“How Do I Get Listings?” by Matt Parker

The Real Estate Sales Secret

Matt Parker

 

A significant number of people ask me:

“How do I find a listing?”

I am going to offer some specific, real, anecdotal ways here.  First, I am going to give you some interesting (I think) personal facts and/or statistics with regard to my experience finding listings.  This is mostly from my experience only, having sold for about ten years since age 24:

  • I HAVE NEVER, in ten years, signed a listing directly from any contact on FACEBOOK, LINKEDIN, or other social media.
  • I have never signed a listing directly from a mailer to a FARM AREA.
  • I have never signed a listing from a lead from ZILLOW or TRULIA.
  • About 1-2 deals per year for me (almost a negligible amount), come from “FRIENDS;” people whom I regularly associate with.
  • In ten years, I have received 1 or fewer listing leads per year from vendors whom I use (Title and Escrow companies, Lenders, Inspectors, Contractors, Etc.).

This is not to say these marketing media do not work; they can and definitely do, for some people.  It is safe to say, however, that too many agents rely on the tools above to “hopefully” fill their pipelines.  It is also safe to say many agents spend way, way too much time with these illusory marketing tools (especially when practiced without intent and consistency).

Here are some (surprising?) ways I actually get listings:

1. DRIVING.  Yes, driving.  The statistically significant majority of sellers still hire someone they like and get along with.  These are interpersonal phenomena that require human contact.  When I am stumped for business, I go on slow drives, talk to people, engage them, and let them know I am looking for sellers.  Consider this: who knows about a listing first? Generally, the people who live around that person know for months, or years, in advance.  These people, neighbors, freely offer great market insider information.  Additionally, and importantly, people see my face in the places I want to sell.  I would say this tactic leads to 20% of my business.

2. LISTING BAD PROPERTIES.  This is a joke, kind of.  No property is a bad property, but, if a seller has a unique/tough situation, even having tried to sell, if you can list, market, and sell that property, you develop a perceived “expertise” for that category of sale.  This expertise is referred more than easy, conforming sales.  An example might be a piece of land with wetlands. It might be a little tougher to sell it, but, when you do, you have a specific competitive advantage over other agents for this type of parcel.  I would say this accounts for about 20% of my business.

3. SPECIFICITY.  Many people just ask for referrals.  I ask for specific referrals: “Jim, do you know anyone with a really bad fixer?  I need listings like that right now, they are selling easily in my market.”  Or: “Samantha, everyone seems to be calling me for lakefront property right now.  Can you please keep an eye out for lakefront for me?”

I haven’t seen a study published on why this might work, but, my hunch is a specific request is more personal, and, requires more thought from the person you are addressing.  As a result, I think it lodges in folks’ minds better than “Know anyone selling?”  This probably accounts for about 15% of my business.

4.  ANGER. I love this one. I look for people whom dislike agents, or, had a bad experience.  If they are upset, they really wanted to sell, but didn’t. I repeatedly call on people whom have shown angst for real estate practitioners, because I know they have energy for the process.  I would say after someone reacts with anger 3-5 times, they say (about 90% of the time, no kidding):  “You really are persistent, aren’t you?”  To which I reply:  “I knew you would come around!”

Ironically, once they come around to trusting you, they generally are the easiest customers to work for.  This is probably only about 5% of my business, but, it’s fun so I do it.

5.  SECONDARY QUESTIONING. If you are talking to someone about selling, and, they clearly aren’t going to be a customer, take advantage of the fact you have someone in person.  Ask them anything, anything, anything (!), about real estate in their locale with respect to real estate:  “Okay, it’s clear you love where you live and are going to stay here for a long time, what’s the other coolest house in your neighborhood?”  They may introduce you to that person, for another conversation.  The idea is to be continuously keeping real estate in the front of your, and their, minds. By doing this, you are cultivating a garden of leads.  This is probably about 10% of my business.

Listings do not grow on trees.

Unless, you plant forests.

Plant a listing forest by talking a little longer, asking a little more, and laughing a little harder.  This insignificant amount of extra energy has made all the difference for me, and many other tenured agents.

Good luck!

