’ll always be prospecting. Sure, it gets easier as you build a reputation and gain more referrals, but you will never stop seeking out qualified prospects. The start of a new year is the perfect time to examine your habits and…

Read More

Active vs. Passive Prospecting

overpriced listing

Prospecting is a frequent topic of conversation in the real estate business as every agent is focused on keeping their lead pipeline full. Less talked about than specific means are the different broad strategies and ways to find prospects. Active prospecting refers to some of the traditional tools we think of, including cold calls, referrals,…

Read More

Working With High Net-Worth Clients

Real estate agents work hard. Sometimes, we feel like we toil away, cranking out listing after listing, hammering on closings, all in an effort to reach our financial goals and answer the ‘why’ of our exertions. We’d all like to get maximum return for minimum work and a high net worth client base is one…

Read More

Building Momentum

Physics and real estate may at first glance appear to lack much in common, but Newton’s Third Law of Motion is something we can all relate to. Formally stated, Newton’s third law says, ‘for every action, there is an equal and opposite reaction,’ but in layman’s terms, that translates to ‘what goes up must come…

Read More