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For Real Estate Agents
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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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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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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. . . .
>>>> READ MORE...
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