What happens when you really understand your marketplace? You win the business – that’s what! John Fiala is an agent who keenly understands the value of tracking activity in his marketplace. Each week John completes painstaking research to ensure that he has his finger on the pulse of his local market.
Over the years I’ve talked a great deal about “not right now” or “almost now” clients – those buyers and sellers who may have expressed a smidgen of interest in buying or selling real estate, but not right at the moment. We get caught up in the activities around “right now” clients, the folks we […]
Aranka Fruehauf’s toolbox starts with an attitude toward client care that is second to none – what we would call “concierge class client care.” But it doesn’t stop with attitudes and beliefs! Aranka delivers on her promise of extraordinary client care. Aranka’s clients receive custom-tailored communication from her. She doesn’t simply dash off an email […]
Q: In your article about “distraction diets” you talk about really unplugging from customers and colleagues for periods of time each day. I think this is a huge mistake! Precisely because of technology, our clients expect us to be available to them at all times, and frankly after a couple of slow years I don’t […]
Q: In a recent Zebra Report on “Four Things to Tell Clients Right Now” you suggested we tell clients about the mortgage settlement and the Mortgage Forgiveness Debt Relief Act. How can I share this information without making seem like I think my client might be in a financial pickle? A: It’s easy to share […]
It’s been around for over 25 years, it’s the butt of many a spoof or joke… and it’s one of the most finely honed selling machines in existence. What am I talking about? QVC, or course! I know you’re probably wondering why in the world this Zebra Report would focus on QVC. Well, stay tuned […]
Make no mistake. Real estate is a business of making connections. If you are making connections online (and are successfully converting connections into commissions), great! Maybe you connect best in person – one client at a time, one relationship at a time. That works too! Lately, all the buzz is around social media. It’s been […]
It’s been many years since I actively sold real estate. But when I did, there was something I did which was the single most important activity I undertook each year for my clients. No, it wasn’t throwing a party for my clients each year. And no, it wasn’t holding open houses, doing geographic farming, or […]
Q: Denise, how do you know if your client care is exceptional if you never hear back from clients? I feel like I deliver amazing service, but I think companies like Nordstrom have so elevated the bar that people expect super-human performance from me. A: Nordstrom – and many other companies – have created a […]
Over the years you’ve heard me talk a lot about service. More times than I care to think about, I’ve seen (or been the victim of) absolutely appalling service. But occasionally I encounter a level of service that isn’t good, or great, or excellent. It’s extraordinary, brilliant, and incomparable. And that’s the kind of service […]
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