For Real Estate Professionals

5 Ways to Keep Sellers Happy (Even When Things Are Going South)

Colleen Fischesser
June 5, 2014

Ever wished you could have a “do-over” with a seller? Go back to that Kitchen table where you first met and re-discuss price or reset your client’s expectations—or maybe both?

If you’re like many listing agents, when you present your market analysis you use some version of the following script:

“Mr. and Mrs. Seller, my goal is to sell your home in the shortest amount of time, for the highest price, with the least amount of inconvenience.”

A wise goal considering the National Association of Realtors has identified that one of the top four things Sellers expect from us is to sell within their timeframe. And, in a healthy market, this should be an attainable goal.

But let’s face it, even in a good market some listings don’t sell as quickly as anticipated and we find ourselves in the position of managing and maintaining the trust our clients placed in us.

So how do you keep sellers happy and minimize frustration during a longer than expected market time? continue reading

10 Best Lead Pick-Up Lines for Agents

Jovan Hackley
June 2, 2014

Connecting new clients can induce a bit of déjà vu—the same anxiety that made you too nervous to ask a date to the dance or reluctant to talk to the attractive girl or guy across the room can hold you back in business.

If you’ve ever run into new conversation anxiety or just aren’t sure how to kick off the chatter when new clients loom, this post is for you.

Here are 10 (adaptable) pick up lines to help you start conversations that turn into deals:

For when you’re working on the go:

A great way to kill two birds with one stone is to go mobile with your office. Consider working at a local coffee shop, restaurant, or co-working space. Not only will you find some renewed focus, it can be a great opportunity to connect with prospective clients in person. Find a local restaurant with Wi-Fi and try out some of these client pick-up lines. continue reading

Old School? No Way! 3 Unconventional Face-to-Face Ideas for Generating New Leads

Melissa Zavala
June 2, 2014

What does Track and Field have to do with your real estate business? Well, have you ever heard of the Dick Fosbury? Fosbury’s famous “back-first” high jump technique – the “Fosbury Flop” – revolutionized the Track and Field industry and has been widely adopted by high jumpers across the globe. By modifying the traditional method for getting over the bar and employing his head-first back-to-the-bar technique, Fosbury was able to increase his jump height by over 18 inches.

For agents, there is a simple lesson to be learned here. If Dick Fosbury could develop this unconventional, yet widely successful, technique when he was only in high school, couldn’t you do the same? Couldn’t you develop some unconventional techniques that would significantly increase the number of leads that you generate?

Generating leads in 2014 is not necessarily about doing something that requires significant innovation. In our current real estate market, many real estate professionals are employing old school methods (back-to-the-basics techniques) with a twist. Neighborhood farming, cold-calling, and direct mail like real estate postcards — all of these methods are still very successful. But, you can add additional leads to your pool if you embrace some traditional techniques with a twist.

Check out these unconventional yet widely successful lead generation techniques that, like the Fosbury Flop, take traditional techniques and add an unorthodox spin: continue reading

5 Selling Mistakes Only Agents Understand

May 29, 2014

It’s here—the month where the home selling season really takes off. Nationally, the volume of home sales in June is typically a whopping 29% above the annual average. In fact, more buyers are ready to close deals in June than any other month of the year.

Adding to the already hot hot hot market is the still-lower-than-anticipated inventory, which means that in many local areas, homes are prime to fly off the market. But despite these stellar conditions, some sellers still seem set on making some basic mistakes that may botch what should be a successful, simple sale.

Luckily, your sellers have you—their agent—to warn them of their sale-sabotaging ways and get them back on track to take advantage of real estate’s most sizzling summer season.

Here are the five most egregious mistakes your sellers may make and smart strategies to help avoid them. continue reading

5 Things You Must Do Before the Listing Appointment

Melissa Zavala
May 28, 2014

You received the call. It was from a husband and wife in your local neighborhood farm area. They remembered your name from that garage sale you held a few years back, and they want to speak with you about selling their home. So, what do you do? You set the appointment to meet for a listing consultation.

But don’t start calculating your earnings quite yet. There are countless tasks that need to occur between listing and closing in order to earn a commission. In fact, there are several things that need to be done even before you attend your listing appointment or consultation in order to assure that you are fully prepared and can demonstrate a nearly unmatched level of professionalism.

Here are 5 things that you need to do before you attend the listing appointment:

1. Assure that the person that set the appointment is the rightful owner of the property.

Obtain a property profile through the multiple listing service or from a local title industry professional. On that report you will see the name of the owner(s) of the property. Those individuals (or an individual who has power of attorney) are the only people authorized to sell the home. continue reading

4 Property Flaws that Will Block Offers this Summer

Tara-Nicholle Nelson
May 25, 2014

In my experience, there’s one fundamental truth about house-hunting: you can never fully escape the haters. That’s right. The haters. The only way to live a 100% hater-free life is to never stick your neck out, and never do anything because, as the saying goes, you simply cannot please all of the people all of the time.

And this is particularly true with real estate and putting your listings on the market—because homes, locations, aesthetics and such are so much a matter of personal preference, some people will find something to criticize about even the most perfectly staged, priciest properties on the market. continue reading

Spring/Summer 2014 5-Day Listing Marketing Plan

May 24, 2014

Successful listing marketing gets your clients the best possible deal in the timeframe that fits their needs. There are five key actions that can help save you time and show your expertise while getting your clients to the finish line. Make the most of the hot spring and summer selling season with this easy-to-follow five-day marketing plan. A few simple tasks and tricks can make the world of difference when it comes to your success!

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7 Smart Strategies for Following-Up with Online Leads

May 22, 2014

Great leads don’t do you any good if you’re not ready to turn them into business. Converting online lead into real-world clients takes skill and finesse, but with a few expert strategies, you can capture the best buyers and seller in your market. In this guide you’ll learn the go-to strategies for converting more leads.

Whether you’re new to online leads or just looking for a quick refresher, these are tips and tactics worth taking note of!

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The 5 Real Estate Mistakes You’re Probably Making this Spring

Jovan Hackley
May 22, 2014

Face it. We all have flaws. Whether or not we like to admit it, no matter how much you rock in business, we all have a few points that could stand improvement.

For agents, some mistakes, like devoting too much of their budgets on client gifts, can have a small effect on your balance sheet. Others, like this list, can be business busters that kill your bottom line and any future prospects.

Learn to break these business bad habits this spring and set yourself up for success in the seasons and years to come: continue reading

7 Seller Personality Disorders that Can Cost Agents

Tara-Nicholle Nelson
May 19, 2014

Psychological Red Flags That Mean You Should Not Take the Listing

Every agent knows that being an armchair therapist is part of the job. You have to hold the space for people to make major decisions about their money, their homes, their families and their lives in the context of the transaction they work with you on.  In the process, we often are called upon to help them think through things or, at the very least, to as they process them.

In the course of this necessary process, agents often witness a seller going from one extreme position to another on the opposite end of the spectrum in the course of a few months. If we refused to work with every seller who didn’t agree with 100% of our advice, we’d be in rough shape.  But there are misbegotten beliefs (which can change) and there are personality issues, which are lasting issues in the way that some people think about the world, make decisions, and interact with others.

Here are a handful of seller personality problems that you should run, not walk, from before you sign the listing agreement and sign up for a year – or more – of drama, trauma and expenses – instead of profits.  continue reading