If you’re like my friend and fellow agent Debbie, you dread the tedious process of keeping up with all of your prospects, past clients and sphere of influence within your CRM (customer relationship management) system. As salespeople, most of us want freedom, and a CRM is meant to give us that. However, Debbie felt that…
The U.S. economy shrank more than 30 percent in the second quarter of 2020. This contraction has disrupted the financial security of millions of families. As real estate professionals, we are in a very unique position to help the economy recover by bringing new listings to the market. According to the National Association of REALTORS®,…
What are you doing to fill your pipeline? When most hear this question, they translate it to “what are you doing to produce more leads?” After all, if you’re not closing enough business, you must need more leads, right? I think the answer to this question is “no.” Quite often, we don’t need more leads,…
Bill, an agent in Virginia, wanted to supercharge his marketing to attract a buyer for his listing that was on the market entirely too long during the pandemic. Bill was frustrated. Even more critical, the sellers were losing patience with Bill. They couldn’t sell their home. They couldn’t move to Florida to be closer to…
A few years ago, I started coaching a new client. Let’s call her Sheila. Sheila had been in real estate for nearly 20 years, had higher production than most of her peers, but was disappointed that she wasn’t able to exceed annual earnings of $100,000. Every week felt like starting over, which was unacceptable after…
Life is very busy, especially for those who have immediate and extended families, church responsibilities, work life and who want at least some personal time. It’s like we’re running on treadmills that never, ever stop. How do we gain control over our time when we feel like we’re running from one urgent matter to another?…
Real estate agents and team leaders epitomize entrepreneurs. They pursue opportunities by taking risks to start a business. Most do so because they don’t want to follow someone else’s ambitions and they honestly believe they provide something unique in the marketplace. They are typically visionary and constantly dream of creative ways to attract new clients,…
Somebody asked me recently if I had culture. “I think so,” I responded, before thinking to myself that I had learned manners as a child, which, in my mind, meant I had culture. I grew up in the South. My mom taught me how to behave in all social situations. She especially wanted me to…
“What are you selling to prospects?” is a question I enjoy asking groups around the country. The typical answer is “myself”; however, this mindset limits an agent’s ability to increase the size and profitability of their business. Let’s discuss how to elevate client experiences and create work-life balance at the same time. When you sell…
A recent Facebook post by a top-producing agent read: “I recommend that all sellers try for sale by owner.” I couldn’t believe it when I read it, so I read it twice. Yep, that’s what it said alright. It just didn’t use those words. Here’s what it did say: “Congratulations to my clients who received…
The idea of scripting, lighting and performing for a camera every day is enough to keep even the most ambitious professional on the sidelines. The secret is staying consistent without burning out isn’t working harder on your production—it’s working smarter with B-roll. Read more.
