Saturday is a big day for your business, but if you’re not making the most of it then you’re losing the game. In this Coaching Tip I’m going to tell you how to get the efficiency you need to do more open homes, gather more data, and target your prospecting for better results. The key […]
Tag Archives: Vendor Management
Why your marketing isn’t working
Seth Godin is the author of a series of sharp, relevant marketing books. One of his philosophies is, “What are you shipping?” His point is that you may know the mechanics of marketing inside out. But what are you effectively doing with your resources and capabilities? Specifically, what are you sending out to all of […]
Fee Defence
Setting your fee is one of your most basic decisions for your business, and is often the hardest. This task is complicated further when your competition includes fee discounters. Clients will often ask you why you charge more than another agent they have spoken with. You need to be clear about why you charge the […]
Sesame Street Simple
Click here to watch on YouTube. The best agents know that there are a few basic questions that determine the course you need to take with your clients when conducting listing presentations. The key is Sesame Street simple: what they think they want and what they actually need are not the same. Your task as […]
Chase the new or work with the old?
Click here to watch on YouTube. Like most agents, you are probably focused on prospecting for new customers and it never occurs to you to work with your past clients. But that’s exactly what you should be doing. Building relationships with your clients does not end with making the sale—maintaining those relationships is how you […]
Past Clients – Out Of This World Customer Service
Click here to watch on YouTube. You may be missing an entire market segment that is sitting in your database right now. It’s a source of uncontested business that no one else is working—but you are about to do just that. What are you missing? It’s your list of past clients. You actually have two […]
The List – Ultimate Productivity
Click here to watch on YouTube There are some surprisingly simple systems you can use to get yourself back on track and working at your ultimate level of productivity. First, increasing your daily bookings is as basic as starting each call session with a list of your top 5 potential sellers. It’s those face-to-face appointments […]
Helping Sellers to Sell
Click here to watch the video in YouTube. Selling property is what we do, and the more we sell within a given timeframe, the more income we generate. Because of this sense of urgency our vendor motivation can drive us to list properties before they are actually ready to show. They may sell more quickly, […]
Increasing The Value Of Your Database
Your contact network represents your net worth, but that value is lost if you cannot effectively use that information to build your business. Your database requires structure and organization to be useful. Establishing categories is the best way to manage the high volume of contacts you collect every week. Every contact you add to your […]
Managing Client Expectations
One of your tasks as an exceptional real estate agent is managing client expectations. This is true for buyers and sellers alike. You are responsible for presenting realistic sales and pricing figures for a given market as opposed to what your clients may be seeing in the media. Your best information will be based on […]