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For Real Estate Agents, Property Brokers And Loan Officers Who Want To Become One
This department covers resources especially for real estate agents. Many loan officers are also realtors as a second career. If you like the sound of double-commissions and dabbling in real estate, you may want to give it some future consideration. These real estate training resources will help the newly minted realtor or mortgage professional understand the property business.
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DOWNLOAD = The Dirt On Realtors By Uncle Sam
Ever wonder why realtors are sometimes referred to as "real litters"? Real estate agents are part of an old boys network, even though most of them are women! What I mean is that I always suspected that backroom deals and hush hush handshakes were part of most transactions. Now, this goverment report proves just that! The MLS is surely a monopoly and these closed marketplaces have a way of ensuring the housing prices stay high. For Sale By Owner (FSBO's) have little recourse but to play by Mr. Real Litter's rules and this report from the government accounting office digs-up some of the factors that affect price competition in the marketplace. A wonderful read over the shredder. This resource is in Adobe PDF format. . . .
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Virtual Tours: When Image Really Matters
It is a well-know and well-accepted fact that the Internet is currently considered as one of the best pragmatic tools that technology has ever created. It provides a lot of possible information that can be quickly accessed without having to resort to manual process and without having to exert physical prowess. . . .
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The Levels Of Delegation To Your Success
It's eleven thirty a.m., you're hungry, and there is a stack of telephone messages waiting to be returned. Two of them are clients that are going to make your day a little unpleasant. Two more showings this afternoon, a dirty car, kids to be picked up at school, a stack of leads waiting to be entered into the database and two troublesome closings that will require a "Hurculean" effort to close. . . .
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Be The Architect Of Your Success
Have you ever wondered about real service to a customer and their perception of service? My experience tells me perception of service is always more important to the client than reality. One of the ways my clients perceived I was delivering great service was consistency. The sign went up on time, along with the lock box - with a key that actually worked! . . .
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Top Agents Provide Unique Inventory
If you didn't have more to offer than what's in the MLS your service won't be as good as a well-developed website - you would be in danger of soon being replaced! Today's buyer can search, find, view, negotiate, and buy their target property all over the Internet. Some are even asking, "Why do we need a real estate agent?" . . .
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Finding And Hiring A Great Telemarketer
It can be a simple process to locate the "perfect real estate telemarketer." The following is an ad that we placed at the community colleges and senior centers. We faxed, e-mailed or hand delivered the ad to the job placement centers and had it posted on the "jobs available" bulletin board. . . .
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"California Cool" Now In Kankakee
In October of 1997, I had just finished addressing the Illinois Mortgage Brokers Association and was on my way to the Illinois Association of Realtors State Convention. This was my first Illinois State Convention. Impressed with the Lake Geneva facilities (the old Playboy club) I immediately headed for the hotel watering hole where behind a waving hand, killer smile and a," Hi, I'm your hostess", I met my future wife Lisa Kelly, now Lisa Sanford. . . .
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Going To The Next Level Is Easier Than You Think!
I have loved real estate for over thirty years. A few of those years were as a "peak and valley" investor. Believe me, some of those valleys were awfully deep! I worked most years as one of the top real estate agents in North America. Now, I work as a real estate trainer watching some of my ideas being implemented. Real estate is easy to love if you just do a few items better than your competitors. . . .
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10 Inexpensive Customer Services For Real Estate Agents
In my nearly thirty years in the real estate business, I can't emphasize enough the importance of what I call "Disneyland services." By that, I mean that we can provide a multitude of services by doing no more than utilizing technologies already available to us and talking more about what we already do. Here are just ten inexpensive customer service ideas you can implement tomorrow to WOW them. . . .
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Considering A Buyer's Assistant?
For twenty-five years on the front lines of real estate sales I realized that controlling the inventory was the key to having a controllable life in real estate. We all know that buyers are necessary ingredients to any transaction but it just seems that buyers need to see properties on days that are more inconvenient than the days sellers want to list! . . .
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Asking For Price Reductions
Now, this isn't really about getting new business. It is not a lead generating script, but it may be the most important phone duty that anyone in your office does -- asking for price reductions. Asking for price reductions can make or break a top real estate agent's business. Not only will price reductions quicken the sale while minimizing overhead in a real estate agent's business, but it will also prove to everyone that your marketing systems work. . . .
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Real Estate Investing Made Easy, You As Your Best Client
As real estate agents, we work as purveyors of the most profitable, long-term investment opportunities in North America. Every day, we talk with our clients and prospects about the wonders of owning real estate, but we don't buy enough investment real estate ourselves! . . .