Matt Parker

 

  • Matt Parker
  • Keller Williams
  • Website
  • Matt Parker is a decorated Seattle-based Real Estate Broker having been voted by customers and peers to be a top agent year after year.  He is a 4-time Five Star Professional, a multiple time national top 10% realtor and has been used for national and local television and print media on NBC, KOMO and the Seattle Times.
  • Matt is the Author of the New Book “The Real Estate Sales Secret”

 

 

 

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So, You Wanna Be a Real Estate Agent… How Much Does it Cost to Go Into Real Estate? Part 1

So, You Wanna Be a Real Estate Agent… How Much Does it Cost to Go Into Real Estate? Part 1

Guest Post by Jennifer Allan-Hagedorn

Jennifer Allan-Hagedorn

So, moving on from our earlier cheerful discussion about the income potential of a real estate agent…let’s talk about whether you can AFFORD to go into real estate right now.

Fact is, it costs money to be a real estate agent and chances are that you will not make any money for several months once you officially begin.

Let me say that again and please “listen” with every fiber of your being: “Chances are you will not make any money for several months once you officially begin.”

Many first-year agents do not make a dime until their sixth or seventh month in the business; some take even longer than that. That’s a fact and should not be taken lightly, or dismissed as something that won’t apply to you because you’re special. You very well may be special; in fact, I’m sure you are, but you MUST prepare for this possibility. If you are among the few who begin making money right away, that’s fantastic, but I’m sure you won’t regret having a nice nest-egg socked away for yourself. But PLEASE do not go into this career thinking that you’ll receive your first paycheck in a month or two because it’s likely you won’t. And all the while, you’ll be paying out money for the privilege of having a real estate license.

A few months ago, a first year agent contacted me to ask about one of my training courses. During the conversation, she casually commented that she felt misled by her early advisors because they failed to mention how many nickel and dime expenses there were to being a real estate agent. Of course, she wasn’t referring to actual nickels and dimes; more like $200’s and $400’s! I felt bad for her, but I confess I had to ask myself why on earth she would have gone into business for herself with so little financial commitment that a few unexpected $200 expenses put her at the brink of failure.

Because, my friend, you ARE going into business for yourself, make no mistake. And you need to take that concept seriously.

How seriously? That is – how much money should you have put away before jumping in?

That, of course, depends on you and your personal situation.

Some new agents have saved up a nice nest-egg for their venture into real estate and will be able to pay their start-up costs, ongoing expenses and household bills for a reasonable about of time.

Some new agents have a supportive spouse or partner who is willing to pay all the household bills during the agent’s non-income-producing months.

Some new agents have taken out personal loans to finance their venture into real estate (I don’t recommend this approach).

Some agents have (and intend to keep) a relatively well-paying and flexible job that they feel will accommodate their venture into real estate.

But some agents have a family to support, with no outside or supplemental income, and no discretionary money in the bank.

Before I continue, I’d like you to spend a little time today being honest with yourself about your own personal financial situation. Please do the following assignments by the end of the day today:

  1. Add up how much money you have saved to invest in your real estate career
  2. Figure out how much it takes to run your household on a monthly basis
  3. Calculate how much income would be coming into the household if you become a real estate agent

We’ll return to this discussion soon!

Sell With Soul

Jennifer Allan-Hagedorn began her writing career after ten years of selling real estate successfully in Denver, Colorado. She was dismayed at the low level of professionalism she frequently encountered in the real estate industry and, with her “soulful” message, hopes to encourage the real estate community to self correct the negative stereotypes of the profession.

Jennifer’s message to agents is that they should strive to be competent real estate advisers, rather than competent real estate prospectors. She urges agents to respect the intelligence of their clients, rather than attempt to insult that intelligence with aggressive closing techniques. She preaches that agents should appreciate the significant commissions paid by their clients, rather than complain that they, themselves, are not appreciated.

Allan-Hagedorn is the author of seven books about real estate and one of the industry’s most popular bloggers. She is also an avid dog rescuer in the Panhandle of Florida.

To learn more about Selling Real Estate with Soul, visit Jennifer’s website www.SellwithSoul.com

 

 

 

 

 

 

 

 

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What are 3 Mistakes Rookie Realtors Make?

