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The $100,000 Commission

Has this ever happened to you?

You procrastinated preparing for a listing presentation. Then, you got super-busy right before the appointment, so you slapped together the CMA at the last minute.

Now, you’re glancing at the comparables at the stoplights on your way over.

You’re not too worried because the clients were recommended by your best referral source and it sounds like a slam-dunk.

You meet them and you make a good connection. You really like them! They’re smart, super-nice, and attentive to your presentation. Not to mention they’ve got a great house!

Sure, you stumbled over a few questions. It wasn’t your best performance ever, but everything seems positive, and they’re going to give you a call the next day. 

On your way home, you feel a bit bad that you weren’t better prepared, but you’ll make it up to them by proving they made the right choice. You’re already looking forward to how you’re going to market a...

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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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Communicating in a Pandemic

Many agents are using the current downtime to reach out to their database, which is great!

However, do you communicate with every client in the same way? If so, you should probably stop that.

There are four distinctly different communication styles, and you need to communicate with them in the style that they prefer.

The Analytical

Analyticals may appreciate an email more than a phone call or a zoom call. As with anyone, you should start by checking in and asking how they’re doing, then give them some basic information about how the market is being affected. If you want to continue the conversation, ask them if they’re interested in receiving any further data on the market. If you then follow up with some fancy charts and graphs, the Analytical will think you’re the greatest!

The Driver

Drivers probably do not need to hear from you unless you have something specific to discuss. If you do contact them, either an email or phone call is fine, but make sure you get...

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Agent Joe Perfect

It’s easy to feel inadequate compared to Agent Joe Perfect, driving his fancy Lambo-Guzzi from one bazillion dollar listing to the next.

But take heart in the fact that Agent Joe Perfect doesn’t actually exist.

Oh sure, he’s on “reality” TV. But those shows could not be more bogus if they tried.

And, yes, there’s probably a few fakey-faker agents in your market, juggling payments on their McMansion (and everything in it).

The Lambo-Guzzi? It’s a lease.

Hey, I’m NOT saying you can’t get rich being a REALTOR®. You certainly can!

But I’ve noticed that very few truly rich people flaunt their wealth.

For example, Warren Buffett lives in a modest home he bought in 1958 for $31,500.

Do you think Mr. Buffett drives a Lambo-Guzzi?

Nope. It’s a 2014 Cadillac XTS, a car with a retail price around $45,000.

And yet, every newbie straight out of Real Estate School thinks he needs to lease a fancy new Beemer he can’t...

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