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Five Steps to Getting Everything You Want
For 25 years, I have played the game of real estate, watched others who have played the game and now teach the game. I must say there is not a more exciting, challenging, scary yet profitable business that is so easy. Yes, I said easy! There are only five steps to profitability and happy clients. They are the following: choose a group of people that need your help, become the best at contacting them, determine if your contacts have been profitable, "manualize" your profitable system, and delegate it to someone that gets paid less than you. It is simple. . . .
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Is Technology On The Web Just Another Poorly Planned Open House?
Well, it's happening again. We have a new spider web for real estate buyers and sellers. You know, one more thing to add to our long list of up-time, open houses, non-solicited personal referrals and walk-ins. There will be many that will argue with me that all of the above mentioned lead generations have been profitable at one time or another, but one thing is true with all of the above -- they require a decision of the client to interact with you and not visa versa. . . .
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Hey Lenders! I Want More From You! Please!
This article will help your "elephant real estate agent," his or her buyer client, and you. The letter below could be used in any customer service program for a real estate agent who might be too busy to provide the necessary personal touch to guarantee repeat and referral business after a closing. We all know how difficult it can be and sometimes "hand-holding" is what we need to maintain strong relationships with our clients. . . .
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Endorsement Letters As A Marketing Strategy
Since the most important activity for a real estate agent is to obtain a listing, I suggest that you be a major cog in its successful completion. We all know that the least expensive way for an agent to obtain a buyer is by way of a real estate sign, but how do we do this in an effective manner, especially when competition to the real estate agent is becoming keen? . . .
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Teaming Up For Business
Lenders can be a great part of your prospecting strategy. When prospecting for new business, why not seek the help of people who depend on you for a large part of their income? Back in the days when I was a full time Realtor ®, I always tried to involve Dixon, my favorite lender, in every transaction. . . .
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Getting A House Sold
Most products have business cycles. The product of real estate is no different. It goes up and down in price-it's healthy! Many good years, however, lead many optimistic sellers, but if a house isn't selling, you may need to polish up the scripts you use to ask for a price reduction. Sounding like a broken record may irritate already frustrated sellers so you may want to try different approaches to convince them to lower their price. . . .
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Career Path Leading You in Circles?
The 45-hour real estate transactions course, the state license exam and every other pre-license requirement have prepared you for the rigors of real estate sales and placed you within a continually evolving industry. Because the business is ever-changing however, the education process must resume. . . .
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Asking For More Reaps Unexpected Benefits
We ask for the order, the signature, the commitment, and the cooperation of our clients; however we may not be asking for enough of the items that make a real estate agent profitable. Also, asking for and not receiving may help us obtain the most important concessions in the negotiation. . . .
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Income Ideas: Thinking Outside The Box
Add unconventional variations to your standard listing and sales contracts to reap more money. There's a certain comfort level to doing what's customary - what everybody else does. But if you're interested in increasing your revenues from sales and listings, don't be afraid to think outside the box. During my long career I've found it was the little things that made me successful. . . .
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Realistic Prices In A Declining Market
Convincing sellers to price their homes correctly during a downturn isn't easy. The real estate market's strong performance in recent years has pumped up sellers' expectations of how much their houses are worth, but marketing a home at yesterday's prices can cost you today's sales. . . .
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I Don't Wanna Pay That Much!
Sometimes when the seller does not want to pay your full commission, they may be right - you're just not worth it. Don't worry, it's nothing that focus, education, compassion and implementation won't cure. However, if you are worth it, then cut this article out as your call to action! . . .
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Integrated Systems Still Rule Top Agent Business Plans
After thirty years of daily research and interviews, Walter Sanford has pieced together the top producer's ebb and flow of integrated systems. All systems dovetail. They build upon each other and enhance each result geometrically if used together. Until now, a hodge-podge of technology, checklists, and procedures have produced lackluster results for many Realtors®; this is why dovetailing is such an important element. . . .
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Be Your Own Best Client
As real estate agents, we work as purveyors of the most profitable, long-term investment opportunities in North America. Every day, we talk with our clients and prospects about the wonders of owning real estate, but we don't buy enough investment real estate ourselves! . . .
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Is It Really Buyer Brokerage?
In the last fifteen years there has been an outcry for a representative of buyers. Under traditional real estate, either the same agent or cooperating agents shared a commission paid for by the seller. It is successfully argued that the seller is due a fiduciary duty and the buyer a duty of something less. In order to change this, we have instituted state laws, guidelines, regulations, and even new franchises and educational programs. . . .
