To be your client’s trusted advisor, you have to perform like one. That means advising them: lead them through the buying/selling process and help them make the best decisions about their property. In some cases you need to make those decisions for them. That is, after all, what they’re paying you to do. Too many […]
Tag Archives: Vendor Management
How big is your database?
You’re missing out on incredible opportunities if you don’t know how big your database is, track on your growth, consistently progress customers, and use those contacts to boost your numbers. Let’s start by reviewing your 9 categories: 1. Buyer to buyer hit list 2. Potential sellers 3. Market appraisals 4. Seller hit list 5. Current […]
Marketing to customer objections
Marketing savvy is core to being a great agent. Today I will show you some of the best marketing devices for addressing customer objections. Every client has them and you have to get past that to progress them. And the best way to do that is to make their fears and concerns work for you. […]
Ep 9 – Chase List
In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips explain how keeping a chase list of new buyers in the marketplace helps you focus on progressing those clients. Alexander expands on ways to leverage the list throughout the year according to seasonal activity in the market. Discussion continues with deciding […]
Becoming A Great Marketer
To be a great real estate agent you also have to be a great marketer. In this Coaching Tip I’m giving you some basic techniques and concepts you can use to achieve real marketing savvy. The key to great marketing is to know your client’s objections from the start, address their fears and counter them […]
Market Appraisal vs Listing Presentation
A market appraisal is not a listing presentation, and if you make the mistake of treating it as such you will drive customers away. However, done properly the market appraisal leads directly into a listing and sale. Often the first step to building a lasting relationship with a client is a market appraisal on their […]
Progressing the Pipeline
You need to make sure you have the pipeline you think you have, or your listings and sales will suffer. The first key is to have a lead magnet bringing customers to you so you have plenty of listings in the market every month. One of your best lead magnets is your social proof, and […]
Prospecting That Works
Prospecting is not just about gathering names to fill up your database – it’s about building and maintaining relationships with people you meet and people you already know. And your call sessions need to accomplish more than listing and selling properties; you need to be checking in with those people to see where they are […]
Past Clients
Your past clients are some of your best referrals and potential future prospects. So why are you ignoring them? Past clients should be included in your daily call sessions, and today I’m going to tell you why you need to stay in touch with them. Most agents are focused on prospecting for new customers and […]
RFM Analysis
Getting face to face with your clients is the way you get listings, but to book those appointments your prospecting calls must produce results. The best way to encourage people to meet with you is to make that meeting relevant to them by knowing your client and their situation. Some of your best prospects are […]