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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 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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Lessons From The Past

Lessons Learned

Most of us had some previous career, before we became REALTORS®. How about you?

What lessons have you learned from your previous life that you can apply to your Real Estate career?

When I was 26, I started a wholesale motorcycle parts distribution company called Power Twins Performance Parts.

In my first location, I shared a tiny office with another small business owner and stored my inventory on a 400 sq ft mezzanine.  I remember climbing up and down a ladder every time I needed to pack an order.

Early on, I had to sell my treasured vintage 1973 Yoshimura Kawasaki Z-1 to buy groceries.

Also diapers for the new baby boy. Thanks a lot, Kevin!

I still miss that bike.

It was mostly youthful self-confidence and a strong work ethic that kept me going through those early years. 

Long before my phone was ringing with orders, I was doing the dialing, talking to motorcycle dealers across the country.

I just straight-up asked them what it would take to get...

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