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Good is the Enemy of Great

general real estate May 23, 2019

Jim Collins opened his book Good to Great with the statement, “Good is the enemy of great.”

He explains that this is one of the key reasons why we have so little that becomes great. We don't have great schools, principally because we have good schools. We don't have great government, principally because we have good government. Few people attain great lives, in large part because it is just so easy to settle for a good life.

One of the conclusions of Good to Great is this:

“Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of conscious choice, and discipline.”

If you want to be a great REALTOR®, you’ve got to stop settling for “good enough”. 

You’ve all encountered great REALTORS®, and I’m not talking about the “celebrity” agents; the ones who spend hundreds of thousands of dollars marketing themselves.

I’m talking about the quiet ones, who...

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The 4 Communication Styles

communication May 16, 2019

You know those “lucky” REALTORS® who always seem to get what they want? 

That’s not luck!

Those agents have mastered the skill of recognizing different communication styles, and they’ve learned to adapt their style to match.

In any relationship-based business, this is likely the #1 most important skill you can develop, and it’s not nearly as hard as you might think once you set your mind to it.

Let’s start by identifying the four main communication styles, as shown here:



The horizontal axis measures assertiveness and pace, and the vertical axis measures responsiveness and whether a person is more relationship-oriented or more task-oriented.

Now, let’s look closer at the different communication styles and consider how you might alter your style to communicate with other styles more effectively.

1. The Analytical

Analytics are information oriented, and they have a keen eye for detail. They have a deductive reasoning process and will...

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The Truth About Real Estate Training

general real estate May 09, 2019

When it comes to choosing a REALTOR®, one of my core beliefs is that the public is best served by having direct communication with a knowledgeable, skilled, customer-service-focused individual agent (or partnership).

I was a top-performing individual agent for my entire career, earning between $590,000 and $865,000 from my second year–on.

When I first started in Real Estate, I realized right away that I was severely lacking in the level of knowledge and skills that I expected of myself, in order to feel like a true professional.

Let’s face it; it doesn’t take long to figure out that the stuff they teach you in “REALTOR® School” is woefully inadequate in the real world.

Compared to my previous business career – where I was regarded as an industry leader as the founder and president of a $50M company – when I first started in Real Estate, I felt like a fraud.

I mean, why should anyone trust ME – with such a minimal level of...

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The New Stats Are Out!

Do you dread analytical questions about the market? 

Do you struggle with how to explain to clients how the market may affect the sale of their property?

Do you have over-priced listings right now that are stressing you out?

Keep reading, and I’ll solve ALL these problems for you.

Personally, I always thought that having a clear understanding of current market conditions was the #1 most important part of my listing presentation.

In my local market, we have a high percentage of analytical types, including thousands of engineers and other scientific people.  But these are not the only people who appreciate this type of information.  Studies have shown that a very significant percentage of the population have a preference for analytical thinking.

If you’re not giving these people what they want, you are most definitely limiting your potential. 

It’s not as hard as you might think to put together a Market Analytics section for your listing...

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Price It Right or Walk Away

listing presentation Apr 25, 2019

Have you ever knowingly accepted an over-priced listing?

We all have.  And here’s what happens, almost every time.

  1. The seller contacts you frequently wanting to know what you’re doing to “market the property”.
  2. You waste all kinds of time doing Open Houses and other activities, hoping beyond reason that somehow, it’s going to sell.
  3. You’re concentrating an undue amount of energy on your worst listing, to the detriment of your good listings.
  4. The sellers are completely resistant to any price adjustments. Big surprise: They haven’t suddenly become reasonable. ‍
  5. It ends badly. In their eyes, you’re a terrible REALTOR®. And guess what?  That’s what they’re telling others. 
  6. The listing expires. They list it with your competitor for the proper price (the one you recommended) and it sells right away. ‍

The kick in the head comes later when you notice that same competitor’s signs popping...

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The Truth About Photography

marketing Apr 18, 2019

It’s not JUST the Photographer

“The images are BY FAR the most important component in the marketing of your property.”

