Key Takeaways Use the FORD -- Family, Occupation, Recreation, Dreams -- method to build rapport and learn about your clients. As an agent, only let people know as much about your politics and beliefs as you are comfortable with.Working with buyers is a very intimate experience. When thinking about and discussing “home” with buyers, we’re not just talking about the real estate or business transaction, we’re also diving into the emotional i
Preparation and rehearsal are the keys to success and confidenceKey Takeaways Agents should feel comfortable approaching their brokers for listing presentation advice and criticism, and brokers should make sure their feedback is constructive and practical.Agent perspective Summer is baseball season, and it is definitely fair to say that I am stuck in a slump. I have done hundreds of listing presentations over my career, but my last few have bee
A long time ago, I heard my father say that most people are too busy working to have time to think about how to make money.You know how, as teens, we thought our parents were totally out of touch with reality?Then, as we grew, we realized that our parents got a lot smarter? I’m pretty sure that was me!As a kid, I never fully understood what he meant, but as I got older, his comment seemed much wiser.He encouraged me to take a day or two off now
Don’t dismiss this method as a costly, ineffective endeavorKey Takeaways Create a message that not only resonates but also has the intended impact. Don’t try to have a “one mailer says it all” campaign. By doing so, you’ll risk confusing your audience.The idea that direct mail campaigns are a thing of the past is not only unsubstantiated, but it could also be hindering your marketing efforts.Granted, you can’t simply mail something
Relationship building is critical in this industrySelling real estate is a full-contact sport. It’s heavily competitive. But by the same token, the most important resources I have are other real estate agents.Here are three reasons that working with other real estate agents is important to our business: The referrals you can get from other agents. You find out about pocket listings and listings that haven’t yet hit the market from other ag
Lay the groundwork for many years to comeKey Takeaways Gen Zers make up the largest generation, and they’re graduating college now. Learning their values and how to communicate best will increase your chances of doing business with them in the future.Generation Z, also known as the iGeneration, is even larger than Gen Y. Born after 1995, the oldest members are just beginning to enter the real estate market and will fundamentally transform how
Whether you’re nurturing leads with newsletters or sending property alerts, email is a powerful marketing tool allowing real estate professionals to position themselves as a leading resource for their clients. To help maximize your email ROI, Matt Murphy, founder of lead technology and CRM company Chime Technologies, has compiled a list of three email marketing tips.Position yourself as a thought leader with newsletters. Real estate practition
Sales has many differences. Whether it's selling different products to different industries that have different types of customers and different types of processes. There are often a lot of variables that change in each sales role out there. It can be hard comparing someone selling used cars for example to someone selling property, or comparing someone selling insurance to someone selling corporate software.That being said, there are principles o
First things first: Great camerawork can’t save a product video that’s poorly thought out.Before you shoot any videos for your business, make sure you’ve answered the important questions: Why are we making a video? Where will we show it? Who will watch it? What do we want customers to do after they watch it?Those are just a few of the important questions you need to answer before you begin. But once you’ve done that, there are some tricks
Surviving in business is hard.We all want to thrive, but sometimes it feels like survival is the best we can hope for.In one of my favourite episodes of The West Wing, Sam Seaborn (played by Rob Lowe) is explaining to a White House colleague how he gets about thirty minutes of good work done each day and spends the rest of it just trying to keep up. I work for a very big company and I often know how that feels.We all find ourselves trying to
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