Suze's Blog

Is Calling Your Sphere Unethical?

Ethics is a moral philosophy about right and wrong conduct. Almost every coach, trainer and manager in real estate will tell you to call your sphere to get clients.  It’s the fastest, easiest way to find people that will do business with you because they already know and like you. How do you feel when you think about making sales calls to the people you call friends?  Most of us get an uncomfortable foreboding feeling of anxiety mixed with a… Read More

How to Really Qualify Clients?

A financial qualification alone is not enough to assure you of a good client. Just because they can buy or sell a home, it doesn’t mean that they will! As entrepreneurs, our time is always valuable- time not spent with clients can be devoted to your creative methods of growing your business, so no matter how ‘busy’ you are, it’s a sacrifice to waste time with unqualified buyers. Financial Qualifications are key- and something we (hopefully) do by default every… Read More

The Role of Lead Gen

“ Lead generation at it’s finest: maximize your reach, time, and peace of mind” -BoomTown “Clients are no longer paying realtors to do home searches for them. They expect you to empower them with the analytical tools and expertise” -LeadMax “Helping Small Businesses Grow. More Leads. More Traffic. More Sales.” -Curaytor Tech companies selling lead generation systems have valid points, and valid products. It’s a busy fast-paced era and it’s hard for people to find each other through the noise. If lead… Read More

Scripts Evoke Defensiveness While Natural Conversations Build Trust

How do you feel when you use a script? I haven’t used scripts for years but I will never forget the feeling. For me, it’s a deep gnawing inside my chest that makes me feel uncomfortable and anxious. Here are some things I’ve heard from sales people we’ve worked with about how they feel when they use scripts:   A fluttering in their chest, a dark heavy weight on their shoulders, light cramping in their abdomen, a tension headache across their… Read More

Don’t Sell Yourself

I’ve learned a lot from Elise Kalles over my 34 years in Real Estate, and I’ve only met her once. I’ve learned from her through the people that work with her at Harvey Kalles Real Estate, through articles written about her and through word of mouth across Canada and through the US. I cannot imagine a real estate agent having a finer reputation with her clients, her colleagues and her community than Elise has earned over her 40 years in… Read More

I Care about My Clients

“I care about my clients.” This is the most common response I get when I ask REALTORS® what makes them unique and valuable. In fact, in the questionnaires we send out to new coaching clients asking for 10 things that make them stand out against their competition, over 80% mention caring in some context. And, we have a legal duty of care to our clients and customers under our judiciary obligations. It seems that caring has a big role in… Read More

What I learned at Harvard #4: The Emotional Dimension of Negotiations

The most common cause for a negotiation to fail is negative emotions. As paid negotiators, we have a responsibility to successfully manage the emotions of all stakeholders in the transaction, including our own.  People often say, “Don’t get emotional’ but that’s not possible. Emotions are always present and they are complicated. Daniel Shapiro, Ph.D. is the director of the Harvard International Negotiation Program and the author of several best-selling books on the emotional side of negotiations. He has developed a practical… Read More

Want to Win the Listing?

You’ve been asked to speak to some potential sellers about listing their property for sale.  They’ve mentioned that they will be speaking to other real estate agents as well.   It’s a seller’s market and this is a signature house in a sought-after neighbourhood.   Getting this listing contract signed would be a sure sale and a sold sign in this neighbourhood would likely lead to other valuable opportunities. You can be sure that every agent who is invited to present on… Read More

What I Learned at Harvard #3: The Three E’s

In real estate, we get paid by our clients to negotiate on their behalf.  That means that we have a legal responsibility to have the skills to negotiate well to protect the best interest of our client. Earlier this month at the negotiation course at Harvard, Robert C. Bordone spoke about the tension between creating and distributing value and how the three e’s of ego, emotion and escalation can trap us and have a negative influence on how that value… Read More

What I learned at Harvard #2: Negotiation as Improvisation

I had the pleasure of having dinner with Michael Wheeler, professor of Negotiation at Harvard Business School, former Director of Research at MIT’s center for Real Estate Development and the author of 9 books on Negotiation.  A fascinating concept that he returns to often is that of negotiations as improvisation. We’ve been teaching and refining the idea of unscripted sales and negotiations for years. (Deliberate Conversations & Choose a Non-intrusive Approach to Real Estate Conversations) This idea of negotiations (and I would extend… Read More