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Is The Client Always Right?
Real estate has been my life and passion for over 28 years. I believe that the majority of my life experiences, those that I am most proud of, have come from helping my favorite clients achieve their goals. However, I am often asked this simple question, "Is the client always right?" and I must answer this question with a resounding "No". . . .
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Delegating Buyer Feedback
For years in my real estate practice, I had discouraged my staff, my company, and myself from the practice of working with buyers. Buyers, under contract, are much better for a real estate agent. Let's be honest -- less than 5% of real estate agents are receiving written commitments from buyers; however, every top real estate agent does have to work with buyers occasionally! . . .
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Vacation Prospecting
It's a fact - some Realtors® don't have lives&lunch on the run, missed recitals of your prodigy in training, and fewer "date nights." So, you sit down on January 2nd and promise your family that "things will be different." My suggestion is to get a democratic vote on the location, date, and duration of your vacation and then PAY FOR IT IN FULL! . . .
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The 15 Minute Open House
I can show you how to have fun and how to meet every seller and buyer in the neighborhood. In the same step, I can show you how to create a massive personal promotional campaign and form an alliance with your lender while being a hero to your sellers. . . .
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How (And When) To Tell A Client, "No, Thank You"
A real estate office with a sign in the window saying, "No shirt, no shoes, no service," may be going a bit too far. The top real estate practitioner of today may need to discretely repel clients that have little ability or an energy-draining ability. When dealing with the before mentioned client, you may do more to harm your reputation and your pocketbook than help. The goal with these clients is to have another real estate agent help, have the client like you, and make profit from the whole procedure. . . .
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The Seller's Plan Of Action
You have done the lead generation and the calls are coming in. You pick the sellers that are real. You counsel prior to the appointment. You show up, and you meet their needs. Just before Mr. Johnson picks up the pen, he looks you in the eye and says "By the way, what are you going to do to get this home sold?" . . .
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20 Questions To Ask A Seller Before You Go To See Them
The phone rings and the butterflies start&it's a POTENTIAL SELLER! Your mind immediately rushes to how you're to impress them, beat out the competition, obtain a signature on a saleable listing, and find interested buyers. But wait - the most important part of a listing presentation is happening right now and you're woefully unprepared! . . .
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The Five Biggest Mistakes Agents Make
Real estate has enough surprises and challenges - you don't need to create your own. Self-inflicted agent damage can be solved with patience, education, and experience. Even with top producers, the occasional snafu, while rare, still happens! What follows are some of the biggest mistakes my coaching clients and I have made during my last twenty-eight years of selling real estate. . . .
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Click To Keys: Closing The Online Real Estate Leads
We know the business model works! There is not a better way to compare totally different products within the same genre - i.e. real estate - and for the individualized agents to each offer different services to accomplish the client's goals. Consumers have found that the easiest way to compare these dissimilar products from literally hundreds of choices, is online. . . .
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What Are You Really Selling?
When you are selling a home, what are you really selling? Will the ad in the paper just say "house for sale?" Not if you want to sell it. You are always selling more than just a "house." You are selling a location, perhaps a school district, and much more. . . .
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Selling Real Estate, Give The Buyers Information
When selling real estate, what should you say in flyers, advertisements and listings? Just about everything. Well, maybe you shouldn't reveal your motivations, how low you will go on the price, or anything else that will hurt your negotiating position - but everything else. . . .
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Should You Have An Open House?
I remember the first open house I hosted. I was a new real estate agent, and knew nothing about the home - it was listed by another agent in the office. It was a lakefront home, which was too expensive for most of the visitors who came that day. They came to dream. Their kids came to run around the yard, getting in the seller's things. I ran around trying to keep track of where everyone was. I didn't sell the house. . . .
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How To Find A Good Real Estate Agent
It's easy to find a real estate agent. Just put a for sale sign in the yard and wait for the phone to ring. The question is, how do you find a GOOD real estate agent? You can start with newspaper. . . .
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Three Important House Selling Tips
There are hundreds of good house selling tips that can help you when the time comes to put that sign in the yard. Some are more important than others though. Here are three of the most important points. . . .
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FSBO Tip: Just Don't Do It
My number one FSBO tip? Don't sell it yourself! A "FSBO," or house "for sale by owner" can sell fast, and for as much as it would have if listed with a real estate agent. Sometimes - but not normally. Consider the following ten points. . . .
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Sell Your Own Home, Tips
You can sell your own home, but it can be a time-consuming and frustrating process. Usually I would recommend listing with an agent, but in the right market, it may make sense to save the commission and do it yourself. If you try, use the tips here to do it right, and to avoid common mistakes. . . .
