Listing

Do You Know the Way?

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Fear of the unknown is common among all ages. Kids, at night, imagine monsters in their closets or under their beds and adults are unsure of what the future might bring. It may be natural for first-time buyers to be unsure of the process because they haven’t been through it before but even repeat buyers need to know changes that have taken place since the financial housing crisis. The steps… Read More »Do You Know the Way?

Ready For The Listing Season?

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Sitting at my desk, contemplating this afternoon’s course at the Northern Colorado Realtor Summit, Creating Listing Abundance. 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 that “you have… Read More »Ready For The Listing Season?

The BIG Kahuna: Pricing to Sell in Any Market

The people who told you the only thing that mattered was location, location, location were lying, lying, lying. If you want to survive in the real estate business you must know the secrets of proper pricing. There is a simple solution to listings that don’t sell – price.

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 higher price, the house will sell. Unfortunately, this technique doesn’t work the same way with… Read More »Houses: Product or Commodity?

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 for effective sales. This great lyric pretty much says it all, everything from buyer/seller counseling… Read More »Effective Sales: from Fats Waller

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 or six months, a seller’s market. Lately, most buyers and sellers probably feel a balanced… Read More »Inventory Continues to be a Challenge

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 is with your mindset. So, what is the listing mindset? First, the mindset begins with… Read More »Creating the Listing Mindset

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 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

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 week run of non-stop teaching action and I couldn’t be more excited. The fun isn’t… Read More »Hitting the Road: Lots of Options, Many Blessings