Your revenue runs at the speed of trust. Think about it: as trust goes up, speed increases and cost goes down. A client who trusts you returns calls, follows advice and refers friends. An agent who trusts their broker stays through a tough market. A lender or escrow partner who trusts you makes the transaction […]
Category: Develop Talent
For real estate agents and team leaders: prospecting, follow-up, listings and the skills that build a business that doesn’t depend on the market. Start with Beyond the Power of One and Speed to Lead.
Persistence
Here is what I know as an entrepreneur: you try 10 things, 9 don’t work out as planned, and 1 (after tweaking it) works. The problems entrepreneurs confront every day would overwhelm most managers. The point? Persistence. If you believe in the problems you are solving, you keep iterating until you find the formula. I’m […]
Real Estate Advertising’s Greatest Hits
By now, Real Estate Advertising’s Greatest Hits is an album all too familiar to us. The tracks unfold, on auto-repeat, in the background of our lives: Find your place Home is your shelter from the storm Real estate made easy Love where you live Search to close An exceptional experience Going the extra mile None […]
When Desire Meets Confusion: What Prospective Sellers Are Thinking Now
According to my friends over at 1000 Watt, current market conditions are, in a word, interesting. Great for sellers, hard for buyers, confusing for agents, and difficult for the supervising brokers. Check out the trends in your area on my Altos Research link. The era of dirt-cheap money ended abruptly, causing many buyers and sellers […]
Marketing, Awareness, and Opportunity
1000 Watt Marketing recently completed some original research and asked people a range of questions to identify areas of opportunity and vulnerability in today’s real estate market. There is intense competition for the attention of homeowners. While only 46% report that the agent they bought with has contacted them post-transaction, 28% receive “a lot” of […]
Get Crystal Clear On Who Your Ideal Customer Is
You’re probably already working with various clients if you’re a real estate agent. Newer agents I work with say, “I’ll go anywhere with anyone,” yet the seasoned agents are “Crystal clear on who and where they invest their time and energy.” Have you ever thought about how many different types of buyers or sellers you […]
Overcoming Rejection
His mother, no longer able to provide for him, turned him over to the foster care system. At 22, he was homeless with a two-year-old son to care for. The only way he could go was up. With $700 start-up cash, he pursued his vision. Paul Mitchell hair products and eventually Patrón tequila. One of […]
Symptom, Source, Solution
You can’t see the picture when you are in the frame. (Ask Billy Beane, or Michael Jordan, the player, and Phil Jackson, the coach.) Whenever I get frustrated I use a model, “symptom, source, solution.” (Models can be so helpful). Ever play Whac-a-Mole? Every time you knock one down, another mole pops up. To stop […]
The To Don’t List
Some of my top-performing clients and associates have: The “To-Don’t” List: Stop doing Less of Than the traditional “to-do:” Start doing More of Bonus, I know a few characteristics of successful leaders: a vision that resonates; active vs. passive communication; collaboration with stakeholders; ability to assemble a team that is active vs. passive, effective, and […]
Find A Way
Persistence If what you’re doing aligns with your definition of a success, you must persist without exception. Find a way when it appears there is no way. Persistence Starts With Alignment Persistence only works when you know what you’re persisting toward. If you haven’t defined what success looks like for you, every obstacle becomes a […]