Real Estate Skills

Making the Most of Market Lulls

I’m back!  I’ve been taking a back seat on the blog these past weeks fostering ideas and leaving the writing to Ali, but I was excited enough about this weeks perspective shift that I thought I’d step in. It’s late May and signs of summer finally seems to be showing up in most places.  This is an excellent time to be preparing for the possibility of a market lull. Market lulls often occur in December and in the summer months. … 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 about building your skills, you can risk neglecting the building of your business. There is a huge amount of knowledge to learn, and often it… 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 these “high maintenance clients” end up taking the most energy of anyone you’re working with. We’ve noticed something. Often, these people aren’t universally difficult to… Read More

Buy First or Sell First?

The question of whether to buy first or sell first is one of the most complex questions REALTORS® face from clients. Especially in such fast moving markets as we’re seeing right now, not only is this a complicated question, but also one that get’s brushed over with quick answers that aren’t as thoughtful as they ought to be. As a REALTOR® your role is not to answer this question and make it easy, but to make sure your clients have… 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 process to be, etc.. Sometimes clients come in with these expectations, and sometimes we make a mistake that leads them astray. As a REALTOR® it’s… 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. As salespeople, the least we can do is make marketing materials that are good. Good marketing is generous, authentic, and thoughtful. It pays attention to… 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 worry, and not being deliberate about balancing prospecting and marketing. Prospecting and marketing, while they serve the same goal, are profoundly different. It’s important that… 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 on how to get out of these slumps in real estate, or avoid getting into them in the first place. As we explored this idea… Read More

Geographic Farming: Below the Surface

REALTORS® can spend huge amounts of money on fliers, billboards, and bus shelters in their farm area to try and become established in a community. We see it in almost every neighbourhood, and from almost every successful REALTOR®. But before setting off to pour huge amounts of resources into these things, it’s crucial to ask, does Geographic Farming work? My answer: absolutely. But Geographic Farming is about a lot more than meets the eye. An important realization is that Geographic… Read More

Building A Culture of Referrals – Part 3: The Positive Impact of Referrals on the Industry

Over the last two weeks I’ve written about building a culture of referrals. Last week’s blog was all about how to be excellent and earn your referrals, and two weeks ago the topic was how to talk about referrals. As I’ve been reflecting on the culture of referrals, and hearing from you phenomenal realtors across the country, it occurs to me that building a culture of referrals is not only about benefiting individual REALTORS® and clients, but that it actually… Read More