If we break down what is needed to be a great REALTOR®, each skill falls under one of these three major pillars: Real estate skills People skills Business skills Let’s briefly review each of the major pillars: Real Estate Skills This is the technical stuff, such as pricing, what important factors may affect the future […]
The Three Pillars of Success in Real Estate Read More »
You’re watching Celebrity Agents of L.A. on HGTV. Somewhere up the coast, Lance cruises into view in a canary yellow Lambo-Guzzi F518 Spyder. He’s perfectly coiffed, dressed to the nines with all the trimmings—Patek Phillippe watch, Bulgari shades, diamond cufflinks—virtually dripping with swag and confidence. He’s on a call, “That’s their best and final, Bobby!
Reality TV and How to Get an Awesome Car Read More »
Have you ever lost a listing to another agent and had the seller tell you it came down to a coin toss? “We really liked what you both had to say, and it was a very difficult decision. Thank you so much for your time!” That’s a kick in the guts. I’d rather be told
The Ultimate Listing Presentation Read More »
Last week, I talked about How to Add Life to Your MLS Description. 🥱 Potential buyers are flipping through many listings, and just like most everyone else in our fast-paced world, they have short attention spans. To catch their attention, Step #1 is to have exceptional images. Step #2 is getting straight to the point
The Prime Space on Your Website Read More »
Are you sick of reading boring MLS descriptions? Me too! In fact, if the Lizard People from Xenon captured me and wanted to know all my secrets, they could simply pry my eyelids open and force me to read MLS descriptions all day. I’d spill my guts in less than ten minutes. 😩 It seems
How to Add Life to your MLS Description Read More »
Click here to read Part 1 Last week, I wrote about the fundamentals of why buyers buy, and how the brain must perceive good value (consciously or otherwise) to trigger the “let’s write an offer” response. So, what if a buyer does not perceive good value? Simple: They focus on a negative. 👎 For example,
Buyer Psychology – The Perception of Value – Part 2 Read More »
Why do buyers buy? The reasoning is not much different in real estate compared to anything else. Buyers are comparison shoppers. They review all the available “goods” on the market and then choose the item that gives them all the features they want. And most importantly… The one that is offering the best value. 🤑
Buyer Psychology – The Perception of Value – Part 1 Read More »
We all learned how to evaluate a property in ‘Real Estate School’ using the Price Adjustment Approach. It works great in the textbooks. 📚 Not so much in the real world. Over time, I developed my own evaluation system that makes waaaaay more logical sense to both myself and my clients, The Big Picture CMA.
The Price Adjustment Approach and Why It Sucks Read More »
I’ve seen some elaborate pre-listing packages; fancy-bound booklets full of colorful charts and graphs, lists of awards, etc. Impressive! I guess that’s the idea. To impress. But isn’t that what the listing presentation is for? What if you’ve got the greatest pre-listing package in the world, and you suck at the listing presentation? Do you
The Essentials of a Pre-Listing Package Read More »
A Routine is something that you do on a regular basis, such as your grocery shopping every Friday or paying your bills on the second Thursday of every month. Introducing Routines into your work-life is a powerful habit-forming technique to ensure you get all your important work done consistently. For example, let’s say you commit
Habit-Forming Routines – The Key to Creating Credibility Consistently Read More »
