Active vs. Passive Prospecting in Real Estate
INTRODUCTION The benefits of real estate prospecting. Prospecting is an oft-discussed topic among real estate agents. What exactly is prospecting? I...
Complete Guide to Success with Real Estate Prospecting Scripts
Top-producing real estate agents have learned how to master real estate prospecting scripts to control every prospecting call's flow, tone, and direct...
Real Estate Prospecting Strategies
Those of you in the real estate profession have chosen the field for differing reasons. Some of you love the hyper-competitive nature of our industry....
Real Estate Prospecting Tips for New Agents in 2024
WHAT IS REAL ESTATE PROSPECTING? It’s all about finding new clients. If you are new to real estate, chances are you will use some combination of the...
How an Accountability Partner Can Skyrocket Your Real Estate Business
"Accountability breeds response-ability." – Stephen Covey INDEPENDENT CONTRACTORS The allure of going it alone. According to the NAR (National As...
From Leads to Listings: A Comprehensive Guide for Real Estate Agents
Regardless of how long you’ve been in the real estate business, you may have heard this adage shared by many of the top producers: “Buyers take time,...
Power Closing in Real Estate Prospecting
Congratulations! Your real estate prospecting efforts have paid off with a listing presentation. You nailed the presentation, covering the essentials ...
Real Estate Lead Follow-Up Strategies That Work
An often-overlooked aspect of real estate success is lead generation follow-up. An estimated 70-75% of all listing appointments are set in a lead f...
Mastering the Art of Cold Calling for Sale by Owner Leads: Best Practices
Many top-producing agents include For Sale by Owner (FSBO) leads in their prospecting portfolio. While FSBOs can be a potential source of lucrative re...
Proven Techniques to Turn Expired Listings into Hot Leads
If you’re a real estate agent but don't prospect expired listing leads, you may be missing out on serious revenue. This post will look at proven techn...
Maximize Your Real Estate Conversion Rate With Seller Leads
This blog devotes a lot of content to finding and working with Motivated Home Seller Leads. Quality real estate leads are the lifeblood of a successfu...
Real Estate Lead Generation: Focus=Success
It’s not easy to stay focused these days. Hundreds, if not thousands, of entertainment options on our 70-inch TV screens. Smartphones constant...
Real Estate Lead Generation and Time Management
Successful real estate lead generation requires focus and commitment. That's why one of the best things agents can do is create and adhere to effectiv...
Dissecting Real Estate Prospecting Call Scripts
When engaging any sales prospect, especially in real estate, it helps to adhere to the “70/30” rule: let the other person do 70% of the talking. In ot...
How to Write a Value Proposition in Real Estate
Regardless of how long you’ve been in the business world, you have undoubtedly heard the term “value proposition.” In this post, we’ll look at how the...
5 Tips to Master Real Estate Prospecting Scripts
Top-producing real estate agents have learned how to master real estate prospecting scripts to control the flow, tone, and directions of every prospec...
Win With Expireds on New Year's Day
January 1st is one of the most important days of the year for the real estate agent who wants to get ahead of the competition. Many listings are set...
Strategies for Real Estate Circle Prospecting
In today’s post, we will take a deeper dive into the power of neighborhood farming, but focus on the language most commonly used in our industry: circ...
Real Estate Lead Generation Success Strategies
Active (i.e., daily) prospecting is the cornerstone of a successful real estate career. The top earners in our business understand that securing listi...
Prospecting Real Estate Expired Listing Leads
Regular readers of this blog know that we focus on listings as the key to long-term success (and earnings) for real estate agents. And if you're goin...
The Key to Real Estate Success Might be Empathy
In a recent survey of CEOs, more than 80 percent said that empathy in business is critical to success, both in terms of building a great culture and o...
Ego and Real Estate Lead Generation
There’s nothing inherently wrong with ego: We all have one, and, in many cases, it serves as self-protection and even a mechanism for success. Success...
How to Lead Generate in Real Estate
The cornerstone to a successful career in our industry is learning how to lead generate in real estate. New agents, in particular, are always loo...
Absentee Owner List
The absentee owner is one of the most overlooked revenue opportunities in real estate. But top industry performers have realized that building an abse...
