Articles

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Sales Strategies and Tactics Articles

  • What's The Secret?

    I thought about what it really is that enabled me to be able to sell over 100 homes year after year, and realized it's nothing really extraordinary, and nothing that anyone can't do if they want to. In the end I kept coming back to one word, consiste...
  • New Starts and My Clients Are Getting Their Part

    As some trends die, others are born.  Short sales and REOs are in their last days, and we need some inventory!
    Builders have been hurt.  They are being careful, and the banks are not backing them like the "old days."  We are seeing the ...
  • Multiple Offer Madness: Prepping the Sellers

    Multiple offers are a growing trend in many parts of the country as inventory fails to keep up with demand. We'll be exploring the many pitfalls of representing a seller in a multiple-offer market and how you can best prepare your seller for this possibility.
  • You Need to Be Able to Say "NO" to Bad Business

    I have the privilege of coaching some great agents.  They have enough business so that they can effortlessly say “no” to business that they believe has a small chance of closing. 
    You are in a contingency business.  Your inc...
  • Planning for Realty Trends

    In 2005, we, the real estate community, saw interest only loans with no money down.  We knew the banks were going to own a lot of property.  I started systems that built relationships with banks so our clients would be in first place when sho...
  • Listing Presentation Styles

    How do the pros do it -- take listings quickly and have high "sign-through" rates?  There are so many strange opinions, but we're sticking to the facts.  We only want to show the procedures that lead to a fast turn-around and terms that are s...
  • Placement Using Feng Shui Can Help a Buyer be at Ease

    As a former Realtor of over 19 years, I was always intrigued by how a potential buyer came to their conclusion when looking at a particular home.  The psychology of making a purchase is fascinating.
    It was an easy "leap" for me to eventually own ...
  • What Other Realtors Have Challenges With

    On our call last week we covered more questions, more objections, and more challenges.. wanted to continue sharing with you:
    Objections we discussed this week:
    We want to list it high to leave room to negotiate:
    That makes sense and I can understand...
  • To Have A Team, Or Not?

    One of my individual coaching clients asked me to tell her the pros and cons of having a team.  I told her I would give it some thought and get back with her, I just wrote this to her and thought it may benefit some of you on some level at some po...
  • Need to Be Able to Say "NO" to Bad Business

    I have the privilege of coaching some great agents.  They have enough business so that they can effortlessly say “no” to business that they believe has a small chance of closing. 
    You are in a contingency business.  Your inc...