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FSBO Real Estate: Problems And Opportunities
Buying FSBO real estate, or houses for sale by owner, has its own particular problems and opportunities. Dealing with an uninformed seller who thought he knew enough to handle everything by himself can be frustrating, but it can also be very profitable if you are prepared. First you need to understand the FSBO seller. . . .
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Real Estate Buyers Beware: Get Representation
It is the buyer's right to seek an agent, and it is in their best interest to do so. When a potential buyer sees a For Sale by Owner property he or she should contact their realtor before contacting the For Sale by Owner. And when the buyer makes an offer on the For Sale by Owner Property he or she needs representation on the sale. . . .
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What To Look For In A Real Estate Agent
Real Estate Agents play an essential, critical role in the process of buying and selling a home. You just simply cannot afford to work with an agent that does not exhibit top-scale professional values. We're talking about your primary investment, and the happiness of you and your loved ones. . . .
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The Important Of The Internet For Real Estate Professionals
The Internet has become a fixture of our day to day lives. Gone are the times when a computer and a broadband connection were luxury items. More and more people are relying on the web to learn information about the real estate process, as well as the market conditions, and to look at listings. . . .
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Selling Real Estate On Ebay
Selling real estate over the internet may sound like an awkward idea. However, the exposure the real estate receives over such a widespread media like the internet is every realtor's dream. . . .
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The Dirty Little Secret About Real Estate 800 Call Capture Systems
Real estate 800 call capture systems are a great tool for real estate agents. The dirty little secret&it probably won't work for you. The majority of real estate agents that get an 800 call capture system don't use it correctly and then when the phone doesn't ring, they blame the technology. . . .
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Real Estate Marketing: Two Very Important Aspects
There are two aspects of real estate and marketing that are paramount to your success as a real estate professional; the acquisition of new customers and the retention of old ones. As is the case in other industries the cost of acquiring new customers is escalating. So, it becomes more prudent to continue marketing to past customers. . . .
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Million Dollar Real Estate Postcard Mailings
Real estate post card marketing is an underutilized real estate marketing strategy known by many, but used by few. The test? How many agents do you know market real estate with postcards. Not many - that's what I thought! . . .
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Why Real Estate Agents Need Websites
There is no question that the advent of the internet as an ecommerce hosting tool has transformed the real estate industry. The internet is a particularly well qualified platform for real estate presentation. Today's large real estate websites will sort available properties by area and then present them with a combination of written information, photos and often video segments. . . .
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For Sale By Owner: Priming The Real Estate Pump
Perhaps you've decided to relocate. Or maybe you've outgrown your home and need to find homes for sale that will accommodate your growing family. Or perhaps your children are grown, you've made the decision to downsize, and are in the market for real estate that will better suit your needs. Or maybe you've decided to take the leap, buy some land, and build the home of your dreams. . . .
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Real Estate Marketing Flyers: 24-7 Marketing
The real estate marketing flyer box is a "24 hours a day agent", and is standard equipment among high producing real estate agents. And what do you suppose you do with them? Stuff them with real estate marketing flyers, of course! And as you may know, real state marketing flyers are the bread and butter of the real estate indusrtry. . . .
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Why Is My Real Estate Career On The Skids?
How do you feel about roller coasters? Do you get nauseous or do you feel the thrill, throw your hands in the air and yell with excitement? If you want to succeed in the real estate industry you must learn to love unexpected turns of events and a wild ride. The real estate market is in an up and down cycle just like the stock market. . . .
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Marketing For Real Estate Agents
When marketing a home, most Realtor's do the 3 P's, Put it in the MLS, Put up a sign & pray. You do not need to re-invent the wheel,, just be 5% better than most Realtors to be in top 10% of all the realtors in your market . You need to develop strong marketing skills, both online as well as offline. You need to constantly market your listings. . . .
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Real Estate Blogging 101
It seems like everyone is blogging these days, but should you jump on the bandwagon? The answer is a resounding yes! Blogs help build content quickly on your website, and the more content you have, the easier it is for a potential buyer or seller to find you through a search engine. However, once you have your blog ready to go, what do you do with it? . . .
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Real Estate Agent Marketing Tools
Real estate agent marketing tools to increase your commissions by 25% to 50% this year, interested? I've concluded that 99% of real estate agents' marketing tools are ineffective because they are you using A) "push marketing" B) not getting a tangible ROI in the name of "getting their name our there" (are advertising on benches???). . . .
