Sales and Marketing

 
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Sales and Marketing

Is Mike Ferry Still the King of Prospecting?

by Broker★Agent AdvisorOctober 11, 2019

Kimberly Houk – Prospecting Today

The industry is torn when it comes to Mike Ferry.But who’s closing more deals… The half who follow his traditional approach, or those who’ve embraced newer techniques?Here’s a few highlights from our interview…

Is social media just a distraction?Why incompetent agents are the biggest threat to our industry.How is coaching different than cheer leading?What’s better… Solo or team?Why Mike prays for a recession.What every agent should ask before signing on with a new broker.Why Mike hopes Tom watches this interview.

Free Report… 89% of agents who earn over $80k a year do three things. Get your copy of ‘The State of Prospecting’ and find out how to out earn your competition without spending a fortune.

Kimberly HoukManaging EditorProspecting TodayProspectingToday.com

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Sales and Marketing

The #1 Way to Get Ahead of a Market Slow Down

by Broker★Agent AdvisorOctober 11, 2019

Kimberly Houk – Prospecting Today

Many are nervous about the real estate market.How do you know when it’s starting to soften?To get real answers I met with one of the country’s leading aggregators of homeowner data… Curtis Fenn, President and COO of REDX.

Here’s just a few of the highlights from our interview…

Is there a way to recession proof your business?The #1 thing you should do ahead of a market slow down.Why consistency is key to sustain your business in any market.Why the last recession knocked so many out of the business.How to prepare now so that you can advance in any market.

Free Report… 89% of agents who earn over $80k a year do three things. Get your copy of ‘The State of Prospecting’ and find out how to out earn your competition without spending a fortune.

Kimberly HoukManaging EditorProspecting TodayProspectingToday.com

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Sales and Marketing

Easy Tips to a Price Reduction

by Christy CrouchMarch 24, 2016
by Christy Crouch

Price reductions are a critical part of the business if you’re a listing agent.  I carry anywhere from 40-60 listings on any given time in most market conditions, and in order to get them sold it’s a must to have a price reduction campaign of sorts in place.

One thing I’ve found to be super helpful when talking with my sellers is to not refer to it as a price reduction but rather a price adjustment.  Whenever we as consumers think of reductions it feels like we’re losing something.  When we think of the word adjust it feels as if we’re making something better, and of course we naturally want to focus on making things better and not losing something, right?

Don’t allow your mind to play games with you and have you assume your sellers don’t want to adjust the price or won’t.  I can tell you from experience time and again, they’re simply waiting for you as their professional to advise them of when and what to adjust the price to.

I work with a lot of expired listings and I can’t tell you how many times the sellers are more than willing to adjust the price when we go on the listing appointment and tell us they thought they needed to adjust the price but their agent never mentioned it or what’s worse, they never heard from their agent after listing the home with them.

The key to price adjustments is educating your seller on market conditions and revealing to them [...]

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Management

Why Most Real Estate Agents Fail… and 10 Ways to Help Make Sure You Don’t

by WalterMarch 9, 2016
by Walter Sanford

I’ve worked with thousands of real estate agents at all levels over the past 30 years.

Two of the most common problems I see with coaching clients, and for that matter the biggest reasons for failure in this industry,  are…

The notion that somehow working harder will make up for working smarter. Fear of asking for what one is worth and deserves.

Here’s a few of my favorite strategies to overcome both of these obstacles, set you apart from the average agent, and lead you to greater profitability…

1. Raise it.

Before the listing appointment, fill out all paperwork with your new rate (7% maybe?) and make it business as usual. Scared? Well, make a great listing presentation, don’t leave until you get the objection, and learn how to overcome the objection. If you have to, drop it back down to your old retail rate but only after much hesitation.

2. Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer:

#1 – It keeps your database informed with “secret” pre-listing information, but with your “permission” they can forward this hot info on to their sphere.

#2 – You make more double ends with new people.

3. Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating they can [...]

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Sales and Marketing

Finding the Seller’s Tipping Point

How strategic thinking real estate professionals find, attract and close more deals with sellers.
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BROKER★AGENT ADVISOR, LLC