Real Estate Skills

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. By being strong communicators, we can get through to people more quickly, and build the trust and commitment essential to business success.   As our… Read More

Approaching Peak Performance

How is it that some agents are overwhelmed selling 25 homes a year while others can sell 75, 100 or more and make it look easy? From my experience coaching agents in all categories of production, I know that the highly productive agents have mastered the ability to operate at Peak Performance.  In fact, most fluctuate between rest /recovery and peak performance on a pretty consistent schedule. Peak performance is a phenomenon of an extraordinary nature where an individual obtains… Read More

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