Author Archive

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

CONGRATULATIONS TO OUR NEWEST GROUP OF MASTER CERTIFIED NEGOTIATION EXPERTS (MCNE)® FROM TORONTO, ON (TREB)

The MCNE® designation is the premier negotiation designation in real estate. Earning your MCNE® designation demonstrates you have invested considerable effort to bring your negotiation skills to the highest professional level in real estate.  This contributes to raising the professionalism in Real Estate, and serving your clients to the highest degree. The MCNE® designation is awarded to students… Read More

CONGRATULATIONS TO OUR NEWEST GROUP OF CERTIFIED NEGOTIATION EXPERTS FROM TORONTO, ON (TREB)

The Nature of Real Estate would like to Congratulate the latest graduates of the Certified Negotiation Expert – Buyer Suite (CNE)® course in Toronto, ON (TREB). These real estate experts have invested their time into further developing their negotiation skills, putting them at the top of the industry and their respective marketplaces. Each graduate has successfully worked… Read More