Realistic Goals for New Real Estate Agents
Embarking on a career as a real estate agent is an exciting journey, filled with limitless potential. If you’re new to the industry, one of the most i...
Active vs. Passive Prospecting
Real Estate Prospecting Types Prospecting is a frequent topic of conversation in the real estate business. After all, having a viable prospecting rea...
Real Estate Client Management
One of the most popular topics in the industry is how to get clients in real estate. However, an often neglected follow-up topic is how to handle clie...
Why Failure Makes You Stronger
Admit it. Seeing the word “failure” in the title of a blog post makes you uncomfortable. Let’s not focus on the negative you might be thinking. That m...
4 Ways Realtors Can Communicate with Millennial Real Estate Buyers
Let's talk about Millennials. It's a word that's buzzing everywhere, and it refers to a demographic that many brands are eager to connect with. These ...
Can You Create Leads from LinkedIn Platform for Real Estate?
LinkedIn is one of the massively populated social media platforms where job seekers are always looking for good opportunities in the corporate sphere....
Prospecting Tips Using NLP
When it comes to real estate prospecting, one of the biggest challenges for any agent is to keep the conversation moving in a positive direction. It’s...
Real Estate Prospecting Is All About the Close
Your real estate prospecting efforts have paid off with a listing presentation. Your listing presentation looks great, covering the essentials in a cl...
3 Things Every Real Estate Agent Should Know About Digital Advertising
Over time, the real estate market has truly transformed. The old traditional practices have become a thing of the past. Fast forward to today, we a...
A HOT Lead Generation Strategy
In today's post we want to discuss a real estate lead generation strategy that some top producing agents use with great success. It's an idea that req...
Real Estate Lead Generation Strategies
If you follow this blog you know that we are dogged in our belief that best path for long-term financial success in real estate is to be a listing age...
How To Optimize Your Real Estate Website For Lead Generation?
Real estate websites must be optimized for lead generation in order to maximize the success of a business’s online presence. With an effective website...
How to Start a Real Estate Blog in 5 Easy Steps?
Investing in a blog for a real estate business is the best way to attract leads and keep your clients. Around 85% of small business owners are using b...
The Benefits of Automated Lead Generation for Real Estate Businesses
In today's digital age, real estate businesses must keep up with the latest technology to stay competitive. Automated lead generation is one of the mo...
Start 2023 STRONG on New Year’s Day
We hope you’ve had a great 2022, and are ready for immense success in the coming year. Whether you’re a seasoned real estate veteran or relatively ...
Real Estate Cold Calling Strategies
According to Investopedia, cold calling: Is a sales practice in which individuals are contacted who have not previously expressed interest in a p...
Real Estate Prospecting Starts with Mindset
One of the biggest challenges for any real estate agent is rising above the fears and insecurities that come with lead generation and prospecting. Tha...
Business Planning Real Estate 2023
We're now in the first week of Q4, and thought this is the perfect time to look ahead, and consider your business plan for 2023. But before we get ...
Real Estate Value Proposition in 3 Steps
Do you know your real estate value proposition? If you don't, or you're not sure, this post will provide you with the necessary tips to bring your ...
Think Production for Real Estate Success
Regardless of how long you’ve been in the real estate business, you’ve probably heard the term “production” thrown around. Real estate production is ...
Real Estate Lead Generation is About Mindset
As we often discuss in this blog, real estate lead generation is the key to success in our industry. But real estate lead generation, even for the ...
Great Questions are the Key to Successful Follow-Up
Perhaps you've heard this stat regarding real estate prospecting: more than 70% of real estate listings happen after the first contact. In that pos...
Tips to Help You Be a Power Closer!
Your prospecting efforts have paid off with a listing presentation. Your listing presentation looks great, covering the essentials clearly and concise...
How To Find a Pre-Foreclosure Home
Many top-performing real estate agents have had success in moving homes that were on the brink of foreclosure. The challenge, of course, is knowing ho...
4 Tips to Diffuse a Negative Client
Anger. Annoyance. Frustration. Cynicism. If you're in sales long enough, you will likely experience any number of negative responses from clients. It ...
