Q: In one of your Zebra Reports about handling leads you said we should offer to create special reports for a potential client. I just don’t have the time to do this for every person that contacts me. What’s wrong with sending data from the MLS via email? A: Nothing is wrong with that. It’s […]
PART TWO: CLOSING WHEN YOU’RE A “CONTROLLER” Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. Seems simple, right? The truth is many agents are taught to close the same way – by using a formula that’s […]
Successfully Converting Telephone Leads Two weeks ago I talked about converting internet leads … and last week I talked about converting “live” leads. Today I want to talk about converting telephone leads. By far the most difficult lead to convert is the telephone lead. But agents who can master this type of lead conversion can […]
Successfully Converting In-Person Leads After my Zebra Report last week on converting internet leads agents reached out with many comments. I was actually surprised to hear that many agents have sworn off pursuing internet leads because of bad experiences, and who want to go back to the good, old-fashion method of being live in front […]
Posted in Communication, Client Care, and Follow-up, Lead Generation for Real Estate Agents, Zebra Reports 
Tags: client care, Client Communication, communicate, Communication, in-person leads, Lead Generation, real estate advice, real estate clients, real estate lead generation, real estate lead generation ideas, real estate leads, working with clients 
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Last week we hosted an event completely focused on listing presentations, and helping agents understand how they can “win” at the listing presentation. I was thrilled at the response (we were completely sold out and had to turn people away at the door!) because it confirmed two suspicions I had: 1) agents are struggling at […]
Posted in Communication, Client Care, and Follow-up, Zebra Reports Tags: client care, Client Communication, communication with sellers, Listing presentation, prequalification, prequalifying clients, real estate listing presentations, talking to sellers about pricing, working with sellers No Comments » Q: One of your recent answers was about client appreciation events. I want to do one, but I am afraid no one will come. Can you give me a few ideas? A: I hear this so often from agents, and I understand completely. It’s possible the first couple of appreciation events might be lightly attended […]
Q: I like your idea of doing annual client reviews, but I can’t figure out the best time to do them! It seems like I put them off each year, and they never get done. A: You’re not alone! Many agents have the best of intentions, but can’t quite get this handled. There are two […]
Q: What do you think about using tablets (like an iPad) at a listing presentation? Lots of title companies in my areas are giving classes on this, and are even offering to create a listing presentation for me if I buy the tablet from them. A: Having great materials for presentation is important. But I […]
As I was thinking about this week’s Zebra Report I posed a question to myself: Is real estate still a belly-to-belly business? That’s what we used to call it in the old days. Back then we didn’t have email, we didn’t have online MLS systems, we didn’t have electronic key boxes, and we didn’t have […]
Q: I want to take most of the summer off – it’s the last time I’ll have with my daughter before she goes to college, but I’m worried about my business. Is it realistic to think I can take two months off? A: First, I applaud your desire to spend time with your family. And […]
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