Working with Sellers

Catch the Wave!

July is my down month this year. I do not have a single course scheduled for the entire month. I’m using the time to gear up for a busy fall, contemplate the relevancy of my business and make appropriate alterations on my path. As markets change across this land of ours, many agents have expressed the desire for classes that are centered to the knowledge and skills needed to compete.… Read More »Catch the Wave!

The Synergistic Marketing Mix

While there are many keys to successful real estate agent marketing, including the relevancy of the message, its reach, frequency and consistency, one of the most important factors is the ability to provide a variety options to deliver your message. For some consumers, they love social media, others love to chat on the phone, while many others still prefer receiving information in person. To be successful, agents should be willing… Read More »The Synergistic Marketing Mix

Technology vs. Old School People Skills and The Pallet

Technology is moving at a break neck speed. New gadgets, designed to save mankind from the discomforts of life, are developed daily (maybe hourly). Some things, however, remain as they have for years, decades, even centuries. One such example of an old idea that technology has yet to improve is the common pallet. Pallets have been around and been pretty much unchanged since the peak of the second industrial revolution, leading into… Read More »Technology vs. Old School People Skills and The Pallet

GPS: Blueprint for Planning Success

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With us well into the month of December, I have to assume that most hard working folks have completed their business plan for the upcoming year. Knowing that the coming year will be an incredible improvement over the one we’re in (card carrying optimists believe that every year) should have been the impetus for a hard look at 2013 and your business. It was that most famous quotster , unknown,… Read More »GPS: Blueprint for Planning Success

Text Without Context is Forgettable: What Bogart and Gable Teach Us About the One Liner

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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. Spade’s wonderful dialogue, both mildly loving and extremely sarcastic goes like this:  “I hope they don’t… Read More »Text Without Context is Forgettable: What Bogart and Gable Teach Us About the One Liner

Go Visual With Haiku Deck!

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A few weeks ago I was teaching a tablet mobility course in Pensacola, Florida and an agent approached me and asked, “Do you use Haiku Deck?” “No, never heard of it,” I replied.  Well…. I have now. As you know, for several years I have been on the soapbox preaching the gospel of fewer words and more visuals as a more effective way to present. Evidence shows the visual to… Read More »Go Visual With Haiku Deck!

How’s Your Package?

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Realtors, wouldn’t it be great if there was someone who could precede your 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 mirror.YOU, through an extremely effective positioning strategy can accomplish every one of those goals by preparing… Read More »How’s Your Package?

Got Empathy?

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At the National Association of Realtors Convention in Orlando several years ago, Daniel Pink (author of “A Whole New Mind”) had the members of his audience do an experiment. We placed our index finger on our foreheads and drew a capital letter E. Whether we drew it to read ourselves or to be read by others said something about our ability to empathize with others. Two-thirds of the audience showed… Read More »Got Empathy?

It’s A People Problem

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Smartphones aren’t so smart. I mean, they couldn’t just walk (or run) around and actually survive without….. yes, you guessed it….. people. The problem is, people are people. I teach sales people for a living. Some of them are tech savvy, some, not so much. They pretty much all agree, however, that while technology has changed some of the ways we do business and the equipment we utilize for doing… Read More »It’s A People Problem

Ham, Eggs and Martin Price

I was three-quarters of the way through my core exercises yesterday morning when the phone rang. Reluctantly as you can imagine, I lifted my carcass from the floor and crankily gathered my phone. “Hello?” I said. Then the voice…. It was Martin Price from somethingsomethingsomething.org who was letting me know that as a CRS, I was entitled to 100 late mortgage payer leads. The problem was it wasn’t Martin Price,… Read More »Ham, Eggs and Martin Price