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Houses: Product or Commodity?

For decades the real estate industry has treated houses as if they were products. They are given a price by the Seller, placed into the market, and the marketing begins. That marketing becomes the catalyst for drawing potential buyers to the property. The idea is that the better the marketing, the faster and at a[…]

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Effective Sales: from Fats Waller

When Fats Waller wrote the words, “Find out what they like and how they like it and let them have it just that way,” I’m sure he was composing within the context of the song written for the musical Ain’t Misbehavin.’ What he may not have known, at the time, was he was also creating the pathway[…]

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Inventory Continues to be a Challenge

In any given market, inventories fluctuate based on supply and demand considering area and price range. The National Association of REALTORS considers a balanced market to be a five/six-month supply of homes. If it takes longer than five or six months to sell, it is thought to be a buyer’s market and less than five[…]

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Creating the Listing Mindset

The first quarter of the year has seen me teaching a bunch of listing courses. As a result I have had the opportunity to share with a great many established listing agents as well as a large group of future ones. While the challenges of focusing on listings are many, the best place to begin[…]

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Got Relevance?

Talked to your travel agent lately? I was fortunate enough a while ago to attend a conference where the theme was “Winning Customers and Influencing Markets.” Setting the tone for the conference, I decided to focus on relevance. I began my presentation with Young and Rubicam’s Brand Asset Valuator. With apologies to Y &; R, allow me[…]

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The Call for SRO: Real Estate Negotiation Expert

I’m teaching a class at the Denver Metro Association of Realtors on June 23-24 called “Real Estate Negotiation Expert.” The course is the only National Association of Realtors certification in the science and art of negotiation. DMAR and I are hoping for a good turnout. The real estate industry and consumers everywhere are looking for more. They are[…]

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Hitting the Road: Lots of Options, Many Blessings

As I pack my bags this morning, I am excited about the opportunity to teach at the Western Slope Realtor Rally in Grand Junction tomorrow. I am fortunate enough to get to teach two of my favorite things: Listings (Creating Listing Abundance) and Peak Performance (The Other Side of Peak Performance). Tomorrow begins a ten[…]

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How’s Your Package?

Wouldn’t it be great if there was someone who could precede your listing appointment: sharing the benefits of working with you, pontificating about the strength of your marketing plan, giving them just the right dose of information about how you work? Well, there is and he or she is staring back at you from your[…]

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Being the Market Expert Part 3: Showing Expertise

We have strengthened our market knowledge, we have shared it with anyone who might ask. Last, but not least, we want to utilize a plethora of sources to actually get the word out PRIOR to being asked; to PRE-position our expertise. If we could have appointments where we were selected before we ever showed up,[…]

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Being the Market Expert Part 2: Explaining the Market

Market expertise is one of the most important pieces of knowledge a real estate agent can possess. In the next three days, we will examine Being the Market Expert in separate ways: 1) How to become the market expert, 2) Explaining the market, and 3) Showing your expertise. Enjoy! Let’s face it, as soon as they discover[…]