As long as I’ve been in business I’ve regularly received calls and emails from agents who are struggling to reach their potential. Many of them make a good living … but want to make more, while others are barely getting by. Some are facing dire circumstances. Everyone struggles in this business for different reasons, but […]
Q: Denise, I’m going to try to set goals for 2013. I’ve never done this before, and don’t really know how to go about it. How do I start, and what is the right time to do this? A: Congratulations! I’m a big believer in goal setting. If you’ve never set goals before, it can […]
As you read this I am finishing up my first “Safari” seminar of the autumn. Safari is a two-day experience where I meet with motivated agents – agents who are tired of the business they have today, and are looking for a better “tomorrow” business. During my Safari event, we look at ways to successfully […]
Q: This fall I’m thinking about really changing my business up so that I can start the new year in a better position. I think part of that should be changing my brokerage. What kind of things should I be looking for in a new office? A: What a great question … but I have […]
October 31st is just around the corner. Not only is it America’s favorite holiday – Halloween – the 31st is the deadline for our “Tell Me!” contest. It’s not too late to send in your entry. After all, almost a week remains! Wouldn’t you like to be the winner of $250, $500, or $1,500 in […]
PART FOUR: CLOSING WHEN YOU’RE A “SUPPORTER” This is my final Zebra Report in my series on closing strategies based on your personality style – and that of the clients you are trying to close. If you missed the previous three weeks, be sure to review the Zebra Reports on closing strategies for Promoters, Controllers, […]
Posted in Communication, Client Care, and Follow-up, Real Estate Coaching, Mentoring, and Training, Zebra Reports 
Tags: analytical, Client Communication, close, closing, closing a sale, controller, converting leads, personality, personality assessment, personality style, personality type, promoter, real estate client communication, supporter 
No Comments » Q: Denise, when you talked about “qualifying” sellers who call you up for a listing appointment did you really mean that we should ask questions other than very, very basic ones before going to the home? A: Yes I did – and thank you for asking me to clarify! I believe as agents we are […]
WHO: Anyone who has ever been to one of our classes, purchased one of our products, or has coached with us, can participate. WHAT: Tell us how something you’ve learned from me has positively impacted your business … or your life! It can be something as simple as tracking “potential income” or sticking to your […]
Q: Denise, I am getting derailed by sellers at my listing presentation who keep interrupting me and are ruining the flow of my presentation. Short of being rude and asking them to stop, I don’t know how to handle this. Help! A: Part of a great listing presentation is setting expectations with your sellers. One […]
Have you been thinking about my “Tell Me!” contest, the one I unveiled in last week’s Zebra Report? This is your chance to share something important you’ve incorporated in your business based on a Lones Group class, product, or coaching program. But you can’t win if you don’t enter! If you haven’t started working on […]
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