 

3 Rookie Realtor Mistakes

 

What are 3 Mistakes Rookie Realtors Make?

What Do You Do About Them?

Guest Post by Lee Davenport

Are you new to real estate sales?  Or, are you thinking about getting your feet wet in the housing industry’s most rewarding career?  Then keep reading to watch out for three pitfalls that can derail your profits.

  • Not asking other agents for business

I have heard new agents time-and-time again say they do not understand the need to network with other agents since those agents are their competition.  But anyone experienced in business, and really relationships, understands the value of keeping your friends close but your enemies closer.  Now that is not to say other agents are your enemies but in some respects, they are your competition (i.e. if you are both vying for a particular listing, etc.), which connotes an adversarial relationship.  Networking with other agents will save you as a newbie some of the bumps and bruises those experienced agents got as they have developed burgeoning real estate careers.

Furthermore, top producers that have yet to build a team can be a vital source of referral business. Their client referrals can be a gateway for you to begin selling in a particular hoity-toity subdivision or at an exclusive price point.  The agents that I coach have testimonies of this and so do I.  When I started in real estate sales (after having been an investor), the year was 2008 – yup just when the “The Great Recession” was ensuing.  I networked with other agents and my first year of closings were due to the referrals from other agents I received.  From their referrals, I began receiving client referrals and the next thing I knew, I had referrals coming left and right to the point that I closed personally over 35 transactions in 2009 (also with the help of my social media marketing and blogging but of course) and started to build my own team!  It all started with understanding the power of developing relationships with other real estate agents.

  • Not asking for 5-Star reviews on popular real estate sites – Zillow, Trulia, etc.

I love training real estate agents but especially new agents because there are many basic, free things they can do to grow their sales.  If you are a new agent, are you currently getting reviews on the popular real estate portals like Zillow, Trulia, Realtor.com, etc.?  If your answer is, “no”, I want you to stop what you are doing and make this a priority.  Why?  Because we leave in a world that hinges upon public opinion and online reviews give you an opportunity to showcase why you should be someone’s agent of choice without you have to shamelessly promote yourself.  Others do it for you.  If you have ever decided to not purchase a product or visit a restaurant because of an online review, then you know what I mean.

Why post reviews to real estate portals?  Because those are the site where people that are looking to buy and sell homes go.  You need to have your praises posted where they will see them.  Plus, these sites do not charge (yet) for you to have a profile that features your 5-star reviews so you get free advertising and publicity on the real estate sites with the most traffic.  Thirdly, online reviews can create for you a steady stream of leads from these sites without you paying for ad placement – another win!

Lastly, notice the optimal phase her is 5-star review.  You should of course seek to improve yourself and solicit candid reviews from all of your clients.  But be sure that what goes online will be positive publicity for you by specifically soliciting reviews from clients that are excited about sharing their experience of you with others.

  • Not aggressively ensuring your website has an effective lead capture system

As a new agent, you may be using some of the tried-and-true methods of marketing like sending out postcards and going door-knocking.  Or, you may be a fancy blogger or internet marketer, with ads galore on Facebook.  Regardless, your marketing materials all list your website address.  You encounter curious potential buyers and sellers, who hop on their cell phones and tablets to check the “deets” on your site.  Then they move on to another webpage or log off entirely.  But wait, did your website collect their contact information?  If you have not done any customizations to the website your realty firm or MLS gave you, then your answer is likely, “no”.  This is a faux pas that IS costing you precious leads, diluting the effectiveness of your marketing, and ultimately wasting your advertising dollars.

It is not enough to just have a remote contact form on your website.  You have to mobilize people to leave their information by offering them something of value through a call to action (CTA).  In your neck of the real estate woods, you can offer guides that explain a Shortlist of Being New to the Area, Best Schools, Hot Spots, How to Buy a Home and Sell Real Estate in _______ (name your targeted city/town), Top New Construction Builders and Develops, and the list goes on.  In order for site visitors to get these complimentary downloads, they have to input their bona fide contact information – a win-win.  Such a CTA will typically require customizations to your existing website or an altogether new website, which is worth it to know that the traffic you are driving to your site with ads, postcards, and other publicity is being effectively captured.