14 FSBO Objections Real Estate Agents May Face
Every real estate agent cringes at the thought of cold-calling — with good reason. No one likes to be continually rejected. FSBOs believe they have...
NEW Real Estate Agent Goals
If you're new to real estate, congratulations on making the leap. You're in an industry that offers you the opportunity to earn a tremendous amount of...
7 Tips to Build a Production Mindset
Top-performing real estate agents know that they are in the "production business." What do we mean by production? It's simple: production refers to...
Nurture Your Sphere of Influence with These Tips
Most successful, prospecting-driven real estate agents know the importance of building and maintaining their sphere of influence (SOI). While your SOI...
A FSBO Refresher
For Sale by Owner listings continue to be an excellent source of revenue for agents. Today we’ll take a look at FSBO strategy from two angles. Firs...
Close Strong With These Strategies
Your prospecting efforts have paid off with a listing presentation. Your listing presentation looks great, covering the essentials in a clear, concise...
9 Tips for Maximum Productivity
Top-performing real estate agents typically spend about 70% of their time on production-focused activities, most notably: new business prospecting, le...
Embrace Change With These 10 Tips
We all know it: change is difficult! It's much easier to stick with the familiar and comfortable than to put ourselves out there and risk taking a cha...
Here’s Why You Need an Accountability Partner
Regular readers of this blog know that we tend to pound away at some basic tenets for success in real estate, including: Importance of phone pros...
Be Fanatical about Follow-Up
Here’s a fact worth remembering: MORE BUSINESS IS LOST from a lack of lead follow-up, than from a lack of prospecting? Yes, top-performing real est...
Overcoming the Reflex NO!
Regardless of how long you've been in real estate, if you're calling EXPIREDS, you're likely familiar with the "reflex NO." It makes sense, right? ...
7 Tips for Better Sales in 2022
Happy New Year. Are you ready to make 2022 your best year EVER? Whether or not you met your goals in 2021 (and especially if you didn't), this is t...
Here's to your Health... and Success in 2022
The benefits of a regular exercise regimen are well documented, so we won't use this space to rehash information and statistics you've probably heard ...
Remind Your Sphere That You're Here
Some real estate agents chill out these final weeks of the year. Others turn up the heat knowing that there are deals to be had. In that regard, you m...
5 Great Ways to Generate Real Estate Referrals
There are plenty of things an agent can do to increase their real estate lead generation efforts. However, becoming comfortable asking for real estate...
Versatile Selling: Working with Expressives
Today we finish our series on working with specific social and personality styles by focusing on the group known as “expressives.” THE EXPRESSIVE PER...
Versatile Selling: Working with Amiables
This is the third post in our series on working with specific “social styles.” In our first two posts, we covered working with Analytical and Driver s...
Versatile Selling: How to Work with Drivers
In today’s post, we continue our series on Versatile Selling, pulling from the book of the same name published by Wilson Learning Library. Last wee...
Versatile Selling: Working with Analyticals
In today’s post, we continue our series on Versatile Selling, pulling from the book of the same name published by Wilson Learning Library. Last wee...
Versatile Selling Is About Adapting
Most people, by nature, are “reactive” in their interactions with fellow humans: They observe. They make conclusions based on these observatio...
Are you a Versatile Seller?
Today we launch a multi-part series covering the importance of understanding personality types in selling. Our source material for this series is one ...
2022 Business Planning Starts Here
We're in the home stretch for 2021, which means you should now have a pretty good idea of what your Gross Commission Income (GCI) will be through the ...
Real Estate Business Planning for 2023
We're now in the first week of Q4, and thought this is the perfect time to look ahead, and consider your business plan for 2023. But before we get ...
The Power of Questions: Part 2
Last week, in THE POWER OF QUESTIONS: PART 1, we provided an overview of the importance of asking great questions on the journey to super-success in r...
The Power of Questions: Part 1
We’ve touched upon the importance of asking good questions frequently in this blog. For example, in OVERCOMING NEGATIVE CLIENTS, we discussed how insi...
