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
Working with Buyers
First it was computers. Computers were going to create situations where consumers no longer needed real estate agents. Next came Al Gore’s invention of the internet. Then, as noted a few weeks ago by yours truly, the robots are coming and they will probably kill us (that’s what Gary Vaynerchuk said…). ORRRRR maybe it will be court cases and/or the Department of Justice. In case you’re not paying attention, as… Read More »The Sky is Falling…..Maybe!
No two buyers or Sellers 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 to start. In several classes I teach, each of the four main home buying generations Millennials (Gen Y), Generation X, Baby Boomers and Matures are discussed in detail along with a… Read More »No Two Clients Are Alike, BUT…
Yesterday I taught a class called Setting the Course for 2023 for the UTAH RRC group at the Salt Lake City Board of Realtors. It was a Ying/Yang kind of day that could have been thought of as disastrous. But it wasn’t. It began nicely. I successfully navigated the latest “storm of the century,” I got a killer parking place at DIA, walked in the terminal and stepped RIGHT UP… Read More »A Ying/Yang Day is all Ying in the End
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?
Milton Berle once said, “You can lead a man to Congress, but you can’t make him think.” Thirty years ago, I used to teach American Government to 9th graders. I can’t imagine having to do it in the last two decade given the complete disregard politicians from BOTH sides of the aisle have for us, the people, and for the Constitution and Bill of Rights. Centuries ago the phrase “public… Read More »Politicians, Sales People, and Loving the Process
The last three days, I have been on the Coldwell Banker Sales Rally and Roadshow, something I haven’t done in maybe 13 years. While it was a nice opportunity to take a trip down memory lane with some old friends and also meet new ones, it was mostly a chance to talk about one of my favorite topics: your strengths, and why they are so important in your business. It’s… Read More »Your Strength is Your Strengths
Sometimes a great customer service story is focused on a grand gesture, an act that amazes the customer. A Nordstrom accepting the return of four tires from a dissatisfied man even though they don’t sell tires. A maid at the Ritz Carlton guaranteeing that the hotel would replace a guest’s missing laptop computer if it wasn’t found by days end. Most of the time, customer service can be found in… Read More »Eight Simple Rules to Awesome Customer Service
In his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three step approach to marketing your product or service(s). Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). This occurs most often in budding businesses where the product or service is unique or new and customers will accept minimum standards. In fact, Beckwith calls this stage, the… Read More »Nothing and Everything is Possimpible
June 30th has come and gone. Half of the year has transpired. So tell me (or someone else or just yourself), how’s it going? Are you on schedule to have the kind of year you planned? Business working? Family? Recreational activities? Other things? I don’t believe in New Years resolutions. To me, any day is a good day to set goals and strive to get better. I do know, however,… Read More »Halftime of a WEIRD Year