As in any profession, there is a wide variance in competence from one real estate agent to another. But even a REALTOR® in the Top 1% of skill, knowledge, and experience can be, and often is, guilty of perpetuating the biggest complaint there is in the business: Lack of Communication “We met with the REALTOR®, […]
The Monday Morning Report 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
The #1 Most Powerful Question to Initiate Meaningful Dialogue with Prospects Read More »
“Anyone can post your listing on the MLS system.” This is one of the most deceptive and misleading statements in real estate marketing. Misleading by “telling the truth” is so pervasive in daily life that psychologists have recently employed a new term to describe it: Paltering—the active use of selective truthful statements to mislead. Politicians
The Deceptive Statement, “Anyone Can Post Your Listing on the MLS” Read More »
When I list a property, I always explain to my sellers that every potential buyer fits into one of these three categories: 1. Bargain Hunters – These types will wait until your property has been on the market for some time; then they’ll start lobbing low-ball offers. There’s no need to discuss Bargain Hunters any
The 3 Buyer Types and Why Sellers Need to ‘Price it Right’ from the Start Read More »
Last RAM, I talked about How to Become the True Area Expert. If you followed my advice consistently for the past two weeks, you already know more than any other agent in town about your chosen Geo Farm area. Amazing, right? What a massive difference a little effort can make! The next step is to
How to Get More Clients by Demonstrating Your Expertise Read More »
I’ll be using local (Calgary) data in this post. However, it’s not the data itself that is important, but rather how and why you should gather and demonstrate this critical information to your clients. You can easily do this in a few minutes, no matter where you are. We’ve had a wild market here for
Have We Passed the Peak of the Market? Read More »
‘Running the Odds’ is a simple technique to help sellers and buyers take some of the mystery out of pricing. Here’s an example where my listing clients and I are trying to determine the best list price (somewhere between $799,000-$825,000). Option 1: Sale Price Odds with $825000 List Price <$800,000 = negligible ~ 0%-1% $800,000-$820,000
‘Running the Odds’ on Real Estate Pricing 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 »
We all know someone who is overflowing with confidence for no apparent reason. There’s a psychological term for this — “unwarranted self-confidence.” These types seem to be able to survive on sheer confidence alone! Why is that? It’s because people are attracted to self-confidence. One assumes that if a person is extremely confident, they must
The #1 Fastest Way to Increase Skill and Confidence Read More »