If you really want to stretch your advertising dollar, you can also take this a step further and use retargeting.  Retargeting allows your ads to follow site visitors around the web as they visit other webpages, keeping your business top of mind.  Ideally, this will cause them to at some point re-visit your site and hopefully leave their information to receive your sites free offer, putting you on the path to actually creating a new client.

Beyond these 3 tips, you can further transform your real estate sales game plan with the interactive workbook, Plan to Win!, available on Amazon today and at a discount through the FMLS store.  Here’s to your success!

 

Lee Davenport

Lee Davenport

 

Armed with degrees in business administration and legal studies, Lee Davenport has been a thought leader in the Atlanta real estate community with article features in the Atlanta Journal-Constitution, REALTOR® Magazine, KatieLance.com, South Philly Review, ActiveRain/Trulia, RESAAS and Inman News.

Furthermore, she has served as managing broker and mentor for one of Atlanta’s top RE/MAX franchises, RE/MAX Around Atlanta, home to over 90 of Georgia’s most successful real estate agents (who averaged over $140,000 in sales commissions at a time when the industry average was just around $40,000). At the same time, Lee was honored with a position on the advisory board at Kennesaw State University’s Center for Professional Selling, allowing her to impart into the program and its students during her management tenure with RE/MAX.

Now, Lee coaches and trains real estate agents of ALL BROKERAGES to experience success sooner through Agents Around Atlanta Plus. She truly desires to help agents never again struggle with low sales as a result of interactive training and 1-on-1 coaching that helps agents become savvy resources for buyers and sellers (what we like to call an Agent+).

Outside of Agents Around Atlanta Plus, Lee actively serves with the Atlanta Board of REALTORS(R) as the chair the Leadership Development Academy and sub-chair of the YPN Communications committee. Lee is also a member of the national business leadership organization SCIP (Strategic and Competitive Intelligence Professionals).

Personally, Lee is a licensed minister that has served in the ministry for close to twenty years in various capacities, including teaching English as a Second Language (ESL) classes.

As you can probably guess, Lee Davenport has a passion for helping people and businesses succeed!

Lee is also the author of the workbook:  Plan to Win!  which has received high praise from real estate agents for its perceptiveness in helping to transform one’s real estate sales game plan.

“Your First Day as a Real Estate Agent” Online Course Available Now for $39.00

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So, You Wanna Be a Real Estate Agent… How Much Money Will I Make?

So, You Wanna Be a Real Estate Agent… How Much Money Will I Make?

Guest Post by Jennifer Allan-Hagedorn

Jennifer Allan-Hagedorn

As promised, we’re going to help you determine if a career in real estate is right for you and if so, is NOW the right time to jump in?

So… let’s get started! Let’s (try to) answer that burning question every aspiring real estate agent asks… ‘How much money can I expect to make?’

Do you want the good news or the bad news first?

I’ll start with the good.  A career in real estate can make you rich beyond your wildest dreams.  Well, maybe that’s overstating it a bit, but yes, it is perfectly possible to make a whole bunch of money as a real estate agent.  Personally, I made around $70,000 gross ($40,000 net) my first full year and doubled my income every year after until I was over $300,000.  Okay, so that’s not filthy, stinking rich, but I was happy with it.  I imagine you would be, too.

My “worst” year (once I was up and running) was $179,000, and that was the year I stopped working in August because I was a little burned out.

Of course, there are caveats to those numbers; I worked in a market where home prices were above average, the market was strong, at times even booming, and my net income was somewhat (about 40%) less than those gross figures.  Oh, and just FYI – I was selling between 40 and 70 houses a year to produce those numbers.

So, yes, you can do the math and figure out the potential upside to a career in real estate.

Now for the bad news.

According to the National Association of REALTORS, the median gross income of new real estate agents in their first two years of licensure is (brace yourself) $9,100.

The median gross income of all real estate agents was $45,800, while agents with more than 16 years of experience earned a median income of just under $69,000.

Yowsa.

So there you have it.  Your average real estate agent makes around $22/hour (assuming a 40-hour work week) and there’s no benefits package or vacation time included.  A very small percentage makes over $100,000/year.

