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 …

The last installment was more geared toward brokers and team leaders so I will make this one for agents.  I’ll warn you: This strategy will not make you friends, but it will make you money.  If you are like most agents today, you are struggling for sales opportunities.  You know what to do when you find a new customer, and hopefully, you do a great job.  The problem is finding enough customers.
Here’s a great way to find new customers, and it costs almost nothing.  It works best if you have …

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 …

Many of you who’ve followed my blog or my training know how I feel about open houses.  I think they are a bad idea.  I should clarify that statement.  I believe that there is one single instance in which you should consider an open house: continuously until it sells.  I’ll explain.
Our company, FavoriteAgent.com, is the global leader in real estate virtual office technology, and we believe very much in the independence of agents and in lowering the high cost of overhead in today’s brokerages.  I’m about to share an idea that …

By Cheri Alguire
Remember the “best made plans of mice and men often go astray?” The old adage applies readily to your business plan if you do not manage your time effectively and/or delegate activities when needed. You can have the most inspirational vision, the tightest budget, the most sensible production plan, but if you don’t have the time or resources (staff) to accomplish the goals, you are little better off than when you started.
To better understand the importance of the concept of time management, take a look at how you …

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 …

It’s almost time to start our Zero2Hero Agent Challenge 2010, but it’s not too late to for you to enter.  We already have a good sized field of contestants and we hope to get started soon.  So far we have agents from Georgia, California, Hawaii, Florida, Michigan, Idaho, Minnesota, Nevada, Texas, and even one from Hong Kong.   We have agents from big cities and small towns.  We have new agents, and agents starting over.  From national franchises and local independents.  In short, we have a great sample of the real …

Okay… The holidays are over and we are at the half way point of the first quarter of a new year…..So the question is…What has changed in how you are doing (or not doing) your business to make real money?
We are all prisoners of our habits, and especially after a certain age, it is tough to “change”. It’s been said, that if we keep on doing what we’ve always done, we’ll keep on getting what we have always gotten….but that is not true anymore! In today’s competitive marketplace we may …

I had a funny thing happen to me this week and I felt compelled to share it with my readers.  I got back to the office yesterday evening and there on my desk was a big envelope from Re/Max Corporate Headquarters.  Hmmmmm.  I opened it up wondering what it could possibly contain.  To my amazement, it contained a letter from their legal department!
The letter was what is known in legal circles as a “cease and desist” letter.  For the uninitiated, a cease and desist letter is a formal demand that …

One of the challenges for salespeople is that we sell in generalities when consumers really want specifics. If we stay in the generalities, we will lose.

We need to show the consumers specifically what they will receive when working with us; what specific results they can expect in sales price, net proceeds, timeframe, communication, and additional services and how that differs from the competition. We need to show them what type of guarantee we offer, if any. The commodity mindset a consumer possesses demands the specifics. If they don’t receive …