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Why You Get Referrals

You get referrals from your past clients for one reason:

They’re 100% confident that you’re going to make them look good.

They boast about your skills like they just hired Michaelangelo to paint the powder room.

They know with certainty that you’re going to give their family and friends the exact same exceptional service and skilled guidance that you provided to them. 

When people have this level of confidence, they will go out of their way to recommend you, without being asked! They overhear a stranger talking about Real Estate in the grocery store, and they’re tempted to run over and push your services on them.

The only thing that stops them is the fear of looking like a raving lunatic.

When it comes to family and friends, there’s no hesitation.

“You’ve GOT to use (first name), the best REALTOR® in the world!”

But what if your client’s experience with you wasn’t top-notch? It was okay. Your customer service was...

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Why Certain People Drive You Crazy

We all naturally ‘click’ with some clients. It’s fun and easy to work with them.

Others? Not so much.

If you’re like most everyone, some folks just rub you the wrong way.  But, did you know that you probably drive THEM crazy, too?

Think about which of the following types drives you the craziest, and then I’ll reveal YOUR type.

  1. The person who likes to control everything and has little to no patience for “chitty-chat.”
  2. The loud, outgoing talker who shows little interest in your purely logical argument.
  3. The quiet, reserved person who can’t seem to answer a straightforward question.
  4. The engineer-type who has to analyze everything to death and can’t make a decision.

Now, before I reveal which type YOU are, understand that the above negative description is coming from the perspective of your opposite communication style, not from me!

If you chose #1 (The Driver), you’re #3 (The Amiable), and vice-versa. You drive each...

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Ten Steps to Greater Self-Confidence

Confidence is attractive.

When you know what you’re talking about, and you present yourself with skill and authority, people will trust you more.

TRUST is the reason you get business.

So, how can you increase your confidence, and thereby create more trust?

I’m not talking about “unwarranted self-confidence,” also known as “cocky arrogance.”

I know for a fact that you, are not suffering from unwarranted self-confidence.

How do I know?

Because these types couldn’t be bothered to read anything to try to improve themselves, which means they’re doomed to stay in their current state forever.

Sure, it’s possible to fool a few people into trusting you through sheer bravado, alone. But it doesn’t last, and it does more harm than good to your brand, overall.

Your brand, by the way, is NOT your logo or your tagline. Those things represent your brand on the surface, but your brand is something much more profound. It’s the...

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The Motivation Alignment Principle (MAP)

You’ve probably got different buyers at various stages of the home buying process. Some are anxious to find a home as soon as possible, while others are just beginning the exploratory phase.

So, how do you know each buyer’s motivation level?

Here’s a crazy thought. Ask them!

Just be straightforward and use this line:

“In order to provide the best possible service to you, I need to be in alignment with your motivation level. For example, if you’re a ONE right now, I’m a ONE, too, and you won’t be hearing much from me. But if you’re a TEN, I’ll drop everything right now and let’s go find your new home!”

This simple statement serves several purposes, including:

  1. It demonstrates that you care about how they are feeling, instantly improving the relationship and increasing the odds of continued good future communication.
  2. It shows your willingness to increase your attention to them in alignment with their increased...
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The Ridiculously Uncomplicated Follow-Up System (RUFUS)

You know what’s insane?

Spending thousands on marketing and not having a reliable Prospect Follow-Up System.

Or worse, forgetting to follow up with a referral or a hot lead you met at an Open House.

Oh sure, you talked to them once.  Then two months went by, and you noticed a new listing.

“Wait a minute. That address seems familiar.”

Yup. They listed with someone else.

Has this ever happened to you?

You get busy, you forget, you write notes on scraps of paper and lose them. You have no follow-up system, whatsoever.

It’s time to resolve this outrageously expensive problem, once and for all.

Let’s keep it as basic as possible for now. In fact, let’s use a Ridiculously Uncomplicated Follow-Up system (RUFUS). Here’s why:

If you can’t follow a simple system, you’ll never train yourself to use a more complicated program, such as Follow-Up Boss (which I’m told is excellent).

As with any computer software, what comes out is...

