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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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How to find the Best Service Providers in Real Estate

Last week, in Your Brand is Your People, we talked about how every team member and service-provider you have is a direct reflection on YOU.

Now, let’s talk about how to build a list of the best service providers and why this is so important.

Being able to say, “I got a guy for that” can be an instant problem solver that keeps things moving forward.

You’re out looking at homes with your buyers, and you find a property in the exact location they want. It has an ideal floorplan, and it’s priced right. There’s only one issue: The colors are completely outdated.

Your clients see this as a big problem. The thought of moving in and then having to repaint everything seems like way too much hassle. They want to keep looking. That’s when you chime in:

“I got a guy for that. My painter can paint the entire house for less than $5,000, and he can get it done before you move in. Let’s see if we can negotiate the price down a bit more to cover...

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How to Explode Your Referrals

Starting with ONE client

You start the year in January with one client.  You make a deep and lasting impression on that client, and as a result, they happily refer you to two of their friends. 

Now it’s February, and you’ve got two clients.  Again, you do an amazing job, and each of your two clients is thoroughly impressed.  They each refer you to two of their friends.

Now it’s March, and you’ve got four clients.  If you keep this pace up, how many clients have you accumulated by the end of the year?

Answer: 4,095

You don’t believe me?  Here’s the math: 1+2+4+8+16+32+64+128+256+512+1,024+2,048=4,095

Impossible?  Yes!  But only because once you have an overwhelming number of clients (around June), it becomes unfeasible to perform at an extraordinary level, and therefore you don’t get as many referrals.

Until you reach that point, it’s NOT impossible, and it’s NOT unreasonable to expect to...

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Do you want to LIST? Or do you want to SELL?®

The title of this blog post is a registered trademark owned by me, which means you CANNOT legally use it (or any similar phrase) in your advertising. ‍

I registered this trademark many years ago because it perfectly describes a fundamental difference in values from one agent to the next.

Do you care more about yourself, and how many commission checks you can accumulate?

Or do you care more about delivering the best possible result for each client?

If you care more about yourself, it’s better if your listings don’t sell too quickly, right?  After all, “inventory” is useful!  Sometimes a single listing can be used to generate multiple commission checks as a “lead-generator.”  We know this.  The public does not.

This is why it can be tempting to accept over-priced listings.  The chances are high that you’ll generate at least one other commission check as a result of the listing, even if it doesn’t...

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Referrals – The Never-Ending Stream

“Word of mouth” is by far the most effective type of advertising there is, and it’s FREE.

But, WHY exactly do people refer to you? 

People recommend you because it makes THEM look good.

When your client recommends you, it means they have 100% confidence that you will provide the exact same level of exemplary service to their friends and family, that you provided to them.

When people have this level of confidence in you, they will go out of their way—without being asked—to recommend you.

On the other hand, if there was anything about their experience working with you that wasn’t perfect, they might be unwilling to take the risk that you might make them look bad.

Have you ever thought you did a great job, asked your clients for referrals, thought for sure they were going to come through, and it just never happened?

Maybe they told you they were 100% satisfied and thought you did a great job.  So, why no referrals?

It’s probably...

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True Integrity

The word “integrity” is grossly over-used in Real Estate, including by the worst Salesy Slicksters who have none.  When I say over-used, I’m talking “chef’s kitchen” or “gleaming hardwood!”

Here’s my definition  of what true “integrity” means in Real Estate:

  1. You are an “agent,” as opposed to a “salesperson.” You always act in your clients’ best interest, without regard to your own potential benefit.  Sometimes this means talking yourself out of a commission check.
  2. You perform your duties to the very best of your abilities at all times. Easy to say, not so easy to execute.  It means skipping lunch with a friend, so you have enough time to nail the correct price on your CMA.  It means telling your client the straight-up-truth, no matter how little they want to hear it.  You do the difficult stuff. 
  3. You recognize your weaknesses, and you constantly work...
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Building Relationships

Many REALTORS® believe that Real Estate is a transaction-based business.  Those are the poor ones.

Real Estate is a relationship-based business.

If you want more clients, you need to interact with more people, more often, and you need the right skills to develop trust and rapport with them.

The most successful REALTORS® project these four distinct attributes, all at once:

  • Professionalism
  • Confidence
  • Friendliness
  • Authenticity

What about you?  Ask a close friend or co-worker for their honest opinion, and if you are not clearly projecting all four of these qualities in your interactions, consider how you could improve.

I would say that most agents are weak in at least one of the four.  When you are honest with yourself, and you work to improve your core competencies, you’ll be surprised how quickly people become drawn to you.

Professionalism

In Real Estate, you’re a true professional if you continuously work towards improving your knowledge and...

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The "Pocket Listing" Myth

The MLS System is BY FAR the most important tool we have in Real Estate.  Can you even imagine imagine how we would function today without it?

The old codgers around the office have some stories, I tell ya!  I guess when you got a new listing, you’d be on the phone all day with all your REALTOR® buddies:

"Hey Vern, I got a beauty coming on in Old Town.  She’s got everything!  Orange wall-to-wall, pink plumbin’ fixtures, electric oven, the works!  Puttin’ ’er on for $24,900!  Hop in the Studebaker and come have a look-see!"

Not to make fun of the old codgers in the office, but holy cow!  What a grind!

Folks, we’ve got it made compared to the old days.  Don’t forget it.

Here’s my question:

With an incredibly powerful tool like the MLS at our disposal, why would anyone ever try to sell a property and NOT use it?

This is like trying to sell your car by standing on a street corner with a...

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You Were Right

If you’re a professional REALTOR®, you probably started your career full of enthusiasm, with high ideals that you were “going to make a difference” by providing outstanding service to your clients.  They were going to you and your business would flourish, as a result.

Then “reality” set in.  Some other REALTOR® broke the news to you, “That’s not how it works!  Here’s what you gotta do:

Call crappy Internet leads and FSBOs and Expireds all day, using scripts that were developed 50 years ago, “If they say THIS, you say THAT.

"Here’s your scripts; learn ‘em.  Here’s your prospect list; call ‘em.”

Doesn’t that sound dumb when you read it out loud?

If that’s not bad enough, now it’s all the rage to PAY for leads.

Hahahahaha!   PAY for leads?

Guess what?  Those leads are garbage, too.  You wanna PAY for garbage?

News Flash!  You...

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The Real Agent Memo

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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