I know what you are thinking…how old fashioned is this person?  Well, to tell you the truth, it’s not me, it’s one of my agents Mary Lou Thompson.  Mary Lou believes we do ourselves and our children a disservice by allowing them to override all adult conversation and interaction.  Let me tell you why she believes this….

Today’s successful mega-producers are generating plenty of business, but unlike the customers of yesterday, today’s real estate customer is beginning online. According to the latest figures, in excess of 90% (94%) are beginning their search online. In my last installment, I explained how successful agents today are going way “upstream” to capture their business — before the customer has had the opportunity to be attracted by old-school marketing techniques. If you haven’t read it yet, you owe it to yourself to start there.

We are all under the gun every day in real estate sales.  Most of us get up every morning unemployed.  We need to go out and find a person to buy and sell with everyday.  How do we “pressure proof” our business?  We must put ourselves in the position where we are always winning.  When we are on a listing appointment, and we are struggling with the seller, we must believe they will sign the listing before we leave.  We must know during our prospecting block that we will turn up a new listing or new buyer every day.  Let me share with you a few ideas to make your business “pressure proof” and successful daily. 1.      Trust Your Skills and Abilities We all go through droughts or slumps in our business.  I s

Salespeople love referrals. They’re the sincerest form of compliment and a remarkably cost-effective route to new business. The idea of attracting referrals is so popular that sales trainers who bill themselves as referral gurus make fortunes promoting magical systems that supposedly deliver more referrals than an agent can handle, all in return for tuition at a three-day seminar. What they talk about for three days is a mystery to me.  Referrals are really pretty simple stuff.  A lot of it you can only acquire through perfect practice of your scripts, over and over, of referral-generating and referral-cultivation tactics.  

Referral Truths and Consequences

First American CoreLogic, a member of The First American Corporation family of companies and America's largest provider of advanced property and ownership information, analytics and services, announced this week the release of REiSource, a new Web-based real estate information gateway to the most complete and accurate suite of property profiles, new homeowner and refinance lists, resale trends, mortgage leads and custom reports for title insurance companies.

For 2 yrs I have avowed this correcting market to be the biggest opportunity we have experienced in over 2 decades.  Some of you have agreed and some of you looked at me like I had “luny” written on my forehead.  I still believe this is the window of opportunity we pray for.  To prove my conviction, I have ventured into a new real estate company in Tucson, AZ.  We just opened a new 5,000 sqft upscale office in the foothills of Tucson.  I believe this new office is a model for future real estate companies.

After only two hours of deliberation yesterday, the jury unanimously vindicated a buyer's agent accused by his clients of failing to disclose that two other homes in the neighborhood sold for less than what they paid. As a trial court case, this decision in Ummel v. Little is binding on the parties to the case, but has no binding authority for other cases. Moreover, the buyers may file an appeal.

One study after another has shown that your body language and tonality account for over 90% of your presentation’s effectiveness.  What you actually say accounts for less than 10% of the delivery.  If you’re scrambling to find the right words, as most salespeople are, you’re spending your energy in inverse proportion to what impacts your effectiveness. The solution is to plan what you are going to say beforehand, so that during the presentation you can focus on language, tonality, and the following four steps to a great delivery. 

How to Reach Buyers in Today’s Market 

With an abundance of houses for sale and buyers still weary to return to the housing market, it is now more important than ever before that real estate agents improve their marketing, says the new, 170 page 2008 Swanepoel Trends Report from RealSure Publishing.  In Trend 3, titled ‘The New Digital Currency,’ the Report provides numerous statistics and information showing the shifting patterns of today’s home buyers.  

Sales professionals in the top 10% of their industries share a common trait: They control, use, and invest their time more wisely and effectively than their lower-performing associates. Among sales professionals, time usage determines income.