Real Estate and the Art of Conversation: Part 2
Last week, in Part 1 of “Real Estate and the Art of Conversation,” we covered TWO essential points that all real estate agents must embrace if they wa...
Real Estate and the Art of Conversation: Part I
Life as a real estate agent would be great if you didn’t have to prospect. Well, the reality is, you DO need to prospect if you want to earn the ki...
Are You a Production-Focused Agent?
Generally speaking, high-performing real estate agents all tend to share a similar quality: they are PRODUCTION-FOCUSED! No matter how busy they mi...
Mastering the Preview: Part II
In last week’s post, we discussed the essential steps required to make your “preview visit” to a prospect’s home a worthwhile (and profitable) experie...
Mastering the Preview: Part I
GET IN THE DOOR! As a real estate agent who primarily prospects expired and FSBO listings, you have one, singular, primary goal: to convince the ho...
This Time-Management Hack is a Game-Changer
One of the oft-overlooked aspects of success in real estate is time management. The industry tends to focus (this blog is no exception) on the “har...
Practice Resilience
Slumps happen! Even if you stick to your routine, and are finding success, you're likely to hit a dry run. It's the nature of sales; always has bee...
Top 14 FSBO Objection Shut-Downs When Generating Leads In Real Estate
Every real estate agent cringes at the thought of cold-calling — with good reason. No one likes to be continually rejected. FSBOs believe they have...
10 Reasons to Start Your Morning with Exercise
A few weeks ago, we posted a mid-year business review checklist. In that same spirit, we thought this is the perfect time check-in on the state of you...
Send a Summer Video Email With These Scripts
We've come a long way in a year. Last summer we were struggling with masking, social distancing, quarantines and pretty much an end to summer activiti...
Your Mid-Year Review Check List
Top real estate performers are goal and results-driven. Most begin the year with a written business plan that might include: Revenue goals Tra...
5 Common Mistakes Made at Listing Presentations
There’s nothing more disconcerting to a real estate agent than to be sitting across from a disengaged homeowner during a listing presentation. Right? ...
Your Expired Prospecting Playbook
When it comes to expired listings, always remember: You can assume they are motivated because they’ve already made the decision to sell their hom...
Practice Mindfulness Because Success Begins in the Present Moment
Being a real estate professional can be both exciting and lucrative. But real estate can also be stressful. It’s a hyper-competitive industry, with a...
Should You Hire a Real Estate Coach?
A common characteristic among top-performing real estate agents is their willingness to invest in a personal, real estate coach. Whether you’re new...
Overcoming Negative Clients
No matter how long you’ve been in the real estate business, you’ve likely experienced your share of negative clients. It’s an occupational hazard. And...
How to Become a Circle-Prospecting Superstar
There are a lot of ways to drive your real estate business. You can prospect expireds and/or FSBOs, or mine your sphere of influence. Of course, many ...
Winning in a Low-Inventory Market
The good news for real estate agents is that, despite the financial insecurities created by the pandemic, we’ve not seen a decline in the demand for h...
Working with FSBOs in a Seller's Market
Many top real estate performers focus heavily, if not exclusively, on prospecting For Sale By Owner (FSBO) homeowners. In fact, we've written a number...
Back to Basics for Real Estate Success
You’ll find a lot of advice, or often “hacks” that the experts say will guarantee success in the real estate business. Perhaps. But when you get down ...
The Courage to Dial
Working the phones is fundamental to success in real estate. It’s that simple. Yes, you can prospect many other ways, such as using flyers or knocking...
Build and Leverage Your Sphere of Influence
Top performing real estate agents typically employ a blend of strategies to drive their business. Some rely heavily on working with expired listings, ...
Accountability Partners: 5 Point to Remember
Top real estate performers typically adhere to some basic, time-tested strategies to drive maximum financial performance: Obsessively focus on ph...
Six Steps to Becoming a Great Leader
“Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.” —Jack Welch Becaus...
Embrace Rejection with These 8 Tips
The biggest challenge for any sales professional, especially real estate agents who are active phone prospectors, is dealing with rejection: NO! I’m n...
6 Characteristics of a Top Performer
Highly successful business professionals, especially top-performing real estate professionals, tend to share a number of distinct personality or chara...