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Five Simple Steps to Getting Stuff Done

As a busy REALTOR®, chances are you’ve got a hundred little things to get done every day.

And you get them ALL done! Congratulations!

But, what about the BIG stuff?

You know. That website revision you’ve been planning for months, the new listing presentation, or the (fill in the blank) that you never seem to get to, because “there’s never enough time.”

Do you know why there’s never enough time?

It’s because you do the big stuff LAST, when you should be doing it FIRST.

The little stuff is never done, so you never have time to get to the BIG stuff. You’ve got your priorities completely backward. Here’s how to fix that right now:

  1. Accept that you CANNOT “fit in” the BIG stuff whenever “time allows.” Ha! The BIG stuff takes more concentration. You’ll need to work at larger projects for at least one solid hour at a time, without interruption.

  2. Plan to work on your BIG project for one solid Power...
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The Accidental Geo Farmer

I started my Real Estate career just like you did, with zero clients, zero prospects, and not a clue what to do next.

Since I had nothing better to do, I decided to go out and preview listings. Why? Because I LIKED looking at houses. There was no master plan.

I chose properties that were close to my home. Why? Because it was easier.

After a while, I made a game out of it, and started taking notes: This is what I think buyers will like, what they won’t like, how much I believe it will sell for, etc.

Then I tracked how well I did at the “Guessing the Sale Price Game.”

Of course, I was terrible at first, but gradually my skills improved to a level I never would have dreamed of a few months before.

I could walk into a house, look at it, and write in my notes, “Price needs to come down $10K, then it will sell for this much.” And I was right. Not every time, but more often than not.

Then I started doing Open Houses. I didn’t have any listings, so I...

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Marketing Your Marketing

There are two distinct marketing functions in Real Estate:

  1. Marketing your Listings and;
  2. Marketing Yourself ‍

A lot of advertising in Real Estate is under the guise of selling a property, but the real intent is marketing yourself and your services. For example, if you’re advertising a listing on Facebook, what do you think the chances are that some random buyer is going to notice your listing, fall in love with it, and buy it?

The chances of that happening—although not impossible—are about as close to zero as you can get.

That doesn’t mean you should NOT advertise on Facebook. You should!  If you’re not on social media, you’re neglecting a critically important tool that every agent should be using.

The point is, even though the line can be blurred sometimes, there’s a difference between marketing your listings and marketing your services.

Let’s think about this. What exactly ARE your services?

A potential seller wants to...

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7 Steps to Selling in a Pandemic

Sales are slow.

But they haven’t stopped! Homes are being sold EVERY day, all across North America, in EVERY market.

What about you? Are you getting your listings sold?

Or, are you feeling frustrated and unsure what to do?

If so, you’re not alone.

Here’s some practical advice to help you get your listings priced right and sold. There’s nothing like racking up a couple of sales to cheer you up!

At the very least, you’ll be providing your seller clients with some critical information that they need right now.

“The more information you provide to your clients, the greater their ability to make informed and intelligent decisions.” – Ted Greenhough

Here’s how I suggest you consider the current situation for every one of your listings:

  1. Determine who is the ideal target buyer for your listing, and which other homes and neighborhoods that target buyer might consider.
  2. Determine the likely price range of that target buyer. For example,...
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How to Overcome Your Aversion to Video

“I sound and look terrible.”

The words EVERYONE says immediately after viewing their first video performance.

You think you sound terrible because the voice you’re hearing is not what you hear inside your head.

But ask anyone else. “What are you talking about? Your voice sounds fine.”

That IS your voice, after all.

Now, what about not looking like a movie star? Is that a problem? 

Guess what? You look the way you look, and literally, no-one else in the world has a problem with it. In fact, some of them think you’re downright gorgeous. Just imagine that they all do!

What else? Your performance isn’t up to the standard of a professional news reporter.

OK, you’re probably right about that…

But still, nobody cares! After all, you’re NOT a professional news reporter, right? You’re a skilled, experienced, knowledgeable REALTOR®, and people care about what you’ve got to say.

You are indeed your own worst...

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The unrestricted TRUTH about how Real Estate Really Works, for hard-working, high-integrity agents who want to learn how to defeat Gimmicky Slicksters.

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