Fire that Client!

We all know those clients. They call you at 7AM on Sunday and launch into their questions without apology for the early call, or regard for what else you might be doing early on a weekend morning. These are the clients who cause that heart-sink when you see their names appear on your phone or…

Evaluate, Plan, Repeat

I’ve written before about business planning and how important it is to establish goals and objectives and to have a structure to your business. However, there is a step that is just as important to take before you get to the planning stage: evaluation. We all know the income roller coaster that’s comes with working…

Do These Five Things

So, your real estate license is sitting crisply in your wallet, you just set up your laptop on you assigned desk in your new office, and you are about to announce to your friends and family that you are a real estate agent and open for business! Good for you. Okay, but, where do you…

Confidence

Real estate mogul and business expert, Barbara Corcoran, once said: “Don’t be afraid to…take on clients just outside of your knowledge base. Confidence is overrated. It’s when we’re uncomfortable and looking for answers that we learn and grow the most.” To all you real estate agents out there who wish you were selling in higher…

Turn Frustrations into Opportunities

I met with an agent this morning—let’s call him John. John is relatively new to the real estate industry, and he was feeling discouraged after having one of those weeks we’ve all had. First, a buyer he’d been courting for weeks made an offer on a FSBO over the weekend. Then the building owner he’d…

Comfort Zone

It was Eleanor Roosevelt who said, “Do one thing every day that scares you.” I love this quotation, I love its message. It’s a reminder to all of us to push ourselves, to test our limits, and move outside of our comfortable place, every day if possible, but certainly on a frequent basis. I use…

Don’t bury your head in the sand

When the market shifts from a seller’s market to a buyers market, the sellers can feel the greatest impact. Let’s say you have an identical home to your neighbor, but their home sold only 12 months ago for $50,000 over the asking price in a multiple offer situation, it’s only understandable that you should expect…

Be Like the Aerobics Instructor

I have much to write about confidence. It’s a topic that comes up very often with my agents. Confidence underpins success for any real estate professional. This came up again for me just this morning when I was at my barre class. I take the early class most mornings of the week and there are…

Don’t play hard to get with your home

In most recent years, with the previous market red hot for sellers, we’ve seen more and more people choosing to list their homes as “off-market.” While I’m not the biggest proponent of this strategy, I can understand the appeal of a homeowner taking this approach. You test out a high price, expose your home to…

Call Me Old Fashioned

Technology has its merits, of course, for any real estate professional’s business development activities. But, and you can call me old fashioned, it shouldn’t ever become a substitute for real life, in-person interactions. As real estate professionals, we deal in emotions, life events, intangible reasons for making huge financial decisions. In essence, we deal with…