Selling

Moving On From Failure

Let’s talk about the ‘F’ word: Failure. Fear of failure lurks within us all but rarely on motivational blogs does anyone address the issue directly. However, failure is as much of fact of life as death and taxes and we all – even the most successful super-agents – face it sometimes. Today, we address how…

Read More

Habits of Highly Effective Agents

Writer Stephen Covey wrote the self-help book, “The 7 Habits of Highly Effective People” in 1989, and since then the book has spawned spin-offs (“The 7 Habits of Highly Effective Teens,” by Covey’s son, Sean) and sold more than 25 million copies in 40 languages. The obvious conclusion is that many people are seeking guidance…

Read More

Predictive Analytics in Real Estate

We talk about lead generation and conversion a lot because it’s literally the most important aspect of a successful real estate career, but today, we examine the topic from a different angle: Data. Companies across the world, including the behemoth management consulting firm, McKinsey, have examined the effective use of predictive analysis in generating sales.…

Read More

Get Out of Your Rut!

At some point in your real estate career, it’s likely you get stuck. Fall into a rut. Lose your bearings. No matter how astute or successful you are, it’s only human to hit a wall, in which you feel like nothing you do is working. What’s an agent to do? Revisit the basics of finding…

Read More

Amp Up Your Prospecting

Those of us in the real estate profession have chosen the field for differing reasons: For some of us, it may be we like the competitive nature. Some entered the field because we like helping families with major life decisions and still others followed family members into the business. But for all of us, the…

Read More

Prospecting For Life

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

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

Getting The Most Out Of Networking Events

The term ‘networking’ may conjure up queasy sensations of glad-handing used car salesmen, but it’s necessary for growing our pipeline and it doesn’t have to be unpleasant. In fact, networking events can – and should – be enjoyable, as they give you a chance to add to our pipeline and present your best self to…

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

Stay Focused in a Chaotic World

Nothing is more important to a successful career than keeping our eye on the prize and retaining focus. But in 2018, there are countless ways by which we can be easily distracted: smartphone apps, 24/7 cable news stations, the finger-in-the-electric socket that is politics, the ability to watch TV on our computers at all hours…

Read More