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Land More Listings
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Control the listings....you control the market. Old agent's don't die...they just get list-less. When you're out of listings, you're out of business.
Pick any of the 'old sayings' above and the message is clear: A major emphasis has to be placed on constantly securing new, marketable, properly priced listings. It is, it always was and probably always will be the core of a successful real estate career.
If you want to 'Land More Listings'....you're in the right spot.
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TIP: Presentation Dialogue (Not Monologue)
The key to being an effective conversationalist has always been the ability to involve, even activate, others to speak and contribute. Think of the initial substantive conversation you have with buyers, and more specifically sellers. Who does all the talking? Are both parties fully involved and engaged? If not, you'd be wise to…. . . . keep reading
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Sellers: Hold 'Em or Fold 'Em
Melanie McLane
Just like cards, good real estate agents know when to hold 'em and when to fold 'em, or more precisely when to keep a client or customer and when to set that person loose. I will confess that the longer I'm in the business, the shorter my fuse appears to be. . . . keep reading
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Capturing the FSBO Mindset
Melanie McLane
Why do homeowners try to sell their property on their own? Don't they realize that selling real estate is a highly complex business? Don't they know how hard we work to sell houses? In a word: no. What are they thinking? . . . keep reading
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FSBO Part 3: Securing the Listing
Melanie McLane
Capitalizing on opportunities to secure business. Melanie McLane provides strategies to convert this activity into commissions. It's all about effective communication with homeowners who need our services more than they think. . . . keep reading
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Building Great Presentations: Four (4) Steps to Success
Not sure what to include in your listing (or even a buyer) presentation? Need to construct a knock out agenda? Need to expand on your company's suggested presentation? Here's a winning four step system that just flat out works. Warning: To use these 4 steps you will need... . . . keep reading
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Pricing Strategy: Avoiding Consumer Abuse
One dangerous and often fatal characteristic of today's agent is their tendency to price their listings too high. Pricing listings right is not a matter of ability, it's a matter of resolve. Most agents over price because they don't have a system of price negotiations and the fortitude to hold to it. . . . keep reading
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One Call vs. Two Call Listing Approach
Don't let your strategy cost you the listing! One of the first decisions one has to make before any listing appointment is whether to complete the task during one visit or two. To be sure each has its distinct advantages and disadvantages- learn more about them here! . . . keep reading
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The Ultimate Question Bank
What questions have you locked away for use at the appropriate time? More specifically what questions do you draw upon in that critical time when you're getting to know a seller and their situation? Wouldn't it be empowering to have a 'question bank' from which you could access the right question, at the right time, for the right circumstance? . . . keep reading
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Rapport Building with Sellers
Nothing is more insulting to sellers than working with an agent who takes their situation as though it's just another listing. Nobody wants to be made to feel like they're just a cucumber on the way to the pickle factory. Simply put, all sellers want to be treated as though they are special. . . . keep reading
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Avoiding Premature Price Discussions
Situation: You arrive at a seller's house. You've never seen this house before, nor have you met the owners (sellers). After the tour, you all sit down at the dinning room table. Mr. Seller opens the discussion with a question, "Well, what do you think we could get for this property?" That charged question is loaded with challenge and risk. . . . keep reading
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Pre-Appointment Package
Put yourself in the shoes of a homeowner who's about to list their home for sale with an agent. You have an appointment with an agent at 7:00 pm tomorrow evening. What would you think if a package (packet, box) arrives today or early tomorrow? It was delivered 'priority mail' or by 'courier'. Perhaps it was personally delivered by the agent himself/herself. . . . keep reading
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Avoiding the "Nightmare Listing"
Ask any group of real estate agents if they've ever had a listing that they wished they'd have never seen? You'll get a unanimous response. They'll all say yes they have. What could be the cause of so many having a 'nightmare listing'? . . . keep reading
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Servicing Worthy Buyers
