The sky is still falling? Maybe. It is definitely time to begin sharpening two saws. The sharper, the better. Roughly a month ago, the lawsuit Nosalek v. MLSPIN was settled in New England. Similar to ongoing cases mentioned in this last newsletter, the focus of the suit revolved around the idea that the MLS could not have a rule, similar to an NAR rule, requiring listing brokers to offer a blanket, unilateral… Read More »Sharpen Your Saw: Making Buyer Representation Work
Everywhere I’ve taught this autumn, from South Carolina to Coeur d’Alene, a key topic being discussed is the shifting market. As my Denver market, like many of yours, becomes more confusing everyday, I think it’s imperative to be up on the latest changes LOCALLY. While it’s one thing for you to be the market expert, more importantly, it’s time for your expertise to go deeper – not wider. What I… Read More »How’s the Market?
I’m sitting at my desk, contemplating next week’s two day listing course, CRS 201, in Malvern, PA and via ZOOM. While I’m not concerned about the content and I am not shuffling through slides for the 473rd time (only up to 306th), I’m wondering how many agents will be wise enough to respond to the possibility of learning a little more about this so, so relevant topic. My first Broker told me… Read More »It’s the Listing Season
So, we’re in the morning of day two of CRS 201, Listing Strategies for the Residential Specialist, and we take a break. An agent in the class, Bernie, says, “I’ve been in the business over 25 years. Why hasn’t anyone else taught me this stuff? Why haven’t I heard this anywhere else?” “Do you really want to know why?” I said. “It’s too easy, too simple. It’s too practical.” The next… Read More »Easy, Simple, Practical…
As I was watching The Maltese Falcon for the umpteenth time Sunday, I anxiously awaited the “showdown” scene between Sam Spade (Humphrey Bogart) and Brigid O’Shaughnessy (Mary Astor). After a rough and rocky relationship (both business AND personal), Spade let’s her know that he’s turning her in for murder, even though he loves her. “I hope they don’t hang you, precious, by that sweet neck. Yes, angel, I’m gonna send… Read More »Daily RICHual #37: Sam Spade and the One Liner
With texting sweeping the nation, a natural bi-product of this movement is the reaction of older people who believe that texting is sending us down the path to absolute non-communication or worse, the devil. The same reaction, by the way, that my Great GrandpaBlackmer had to the telephone. So is it? Of course not, BUUUT is it? Famous UCLA psychologist Albert Mehrabian who taught us about effective communication, said this: … Read More »Daily RICHual #24: Send me that text, really?
Who invented the perfect sales presentation? Tommy Hopkins? Zig Ziglar? Benjamin Franklin? Benjamin Franklin? Maybe, he pretty much founded the oldest insurance agency in America and insurance companies led the way in early sales techniques. Nope. Not them, and not Thomas Watson of IBM, and not Dale Carnegie. Fats Waller. Who? Fats Waller. Thomas Wright Waller, born 1904, died 1943 in his landmark musical “Ain’t Misbehavin’” from 1929, wrote the… Read More »Daily RICHual #22: Who invented the perfect sales presentation?
Two days ago while teaching a technology class to a room full of Realtors, one rolled up when we were finished and said, I really liked your slides. The visuals were great and REALLY anchored the points you were making. BOOM. Mission accomplished. Anyone doing any kind of a presentation for whomever, MUST understand the power of the visual. The experts tell us that 83% of effective learning is visual.… Read More »Daily RICHual #5 Visual Presentations
35% of respondents, in a recent annual Gallup poll that dates back to 2002, identified real estate as the best long-term investment option compared to 27% who identified stocks. The top choices included real estate, stocks, savings accounts and gold. Even with the remarkable prices of the different U.S. stock indices recorded in 2019 through April and May, homes have the highest confidence in the minds of the respondents. This… Read More »America Still Considers Real Estate the Best
There comes a time in many negotiations when progress halts and deadlock ensues. Several things happen when deadlock happens and if you know what they are, and what to do about them, success can be the result. And we all like that, right? One problem, of course, is when people involved in a negotiation become unmotivated. In a world where buyers want to buy and sellers want to sell, if… Read More »Dealing with Deadlock