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2017 Your Best Year Ever!

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Happy New Year! 2017 is here and with the new year comes new years resolutions.  Frankly, not a big fan of resolutions on January 1st. I think goals are better (see: : https://richsandsseminars.com/2013/12/two-minute-tip…ot-resolutions/). PLUS, while January 1 is a great day for goal setting, so is Jan 12, April 19, September 2, and November 6 for that matter. Knowing however, the leaning towards goals and resolutions at the beginning of the… Read More »2017 Your Best Year Ever!

It’s Monday Moaning: Gotta vs. Wanna

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Around America, it is Monday Moaning (I’m mean morning, well, I really mean moaning). Until at least noon today, workers everywhere will beMOAN the fact that it’s back to work, back to the office, back to everything. This behavior will manifest itself through the use of one contraction: gotta. “I gotta go in today.” “I gotta go to sales meeting.” “I gotta meet with clients.” Dictionary.com tells us that the… Read More »It’s Monday Moaning: Gotta vs. Wanna

Quick Hit #1 Surgery is a PERSON, not a procedure.

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Three days ago, I had knee surgery. We’re not talking brain surgery, heart transplant, separating conjoining twins: knee surgery…..scope job. Not a big deal, right? Except to me. You see, I have never had surgery before AND this surgery was strictly done with one thing in mind: to enable me to run again without significant discomfort, because, I am a runner. I’ve run for fifty years. The only thing I… Read More »Quick Hit #1 Surgery is a PERSON, not a procedure.

COMFORTable Sales

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I taught an SRES (Senior Real Estate Specialist) course a couple of weeks back and in it, we discuss generations. The focus, of course, is on ‘Seniors,” but a side focus is that no two buyers are ever the same – regardless of generation. But, to arrive at individual needs and wants, it is beneficial to become familiar with groups and preferences. Generational groupings provide a unique framework from which… Read More »COMFORTable Sales

Say What?

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Okay, I was bored. I admit it. Friday when one of my twice a day emails arrived from Active Rain, a real estate blog, I actually followed one of the threads. It was entitled, “My commission rates are not negotiable.” Within minutes, I was appalled. First, let’s get a couple of things out of the way. 1) There are no “set” or “normal” fees in the real estate business as… Read More »Say What?

Take me to My Leader: Oh, it’s you!

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I recently read a posting on a website about Benjamin Zander, world famous conductor and co- author of the book “The Art of Possibility.” It concerned leadership and our role as beings on the planet. Zander said, “Every single interaction between two human beings is always a matter of leadership.” It has made me contemplate the role of the Realtor in and out of the transaction. I read the Orlando… Read More »Take me to My Leader: Oh, it’s you!

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 to paraphrase for those of you not “hip to the jive.” Young and Rubicam wanted… Read More »Got Relevance?

The Right Questions are Key

Asking the right questions will lead to the answers that help you determine which agent to use for one of the largest investments that most people make…the purchase or sale of their home. Rudyard Kipling wrote the verse “I keep six serving men, they taught me all I knew; their names were what and why and when and how and where and who.” Prefacing your questions with one of these… Read More »The Right Questions are Key

The Tip Is the Part That Hurts: Four Tips to Not T.I.P.

Ever been shot with an arrow? I imagine it could hurt. Could hurt? You ask. Well, yeah, it could hurt if the point of the arrow made the impact. An arrow hitting me with its side or the feathers might not hurt at all. You see, it’s not so much the arrow that causes the pain, it’s the tip. Our ancient brethren knew this when they fashioned weapons for hunting.… Read More »The Tip Is the Part That Hurts: Four Tips to Not T.I.P.

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 looking for Standing Room Only! Why SRO? Simple. We lived through Short Sale and Foreclosures… Read More »The Call for SRO: Real Estate Negotiation Expert