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;
Now, what about a video tour?
With the possible exception of some very high-end properties, a...
I have two questions:
I’m guessing, your answers are:
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...
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:
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...
There are a few key attributes that are clear indicators of your future or current success as a professional REALTOR®.
One of the TOP FIVE is being a rapid responder.
I once called a REALTOR® and got this voice mail, “This is Joe Sloe. Please leave a message, and I’ll return your call within two business days.”
I rolled my eyes and hung up, without leaving a message. I’m sure that 95% of his potential clients did the same.
He might as well have said, “This is Joe Sloe. I’m super important and I’ve got better things to do than return your phone call. If I think it’s worth my while, perhaps I’ll call you back.”
That phone message is terrible, but there’s something that is far worse:
Crickets. The complete and total non-response.
And, I’m not talking about just phone calls. The same applies to emails and text messages.
You might be saying to yourself,...
I just looked up “candid” in the dictionary:
candid – truthful and straightforward; frank, “His responses were remarkably candid”
I’ve had numerous past clients tell their friends this exact phrase about me, on several occasions, “He’s remarkably candid."
But here’s my question: Why is it “remarkable” to be candid? Wouldn't life be so much easier if we were all candid with each other?
If you’ve ever gotten an email from me, you’ll notice a quote at the bottom, “Try not to become a person of success, but rather try to become a person of value. – Albert Einstein”
I’ve always tried to run my life this way, which served me well during my Real Estate career. I’m no Einstein—that’s for sure—but his message rings true to my core values.
As a REALTOR®, I always told my clients the straight up truth, without any regard to whether my response...
The inspiration for this post is an email I read this morning, paraphrasing slightly:
“How to put a rosy spin on a negative market”
What? Why would you NOT want your clients to know the straight-up truth about the market? I don’t get it.
How are your clients supposed to make informed and intelligent decisions, based on Bogus Spin (BS)?
Let’s stop here for a minute and verify what kind of REALTOR® you are:
If you chose “b”, why are you reading this? Go tell your clients how rosy the market is. Good-bye.
If you chose “a”, here’s how and why you should always be straight-up truthful with everyone, no matter what:
Remember before you became a REALTOR® and you thought about what a fun and rewarding life it was going to be? You were going to spend all your time looking at amazing properties, socializing with the coolest people, and cashing fat commission checks!
Little did you know the volume of blood, sweat, and tears, required for every single one of those commission checks, many of which are surprisingly gaunt, when compared to the effort expended.
Worse yet, if you’ve been a REALTOR® for any stretch of time, you have most certainly wasted gallons of blood, sweat, and tears over a period of months, with certain clients, and…
Something went off the rails, and you now have NOTHING to show for all that time and effort.
The truth is that this business can be like a maze sometimes; it’s easy to make a simple mistake, forget where you are, turn the wrong way, and… Poof!
I’m guessing that you lost at least $50,000 in commissions last...
“My cousin Sally just got her Real Estate license, so we’re hiring her to help us buy and sell!”
How often have you heard some variation of the above? Does it make you cringe?
Don’t these people know that there is a huge difference in skills and knowledge, between Sally, and you?
No, they do not. Generally speaking, the public believes that one agent is the same as the next.
You’re just a commodity.
You know this isn’t true, of course. But, let’s face it: If you’re in any major market, you have literally thousands of competitors.
Are you able to very clearly articulate exactly what makes you better and different, compared to all your competitors?
If not, guess what?
As far as the public is concerned, you are in fact, a commodity.
Why should they believe any different, when you yourself can’t articulate the difference?
I’m not talking about, “My customer service is outstanding! ...
I hate “slicksters” and so does the public.
If you want to be regarded as a trusted advisor, you can forget all about memorizing stupid scripts to overcome objections.
Whenever a salesperson uses a script on me, I’m completely turned off and I resolve to never buy from that person. What about you?
It’s no wonder that so many Real Estate agents are regarded as being deceitful, dishonest, and untrustworthy.
You’re not a sleazy telemarketer. Are you?
I’m not saying you should just roll over, every time you get an objection. Just handle it with an honest and sincere response. And realize that sometimes people have legitimate objections that don’t require a “come-back”.
If you learn to present to potential clients in a way that shows them How Real Estate Really Works, you’ll not only eliminate almost all objections, but you will completely differentiate yourself from the...
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