Selling

Thoughts on Year-End Planning

It’s been quite a year. “Unprecedented” has been a favorite adjective tossed around by the press, pundits and everyone in between. Unprecedented or not, 2020 is winding down. This time of year, is typically a high point for retail sales, but not as much for real estate. Of course, 2020 has been anything but typical.…

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Be Comfortable with the Numbers

There are myriad variables that often define the line between success and failure, some of which are out of our control. But one thing is certain: when it comes to high-performing real estate agents, most make a habit (obsession?) of constantly reviewing and understanding the numbers that define their business. Like anything else, comfort with…

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The Little Things Matter

Last week we posted about how to win by focusing on the big strategies. We reiterated many of the themes we often discuss in this blog: accountability partners, leveraging the value of expired listings, FSBOs, etc. Today, we shift gears to look at how top performers win by managing the little things, the small habits…

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Success with Expireds

When it comes to expired listings, always remember: You can assume they are motivated because they’ve already made the decision to sell their home. They are likely not adverse to working with a real estate agent. They have a property to sell without having an assigned agent. Here are a few noteworthy statistics to keep…

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Overcoming Call Reluctance: Part 2

successful real estate agent

In the first post in this series on call reluctance, we focused on why you get it and how you know you have call reluctance. Obviously, a major contributor to call reluctance is fear, whether it’s fear of rejection or fear of failure. We are hard-wired to be fearful when faced with feelings of dread.…

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Overcoming Call Reluctance: Part 1

successful real estate agent

If you watch Vulcan 7’s weekly video series, “Roadmap-How to Take 3 Listings a Week,” you know there are two primary characteristics that define top-performing agents: They focus on listings as their primary source of revenue-generation They are almost obsessive about their morning routines, almost all of which are anchored by dedicated phone-prospecting time. In…

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Understand Your Value Proposition

No need to remind you of this, but real estate is a brutally competitive business. Consider: There are more than 1.3 million agents in the U.S., according to the NAR The median number of transactions across those 1.3 million agents was 12 in 2019 Everyone’s hungry to nail down the next listing. Everyone is promising…

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Are You Effectively Pre-Qualifying?

One thing is for certain about the real estate business: agents waste a lot of time by not adequately pre-qualifying prospects. To a certain degree it’s understandable. You make a connection while phone prospecting, and the person seems eager to move forward. You get excited, perhaps forging ahead without asking some basic questions. And, in…

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The Benefits of a Morning Workout

Most high-performing real estate agents stick to a routine every day. They might get up very early and take time to meditate or read or just sit quietly before the bustle of the day takes over. Many agents take time for daily affirmations. Role-playing with an accountability partners is another great strategy to start the…

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A FSBO Refresher

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Anybody who’s been in real estate sales for any amount of time understands that FSBO (For Sale by Owner) can be a significant source of revenue. This is especially true for Vulcan 7 agents who get the newest FSBO leads loaded onto their desktop every morning. We’ve written previously in this blog about how to…

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