Will you?  Maybe… maybe not.  The good news is that your income, to a large degree, depends on YOU.  If this is a career you’re well-suited for, if you’re prepared to work hard and smart and with a little bit of luck, you can, indeed, be in that small percentage making a good living as a real estate agent.

Next up?  How much does it cost to go into real estate?

(look for future posts from Jennifer on this subject)

Sell With Soul

Jennifer Allan-Hagedorn began her writing career after ten years of selling real estate successfully in Denver, Colorado. She was dismayed at the low level of professionalism she frequently encountered in the real estate industry and, with her “soulful” message, hopes to encourage the real estate community to self correct the negative stereotypes of the profession.

Jennifer’s message to agents is that they should strive to be competent real estate advisers, rather than competent real estate prospectors. She urges agents to respect the intelligence of their clients, rather than attempt to insult that intelligence with aggressive closing techniques. She preaches that agents should appreciate the significant commissions paid by their clients, rather than complain that they, themselves, are not appreciated.

Allan-Hagedorn is the author of seven books about real estate and one of the industry’s most popular bloggers. She is also an avid dog rescuer in the Panhandle of Florida.

To learn more about Selling Real Estate with Soul, visit Jennifer’s website www.SellwithSoul.com

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Protect Your Biggest Asset as a Realtor

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Your First Day as a Real Estate Agent Training Program

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17 Tips Guaranteed for First Year Success as a Realtor

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17 Tips Guaranteed for First Year Success as a Realtor

I have been studying intensely why some Real Estate Agents fail and others succeed.  I am here to help you succeed in your career. Here are some quick hitting tips I want you to focus on to help you succeed.  I talk more in detail about these tips in my book, my podcast and my video training program.

  1. Six months savings in the bank to cover you at a minimum.  Twelve months would be ideal.
  2. Choose the right office to work for—most important criteria is make sure they have a good training and mentoring program for new Agents.  This is absolutely critical and one of the most important requirements for your success in your first two years.
  3. Start working right away.  Don’t be afraid.  Conquer your fear.  Call reluctance has killed many careers.  Don’t keep making excuses for not calling or getting in touch with your sphere, working floor or hosting Open Houses.
  4. Preview–Preview–Preview:  Learn your inventory.  Local market expertise is a learned skill.
  5. Role play with your Managing Broker, Trainer or Colleagues to practice.  The only way you’re going to build confidence is by practicing.  You can learn from your mistakes with your colleagues so you’re ready once you’re face to face with new Clients.
  6. Identify your Competitive Advantage as a Realtor.  What sets you apart from the competition.
  7. Start hosting Open Houses right away.
  8. Commit to your career as a Realtor.  You are a professional.
  9. Go to work at your office.  Don’t work from home.  Dress professionally at the office, look the part.
  10. Start building your internet presence immediately with your blog/website.  Content marketing is a powerful tool to connect with new customers.
  11. Handwrite personal cards to friends and family letting them know about your new job as a Realtor.  Include at least five business cards in each note you send.
  12. Always remember to listen more than you talk when you meet new clients.  The art of listening will help you immensely.
  13. Start building your database right away–Direct Mail List of your sphere and farm.  Email list (Mail Chimp free when you have less than 2,000 contacts).  Database of your key contacts and champions with phone numbers so you can call.
  14. For your personal life make sure you prepare your spouse, boyfriend, girlfriend, close family that succeeding in real estate is going to take time.  It’s going to take you one to two years to build up your business–set the expectation up front before you start.  One of the biggest stresses for a new Agent could be dealing with those closest to you and if they are not supportive or patient this could end your career before it starts.
  15. In your first year start farming a neighborhood or geographic area.
  16. In your first year start building your content marketing engine on your website/blog.
  17. Don’t Give Up!!  Never give up!  Day always follows night.  The sun always comes up.  Business always turns as long as you stick with it.

 

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So, You Wanna Be a Real Estate Agent?

 

So, You Wanna Be a Real Estate Agent?

Guest Post by Jennifer Allan-Hagedorn

Jennifer Allan-Hagedorn

Thinking about taking the plunge into a real estate career, huh?  Excellent!

