No, Your House Is Not Worth That Much... Is it me or does every seller think their house is worth more than it really is?  I don't blame them. I too, thought my house was worth more than it was.  It's totally natural because there's an emotional attachment to it.  I think my Mom and Dad are the best Mom and Dad in the world, but that doesn't make it a fact.  That opinion is based on an emotional decision. So how do you approach a listing when your seller thinks their house is worth more … [Read more...]

Real estate agents no longer control the information about real estate available for sale, but we still control the real estate customer experience!  The way to compete against the technologies of the world trying to cut us out of the equation is to simply outperform them.  Technology will never replace one on one human interaction. These "alternatives" ultimately compete on price, but price IS NOT the only thing consumers care about. People don't care what you charge, they care you earned … [Read more...]

Have you noticed all the "less expensive" options coming out the wood works in the real estate industry? As if this business wasn't hard enough, we now have to compete against price too!   I don't know about you, but I can't stand when a buyer or seller asks me to take a discount simply because they saw a Red Fin commercial. When you bring TRUE value, these less expensive options are no longer competition. My goal of this post is to show you exactly how to compete against the "less expensive" … [Read more...]

Are you one of those real estate agents reading off some cheesy real estate script? I get so confused when I see agents constantly asking for a "script" to use. How can you script for a conversation you have not yet had? Do you want to stat converting more of your real estate leads? Then stop using a real estate script and start being real.  There is extreme power in demonstrating your authenticity. I want you to try and put yourself in the shoes of a buyer or seller. Imagine you get … [Read more...]

Wait, did you say...REAL ESTATE LEADS FOR FREE? Yea I said that.  The best real estate leads for free are referrals! The million dollar question is, how the hell do you get more referrals?  Sounds easy doesn't it? It is, but most agents will struggle overanalyzing this to the point they talk themselves out of it. "Will my database think I'm annoying?" "I don't want to bother people I know" "Everyone I know already knows I'm in real estate" My goal of this article is to breakdown … [Read more...]

Do you need real estate scripts? I'm in a handful of real estate groups and I see a consistent theme occurring. "Does anyone have an open house script?" "Does anyone have a seller script?" "Does anyone have a buyer script?" What are these real estate scripts that everyone is talking about? Just before I sat down and started writing this post I received two cold calls from companies that tried "scripting" me. I gave the first rejection a, "I'm sorry but I'm not interested right now" and … [Read more...]

Having a real estate license is not enough anymore. It used to be all you needed to sell real estate, but in today's world you need more than that.  You need to be a marketer. Having a real estate license gives the legal right to get paid selling houses, but that doesn't mean buyers and sellers today think you earned it. How often do you use the material you take continuing education on to keep your license in tact? Does it help you get listings? What do you mean "dude"? Buyers and … [Read more...]

Need FREE buyers agent training or possibly thinking about hiring your first buyers agent? First of all, congratulations for making it to this stage in your career! It's exciting that you are leveraging a buyers agent to your team! OR Perhaps you are a broker owner or a team leader and you are sick and tired of doing the buyers agent training!  Then this is for you too!  I'm going to give you a 4 step checklist and some training to follow.   Let me first start off by saying that … [Read more...]

It's very common, in today's market, to be in multiple offer situations.  You might have been working with a buyer for 4 months and because inventory is tight, you have just been waiting for the perfect home to pop up. The home comes on the market and your buyer LOVES it! You submit an offer only to find out... "Highest and best please..." Inventory levels in many areas of the country are tight so this is happening quite a bit, but how do you get your offer to stand out? Let's go over … [Read more...]

"Mr. /Mrs. Seller... your house is overpriced and you need to drop it by $50,000"... OUCH that hurt! This is one of the conversations we all hate having, but it's going to come up sooner or later on one of your listings. So what's the best way to ask your seller about a price change? How do you ask for a price change without turning your client against you?  If you don't think sellers get irritated when you ask for a price change you are wrong.  Whether or not they turn that … [Read more...]