Author Archive

The Idea of the Apprentice

Naturally, we have a lot of conversations here about education in Real Estate. It’s a complex, competitive, and entrepreneurial industry- which means that the way we educate and train new REALTORS is phenomenally important to both the industry and the success of the individual. Today we’d like to delve into a concept we’ve been thinking… Read More

Making Better Human Connection Through Metaphors or Analogies

The people side of real estate matters now more than ever. As it gets harder to connect deeply with clients, prospective clients and colleagues, due to digital communication, busyness, and beyond, it becomes so much more important to connect with people quickly and impactfully. At the very heart of this art are high-level communication skills.… Read More

Building Skills vs. Building Business: A true dichotomy?

Real Estate is a very competitive industry, and a very complicated one. To thrive in Real Estate, one must stand out from others by being excellent: knowledgeable, talented in negotiations, confident in connecting with and guiding their clients. It takes time and investment to develop one’s skills, but unless you’re smart about how you go… Read More

A Perspective on High Maintenance Clients

  We’ve heard a lot of stories about high maintenance clients. The clients who, with their “outrageous expectations”, “stubbornness”, and “bizarre decisions” end up de-energizing you, and throwing off your business. The contradiction of wanting to hide away from these clients and not take their calls, but being acutely aware of your responsibility to them means often… Read More

Managing Your Clients’ Expectations

Don’t hold up your client’s beliefs that aren’t realistic. Buying or selling a house is an emotional process. We often see pretty big gaps between people’s expectations and reality when it comes to Real Estate – whether in their expectations of multiple offers, what they think a house is worth, how fast they expect the… Read More

The Case for Good Marketing

Following up on last week’s conversation of Marketing vs. Prospecting, let’s talk about the good, the bad, and the ugly of marketing. At this point in our cultural evolution, advertising and marketing is part of our aesthetic, psychological, and experiential landscape. Marketing experts have estimated that we see between 4,000 and 10,000 advertisements a day.… Read More

Liz Surowiec, RE/MAX CREST REALTY (Westside)

Dear Carolynn   Thank you for your valuable coaching recently.   Your generous amounts of energy, ideas, insights and understanding were instrumental in moving me out of my slump and into a new frame of mind.   I’m so appreciative that you could relate to the issues that were going on for me. Your personable and professional… Read More

Prospecting VS. Marketing

To be successful in Real Estate, we need clients. And to get clients, we need to practice business development. Business Development ought to use up about 50% of your resources (time, energy, and money) and yet, many REALTORS® end up accidentally spending a huge amount of ineffective money and energy on business development by fostering… Read More

Unslumping yourself, or avoiding slumps altogether

Last night we were talking about going through slumps in Real Estate, and it became starkly clear that everybody does. Your leads aren’t getting back to you, you’re not landing your listing presentations, your clients aren’t finding the right houses, and it feels like you’ll never sell another house again. This week we dig deep… Read More