Selling

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…

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Be the Best Professional You can Be

Look up the definition of professional and you’ll find the following: “A person engaged or qualified in a profession,” and “relating to or connecting with a profession.” With all due respect to Meriam-Webster’s Dictionary, those phrases don’t tell us much. As a young adult starting in business, the word ‘professional’ may have conjured thoughts of…

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High Wealth Clients: How To Be A Million Dollar Seller

high wealth clients

There are many specialties within the real estate profession, and while working with high wealth clients in the luxury property market isn’t for everyone, it may be the right fit for you. After all, it’s arguable the same amount of work goes into million-dollar transactions as goes into the sale of a starter home. In…

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Success in Q4 Begins with a Solid Plan Now

success

As kids, many of us likely felt September was more of a fresh beginning than the January New Year. The start of the school year meant new clothes, school supplies, promotion to a higher grade and more opportunities. As a real estate professional, September should still create that same type of sensation as you plan for…

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Leadership: Becoming The Consummate Sales Pro

leadership

In today’s post we take a different look at leadership. Say you’ve been in real estate for years. You’ve come up through the ranks as an affiliate agent then an agent, and now you are ready to branch out an open your own agency. “At last!”  you say to your yourself. “No more sales for…

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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…

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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…

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Self-Assessment: Know Your Strengths and Weaknesses

self-assessment

Each of us have our strong suits, those qualities that enable us to own a room and close a sale.But, just as every action has an equal and opposite reaction, we each also have qualities on which we could work to strengthen and improve. Self-assessment, the ability to objectively look at our strengths and weaknesses,…

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Honesty As A Policy: How To Get Real With Clients

honesty

Honesty, sharing the brutal truth with clients, isn’t always easy. As real estate professionals, we typically think of ourselves as going above and beyond the minimum requirements to ensure our clients are satisfied, because without happy clients, we have no business. Then this tricky thing called honesty gets in the way. However, suppose that, in…

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Negotiating: The Essence of Real Estate Success

client's good will

Negotiating is defined as ‘a discussion aimed at reaching an agreement.’  But, for many agents – particularly those early in their careers – the thought of negotiating across the table with a customer or another agent causes hands to sweat and sleepless nights. One of the reasons is that we are afraid of failure, of…

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