4 negotiation tricks for newbie agents

Finding the right home can be quite different than successfully ratifying a contract on the right home, and the gap can be in your approach

As a broker and team leader who works heavily in the resale market, I see offers from real estate agents of all experience levels on a regular basis. Encouraged by a strong market, new agents are entering the business in droves, full of wide-eyed enthusiasm and dreams of being successful.

But we all have to start somewhere. The learning curve for a new agent can be steep, and it takes a bit of strategy to navigate in an effective, productive way.

One of the most crucial skills that will help you along this path — and that you can cultivate early on — is being a smart negotiator. This skill can help you quickly stand out among your peers and clients and is something you can continue to hone throughout your career.

Here are my tips on going from zero to hero when it comes to negotiation, especially when you are new to real estate.

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The 12 leading listing sources of top producers

Where’s your next listing coming from?

The certainty with which you can answer this question says a lot about the state of your business.

If you can name several likely sources, that’s great.

If you have absolutely no idea — Uh oh! It means you’re operating without a strategy.

How certain are you?

We advise our coaching members to use a variety of listing generation strategies. Those who run those programs with tactical precision see wild success.

Even if they can’t predict exactly which lead gen strategy will produce their next listing, they can easily list several likely sources.

I recently conducted a survey of all our Elite+ coaching members – who average 63 closed transactions each year with annual average gross commission incomes of $700,000 – about where their listings are coming from. I’m revealing the top 12 results here.

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Sellers are video monitoring buyers: What’s NAR’s legal position?

An NAR-released video recommends that listing agents make it clear to buyers that there are active cameras in a home that may be used to monitor buyers

Buyer’s agents should warn clients about opening too many drawers during that next home tour, thanks to a rise in sellers using app-connected video cameras to observe potential buyers.

This raises a number of questions for the industry, the primary one being: what kind of privacy is a buyer entitled to when touring a property?

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3 benefits to running a virtual real estate team

Forget the traditional brick-and-mortar-based team, and start thinking online only

Running a virtual real estate team is easier and much more profitable than most people think. Arnold Elite broker Chris Arnold earns hundreds of thousands annually with his virtual team, and he still has the time and the freedom to do the things he’s passionate about.

To explore the benefits of running a real estate team remotely, read on.

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How to win the listing before you arrive

Tom Ferry’s 5 winning pre-listing appointment rituals

How can you show up right on time for a listing appointment, but be too late?

It’s a dilemma facing any agent relying on their presentation alone to win listings.

If you’re waiting for the homeowners to open the door so you can make a good first impression and win the listing, you’re already too late. To win, you need to “pre-sell” the homeowner on your services before your listing appointment.

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Real estate’s top producers share their secrets to success

Strip away the glamour of a name listed at the top of the sales charts and you’ll find a path forged with patience, consistency and the sweat of hard work

The sheer work ethic of Michael Jordan, the mindset of a Jedi, the adaptability of a chameleon and the dogged humility of a servant — put it all together with a commitment to real estate, and you just might get a top-producing agent.

That’s coming straight from the horse’s mouth, i.e., a series of leading real estate agents who shared their secrets to success.

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Dear real estate agents: Here’s the difference between relationships and leads

The long-term rewards will be greater if you prioritize building a strong referral network over following cold leads

Something funny has been happening around the office, and maybe you’ve noticed it at your office as well. We’ll get a call from a real estate agent who says his or her client is only available to see a listing at a certain time — say, 11:00 a.m the next day.

A few minutes go by, and we get the same call from another agent whose clients also want to see the property at 11:00 a.m., and guess what — they aren’t available at any other time. Maybe you already know where I’m going with this …

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