Wise Ted Factoid (WTF) #43: You must establish good habits BEFORE—not AFTER achieving your goals. In the Real Agent Memo this year, I’ve focused a lot on organizational and productivity skills. That’s because you need these skills in order to support a business where you can comfortably complete 50-100+ transactions per year. Even if your […]
High Productivity Step #1 Read More »
Last RAM, I talked about the #1 most powerful question to initiate meaningful dialogue for prospects: What’s your biggest reason for moving? Click here to re-read why this question is 10X more potent than all those other questions most agents machine-gun at their prospects. ____________________ You know how I always talk about not being a
The Ultimate Sales Superpower Read More »
Module 4 in ASMP is called “The Follow-Up.” I devoted an entire module to this topic because it’s something that most agents suck at. Most just lack a simple system to follow. Or, their system is writing notes on scraps of paper and promptly losing them under their car seat. Have you ever found a
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Sometimes, I have to rack my brain for hours to think of a good topic for the RAM, but this one practically wrote itself. Last Thursday, I got a call from prospective buyers from Edmonton (I’m in Calgary). They’ve lived in Edmonton for years, but their kids (and grandkids) all live in Calgary now, so
You’ve shown your buyer 50 properties. Finally, you find the perfect one! But now your client is too indecisive to commit. 🙁 Most likely, you’re dealing with a Highly Analytical personality type, who likes neatly organized data that they can input into a spreadsheet and have it spit out a reliable and decisive answer. But
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One of the most common mistakes REALTORS® make is not scheduling time to discuss the fundamentals with their clients. We tend to forget that we do this stuff every day, but our clients do not! Then, when the client goes off track (in one of a multitude of ways), we blame them. Damn clients! They
5 Critical Topics to Discuss with Every Buyer Read More »
You’ve been working hard with Sam and Suzy Buyer for months. Finally, you find the perfect house, and it’s listed at a great price! There’s only one problem… Sam and Suzy want to write a low-ball offer. 😑 Try as you might, they insist, you write it, the Listing Agent laughs in your face, the
How to Partner with your Buyers and Win More Negotiations Read More »
When you’re advising your seller clients—on both price and presentation—the most important thing to keep in mind is this: WHO is the target buyer? 🤔 For example, let’s say it’s a starter home in a newer suburban neighborhood. The most likely Target Buyer is a young couple with little kids or planning to have kids.
I’m not Italian, but sometimes I wish I was. I’ve traveled to Italy 🇮🇹 three times, and I’ll definitely go back again. It’s astonishingly beautiful, with architecture, art, and history that is mind-boggling compared to North America’s relative newness. But what I love the most about Italy are the Italians. They know how to live.
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You’ve been working with ‘Bob the Buyer’ for a while now, but you’re not having any luck finding the right property. Then he pops the question: “What about building?” 🤔 This article will explain how you can become an essential advocate for your buyer client should he decide to pursue this option. _____________________ First of
Ten Tips for Working with Builders Read More »