Whenever I made this statement during a listing presentation, I can’t remember a single time when my clients didn’t immediately and emphatically agree.

Because, guess what they were doing right before I got there?

Looking at listings!

And, of course, there are always plenty of examples of listings with terrible photography.  There’s no need for you to bring it up.

Your clients will often become quite animated about how awful some of those listings are. 

Of course, you use a professional photographer for all your listings, right?

If you don’t, why are you even reading this?  Go away! You need to go check out the Help Wanted ads, because you’re not going to be a REALTOR® for much longer.

Using a professional photographer is pretty much a basic expected service, nowadays.

So, what else is there to...

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The Truth About Video Tours

marketing Apr 09, 2019

The Case AGAINST

As a Listing Agent, you need to tie together hundreds of different tasks in order to achieve a successful sale. (The public has no idea how much work you do behind the scenes.)

But what is the primary purpose of all the work you do, up until the point of going “live” on the MLS System?

Your #1 most important job is to generate as many showings as possible.

The more showings you are able to generate, the higher the likelihood of achieving a successful sale.

There are plenty of things you can do to make your listing attractive to potential buyers, mostly centered around your presentation on the MLS System.  For example;

  1. A home-staging consultation;
  2. Using a great professional photographer;
  3. The care you take in selecting which images to use and in which order;
  4. Writing a compelling story that highlights the best features of the property;
  5. Et cetera.

Now, what about a video tour?

STOP!

With the possible exception of some very high-end properties, a...

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The Truth About Social Media

marketing Mar 22, 2019

Don't worry about it!

I have two questions:

  1. Have you ever lost a listing to another agent because of their strong social media strategy?
  2. Have you ever heard of a home selling due to a posting on social media? ‍

I’m guessing, your answers are:

  1. Yes, and;
  2. No

There are some extremely rare exceptions, but 99.99% of the time, the following is fundamental truth that cannot be denied:

Social Media is for promoting yourself, NOT for promoting your listings.

There’s nothing wrong with promoting yourself, of course.  But if you’re not great at Social Media, don’t worry about it. You certainly shouldn’t be losing listings because your competitor is falsely boasting about their fancy-schmancy Social Media strategy.

Here’s how to ensure that never happens again:

When you’re in the Listing Presentation, even if you don’t use Social Media at all, the biggest mistake you can make is to ignore the subject.

Bring it up!  Start by...

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What If There Were 14 Months?

organizational skills Mar 14, 2019

What if there were two extra months in the year; Planuary and Worktober?

And, what if you used Planuary and Worktober exclusively for planning and working on implementation of better systems and procedures?  No day-to-day work.  Just Big Picture stuff.

If this seems like an impossible dream, it’s not.  Humour me for a minute and read through this plan:

Time-block 90 minutes every day—Monday to Friday only—to work ON your business (not IN your business).  Here are the rules: 

  1. You must schedule 90 minutes every weekday (M-F), preferably at the same time so it becomes routine. For example, 9:30-11:00 a.m. every day.
  2. You must consider this time-blocked time to be sacred. Barring a personal emergency, NOTHING else take precedence over your Business Development Time;
  3. You must use this time exclusively for business planning, implementation of new systems and procedures, or practicing (your Listing Presentation for example);
  4. You must devote 100%...
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The Little Things

organizational skills Mar 07, 2019

Some REALTORS® are on a continuous quest for the magic pill that one day—ONE DAY!—will rocket them to a life of fabulous success and wealth. 

But I’m guessing that  YOU are NOT one of these dreamer-types.  You know how I know?

Because dreamers don’t go to the trouble of reading articles about how to be better.

Dreamers glance at the headline… “The little things?   I don’t want little things.  I want one simple BIG thing!”

And… They continue their futile quest.  I’ve seen many REALTORS® waste their entire careers chasing after the magic pill. 

True success is about doing a lot of little things correctly and in the proper sequence.

But, it can seem overwhelming to know what to do, why to do it, and how to do it.

It’s like a giant pile of puzzle pieces, with pieces from another puzzle mixed into your pile, and you’re missing the box, so you can’t even see...

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