It’s interesting to me how many agents no longer preview property as part of their daily schedule. As I walk through top real estate offices, I continue to observe Top Agents staring at their computers as if buyers and sellers will jump out of the screen, instead of being out in their farm areas mastering … Read more

SUMMER LISTINGS – Key Components = Increase your LEADS, ROLE PLAY and PRACTICE OBJECTIONS, protect your SCHEDULE, MAKE THE CALLS! USE a proven script for leads, calls and presentation. Know the stats of summer sales in the past year and put them in terms of percentage.   For example – In the sunshine MLS, in 2011, … Read more

Always meet buyers at the office! Always have buyers sign a loyalty agreement! Always do a thorough buyer consultation or “wish list!” You do the picking of where to go – limit it to 5-7 places. Show them in the office, on the big screen, 5-10 places you aren’t taking them and why (this helps … Read more

  Maintain Absolute Integrity. When Leonard Roberts became CEO of Arby’s, the fast food chain was struggling. He turned it around by promising more service, support and money to his franchisees. When Arby’s owner disagreed and refused to pay staff bonuses, Roberts resigned from the board in protest and was eventually fired. He survived that … Read more

So the buyers says, “yes… let’s do it!”  The normal action most agents take is to whip out a contract and a pen and start writing.  WAIT!  The most important thing you can do is call the listing agent! Contacting the listing agent first is not only a courtesy to the agent, but it’s also … Read more

We all know the story – we call for listings and the seller says, “we will wait until next season.”  The truth is, homes sell in Southwest Florida year round.  As agents, we know this, yet how do we convince the seller?  Statistics and facts will always trump our opinion in the mind of the … Read more

I was going through some old papers yesterday and came across my first KW ALC clinic book.  Highlighted in bright yellow were some words by Shaun Rawls, who was recently named one of the 200 most powerful people in Residential Real Estate in the Nation. Shaun said that, “Success is 10% vision, 10% skill and … Read more