We live in a world that has changed dramatically in the last 50 years. There has been more innovation and more technological progress in the last 80 years than there was in the previous years since the beginning of time. In today’s business society, we are judged by the results we get more than ever before: the result of winning the court case; the result of a successful surgery; the result of winning the big game. We, as REALTORS®, cannot escape this results-driven society.

We need to clearly understand …

There is an old adage that we make three listing appointments for every one we actually go on.  We make a presentation on the way to the appointment as we run through it in our car.  We make the actual presentation live – in front of the Seller.  And we usually make the final one on the way home from the appointment.  Which one of the three is usually the best?  Right – the one on the way home.  At that point, we have the opportunity to reflect and say …

A problem arises when Agents mistake conditions for objections.  Agents often treat a condition as an objection and beat themselves up when they don’t get the transaction or contract signed.  The definition of a condition is a valid reason for the prospect to not move forward.  You still need to try all the techniques of handling the objection.  You just need to realize that a condition is usually linked to their ability or authority to act now.
 
They might have the desire to move forward with you but lack the ability …

The creation, control, and conversion of leads determines the revenue and success of your business.  Most Speakers, Trainers, Coaches, and Authors focus a lot of their time on the creation of leads.  They try to sell you their “lead generation system” – the system that creates thousands of leads for you!  We have all heard of these third-party Internet companies that, in most areas, are charging Agents lots of money for low quality and low conversion rate leads.  The only people who are making money out of this deal are …

We all feel challenges in our lives.  These challenges can manifest themselves at work, at home, with our health, in our spiritual life.  These challenges are often accompanied by discouragement.  Discouragement can often happen when we survey the difficulties that lay before us.  We can de-motivate ourselves because of the gap between the reality of where we are and the vision of where we want to be.
 
The first thing that usually happens when we find ourselves in that place of challenge and discouragement is that we don’t think clearly or …

For 30 years we have been taught, as REALTORS® we must be there for our clients. I hear it all the time from Agents across North America; “I want to be there for my clients.” What does ‘be there’ mean? Does ‘be there’ mean we are available 24 hours, 7 days a week for our clients? Does it mean that we miss soccer games, tee ball games, and piano recitals? For many Agents that is exactly what it means! Many of us equate access with service. We have been trained …

You can work harder, or you can work smarter.
Most successful Agents don’t go into a secluded room, pick up the phone, and toil away making hundreds of random calls over a non-stop eight-hour period. Few people would even consider that approach. I know I wouldn’t, and I doubt you would.
 
Instead, those who win at prospecting begin by targeting who they will call and why. They don’t waste their time or effort calling iffy contacts that may or may not even be in the real estate market.
 
Prospecting is only effective …