Q: “Denise, I am a little bit concerned about my pipeline. This time of year it is usually overflowing, but right now, I only have two clients in there who are going to be ready in a month or two. What are some things I should do to get things moving?” A: Although there are […]
Posted in Ask Denise, Communication, Client Care, and Follow-up, Lead Generation for Real Estate Agents 
Tags: activity, client connections, Communication, connections, database mailer, empty pipeline syndrome, jump start, Lead Generation, market watch, marketing activity, marketing strategy, pipeline, pipeline management, ramp up, sphere, Time Management 
No Comments » Q: “Denise, I have a delicate problem I need your help with. My brokerage has an office that is attached to mortgage lender’s office. Unfortunately, that lender and their company are getting a bad reputation for not getting transactions closed. What is worse is the communication between the lender and bank and then with the […]
Q: “Denise, my brother and sister-in-law are ready to become first time homebuyers in the next few months. They have asked me a few questions but haven’t really indicated they will be using me for that purchase. I don’t want to be pushy, but I would like their business. How should I proceed?” A: First, […]
Q: “Denise, I was just at my office holiday party and another agent was talking about how he has been mailing to a farm area for the last six months. I was shocked because I have been mailing to this farm area for a year! I have had one or two calls, but should I […]
Posted in Ask Denise, Communication, Client Care, and Follow-up Tags: agent marketing, agent territory, building a geographical farm, Communication, farm, farm area, farming, geo farm, geo farming, geofarming, geographical farm, geographical farming, lead generation for real estate agents, neighborhood, neighborhoods, sharing No Comments »
The 20-60-20 principle covers many different facets of a real estate agent’s business, but nowhere does it have a more poignant meaning than with past clients. In today’s busy real estate market past clients are often forgotten or agents simply do not have the time to be focused on their past clients while they are […]
Today I’d like to introduce you to a marketing guru who is a master of his craft. I myself have learned a lot from him. I’d like to share with you some of the incredible insights I have learned from this branding genius. He is a master of attracting attention, developing a strong brand, and […]
One of the biggest challenges facing salespeople is picking up on the cues from your clients. Whether in a conversation or through their actions, clients give us cues all the time. Your challenge is to interpret these cues as clues to your next move. We do presentation role-playing work with agents in our Mastery coaching […]
One of my favorite things to do in my real estate training is to work with agents one-on-one to help them see how they communicate with their clients. I will even videotape them. I critique their performance and together we identify flaws in their communication style and we make a plan for improvement. None of us […]
Q: Denise, I have a Facebook business page that I made a while ago, but I haven’t been posting to it regularly at all. I only have about 15 people who have liked the page anyway. I do have about 400 friends which include both friends and family, but also past clients. Should I continue […]
Posted in Ask Denise, Lead Generation for Real Estate Agents, Technology Tags: ask denise, blog, Business, client care, Communication, Facebook, Lead Generation, leads, online, personal No Comments »
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn’t quite get the words out? This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can’t […]
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