Such an interesting question.  How do you sell anything? You can’t ‘sell’ anyone anything they do not want to buy. You can, however, sell the benefits of something. How will the person use this? How will they benefit from owning it? Will they feel better for owning it? Will it add quality to their life? For someone to ‘buy’ what you are selling you need … Continue reading How do you sell real estate?

The best agents very rarely must ask this question and there is a reason for that. They have been able to create a business that does not rely on having to chase new listing leads all the time.  They have created an ‘attraction business’.  A business that acts like a magnet and has people coming to them to list and sell their property instead of … Continue reading HOW DO YOU GENERATE LEADS IN REAL ESTATE?

To be successful in real estate you need to become a marketing machine. To do that you need to be thinking continually about marketing yourself as the agent before someone needs an agent. My advice is to develop a plan that runs over a full 12 month period. When you’re developing the plan, break it up into months and then think about the seasons. What … Continue reading How do I do real estate marketing?

Whether you are a real estate professional, mortgage broker, building inspector or a home stager, you work to get leads. Getting leads isn’t enough though, anyone can do that.   Most of us fail because of our lack of follow up or in our method of delivery. We are in the people business. We must have enough people who are cheering for us each and every … Continue reading GENERATING REAL ESTATE SELLER LEADS

You are never too old to learn new tricks – I am living proof of that!  I have been in the industry long enough to remember when we used carbon paper in our contracts, two-way radio to communicate (before mobile phones) and property photos were developed at the photo shop. My how things have changed.  I sometimes wonder though, why more agents don’t embrace technology … Continue reading Smart agents embrace technology

Does the very thought of real estate prospecting make you shudder? If so, you aren’t alone. For many agents, prospecting is a necessary evil, one that is all too easy to postpone and drop to the bottom of your to do list. Yet the majority of real estate professionals are hungry for more quality leads, more of those truly motivated sellers. Real estate prospecting is … Continue reading Best real estate prospecting ideas

Here are some notes from a master negotiator – Michael Yardney. Originally posted on his Property Update site. One of the skills of being a good negotiator is knowing when not to talk but to listen. I have found that many inexperienced negotiators are too eager to show off just what they know. This can work against them as they often reveal too much too soon, in … Continue reading HANDLING CRITICAL REAL ESTATE AGENT NEGOTIATION