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 …

First impressions are almost always irreversible and can make or break your connection in a matter of seconds, and how you connect on and offline will make determine if you will win or lose!
What can you do differently than you have been doing?  Are you relying on the same old things, systems, and habits…. or even more concerning, doing the same things your competitors are doing?
Today’s savvy consumer knows what they want, and are not willing to pay for services that do not meet their need. The largest buying segment …

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 …

….for today.

Wowza, screech and skid…. How did you survive 2009? I will confess this year has already presented huge changes and challenges for me and just about everyone I talk to. What an amazing moment in our industry. When we look at the remainder of 2010, what are the most important things to focus on to maintain and, hopefully, accelerate our businesses in this now “normal” market?

Our industry has made some huge changes in how we exchange information with consumers and how we sell and list property. …

As a luxury real estate marketing professional your reputation is at the core of your personal brand equity—the value of your brand. Your reputation, your trust factor can be the deciding factor in selecting you to list a luxury property over your competition or be selected as a buyer’s representative.

Look around.  Today, agents are dropping like flies.  Real estate brokerages are closing on nearly every corner.  Good people are leaving the real estate business like rats from a sinking ship.  Not that I have any first hand knowledge about rats and sinking ships.  Where do they go anyway?
I digress.  Why are they leaving the industry?  Primarily for one reason:  They can’t afford to stay.  In other words, the real estate business as it is today is not profitable at all for many of us, and only marginally profitable for …

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 …

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 …