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Time To Change Your Real Estate Strategy
We have all heard it. The real estate bubble has burst or is at the very least deflating. Homeowners in approximately two-thirds of the country are watching their home equity melt away. While bemoaning the fact your equity loss is painful, there is still time to look sensibly for housing deals and act accordingly if we begin reassessing how we view real estate. . . .
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Real Estate Brokers/Agents Increase Market Share By Teamwork/Partnering
Real estate agencies and real estate sales agents; are you looking to increase your market share? A step toward reaching that goal is to adopt the model of "Teamwork/Partnering". Real estate, by its structure and competitive nature, can inhibit "Teamwork/Partnering" because real estate sales agents are usually independent contractors and consequently that can lead to an all for me attitude. The agency is only as successful as the sales agents and vice-versa. . . .
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Saving Space In A Small Condo Or Apartment
Whether you are living in a small apartment or a tiny efficiency apartment, there are ways to make your home cozy, practical, and attractive. No longer are you bound by the confines of designated space - you can make up your home's character and allot space as you see fit. . . .
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8 Tips For Renting The Right Apartment
So, you're looking for an apartment to rent or share with a roommate. Whether you're a first-timer or an experienced apartment-hunter, it's worth taking the time to decide what's most important to you in where you live and to plan your search strategy accordingly. With that in mind, here are eight tips to consider. . . .
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Apartment Locators: How Do They Make Their Money?
If you're looking for an apartment in a hurry, apartment location services are a convenient, efficient route to your next home. The vast majority of these services are free, and if you happen to live in a high-growth metropolitan area, you're likely to find them everywhere. . . .
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Can Your Services Be Digitized?
One of the best ways to stay on top of the industry is to read, a lot. Not only do I recommend reading the mortgage news, but I suggest you read Realtor magazines as well. The Realtor Associations are much more on the ball than our Mortgage Associations when it comes to research, trend awareness, and service issues. . . .
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For Sale By Owner: Prepare for Success
So you want to sell your home without a real estate agent. Like hundreds of thousands of other homeowners, you've chosen this option because you don't want to pay those large commissions to an agent. . . .
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Money Making Real Estate Marketing Ideas
Real estate marketing is a lot simpler than most Realtors make it out to be. Some equate expensive products and services with quality. However, effective real estate marketing does not have to be expensive, complicated, or sophisticated. Sometimes, plain, simple, direct and to the point makes lasting impressions that result in increased business opportunities and more income. . . .
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How To Avoid Unethical Behaviors And Dirty Tricks Of Realtors
Like in many professions and occupations there are honest and ethical people and there are some who aren't. Since the commissions of the Real Estate Agent are being paid by the seller of the house a buyer cannot relay on his objectivity or impartial conduct, exactly as since without a buyer there is no deal, the seller can expect the agent to exert pressure to lower the selling price. . . .
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Real Estate For Sale: Pointers To Consider
It is a common belief that the primary concern in selling a property is to acquire profit that is not only above your initial output but even beyond that. However, as a credible seller, profit should not only be your priority if you care for your customer. . . .
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The Low Down On Real Estate Lock Boxes
Lockboxes are tools used by agents of real estate to get a hold of keys of houses and properties that are listed as available for purchase. Lockboxes exist for the number one reason that it is an effective tool to ensure that only authorized agents could enter inside houses that are up for selling. . . .
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Mistakes To Avoid When Selling A Home
While everyone tends to focus on the things they're supposed to do in order to sell their house for a high price, many people don't appreciate common mistakes that can cause a house not to be attractive to home buyers. . . .
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Top Tips For Selling Your Home
In this article, you'll find home selling tips for houses, town homes, villas, and condominiums, scams to keep away from, how to opt a seller's real estate agent, what to set in your contract, real estate agent tricks to watch out for, and negotiating tips for dealing with tough buyers. . . .
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Getting The Most Money Out Of Selling Your House
It is easier said than done to make a profit in the real estate market nowadays. Those that manage to consistently turn a profit on real estate investments have been working in that field for years and are using proven strategies in order to minimize risk. . . .
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When Good News Hits The New York Times, Sell
Conversely one could surmise, when there is abundant investment bad news; investments opportunities may abound in the market place. Bernard Baruch was one of the more astute investors of the world. He was born in 1870 and died in 1965. . . .
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Personal Branding Techniques For Real Estate Agents And Mortgage Brokers
A key principle of marketing is to find something unique about what you offer as the basis of your sales message. Even if what you offer is a commodity, there is always one thing unique in your business -- you. A big error made by many Real Estate Agents and Brokers is to try to develop an institutional image like most big companies. . . .
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