Helping people buy and sell real estate is a wonderful career – one that can lead to tremendous satisfaction and prosperity, or… sadly become an unfortunate blip on the radar screen of your professional life.

Whether or not you experience the success you dream of will depend on a variety of factors, most of which are 100% within your control.  That’s the good news!  The bad news is that many, many, many real estate agent wanna-be’s disregard these factors when signing up for real estate school.  And the really bad news is that the vast majority of these agents, um, fail… and fail miserably.  Even the ones who were positive they wouldn’t.

Let’s not let that happen to you!

Just the fact that you are surfing online for real information about a real estate career tells me that you have more ambition and brainpower than your average real estate agent wanna-be.  So, no doom & gloom here – let’s take a little journey together.

Watch this space over the next several weeks for tips to help you determine if a career in real estate is right for you and if so, if NOW is the right time to make the leap!

Stand by!

(look for future posts from Jennifer on this subject)

Sell With Soul

Jennifer Allan-Hagedorn began her writing career after ten years of selling real estate successfully in Denver, Colorado. She was dismayed at the low level of professionalism she frequently encountered in the real estate industry and, with her “soulful” message, hopes to encourage the real estate community to self correct the negative stereotypes of the profession.

Jennifer’s message to agents is that they should strive to be competent real estate advisers, rather than competent real estate prospectors. She urges agents to respect the intelligence of their clients, rather than attempt to insult that intelligence with aggressive closing techniques. She preaches that agents should appreciate the significant commissions paid by their clients, rather than complain that they, themselves, are not appreciated.

Allan-Hagedorn is the author of seven books about real estate and one of the industry’s most popular bloggers. She is also an avid dog rescuer in the Panhandle of Florida.

To learn more about Selling Real Estate with Soul, visit Jennifer’s website www.SellwithSoul.com

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Are You Afraid to Give Your Clients Bad News?

 

When the Truth Hurts: 3 Strategies for Tough Conversations with Real Estate Clients

Guest Post by Karri Flatla

 Park Bench Image

 

Most of us are not very rational when it comes to big decisions in life.  We are imperfect beings with messy emotions and maybe even messier lives.  No one has it all together all of the time.  So why do we expect our real estate clients to be any less human than we are?  Buying or selling a house is a life-altering event.  Our clients deserve some leeway!

No matter how streamlined your systems, no matter how skilled you are at negotiating, every real estate transaction will present a disappointment or two.  This is not a problem.  It is a grand opportunity to shine.

So, how to be a real estate rock (star) when you’re the bearer of bad news?

The first step in being a courageous, eloquent truth teller is to let go.  You can only control your own actions.  You cannot control the other agent, the other buyer or seller, the market, and not even your client.  By letting go of your need to control the entire deal every time, you can simply focus on communicating effectively and with integrity.  This shows respect for your client and in turn, your client will respect YOU.

From this foundation, you can practice and leverage the following 3 strategies for having tough conversations with clients:

  • Manage expectations.  Often we are so excited about working with a new client, we overlook a critical window of opportunity to set expectations.  During the initial consultation, explain scenarios that might unfold and that such situations are normal and expected in real estate.  Also explain that reaching their goal will require some challenging decisions along the way.  Your job is not to predict the future.  Rather you will provide expert guidance at each juncture.
  • Give permission.  Your clients are grown adults who can make their own decisions, but they are naturally afraid of making the wrong decision with their real estate.  You ‘do real estate’ every day.  They do not.  Feelings of fear and vulnerability are paralyzing and will keep your clients stuck.  Be the objective voice of reason.  Validate decisions—and compromises—that will move them toward their goals.
  • Create choice.  When people perceive that they have no choice, they feel cornered and victimized.  Their fight-or-flight response kicks in, and at that point, it’s very tough to ‘find the win.’  If you offer one or two helpful alternatives—or simply a fresh perspective on a seemingly bad situation—your client will feel empowered to make a decision and move forward.  Of course, if the best way forward is to collapse the deal, that’s fine too.  Be upfront about that.  But even then, show your client that by closing one door, another will open, and you will be there to facilitate!

Too many real estate agents operate from a paradigm of fear… fear that their clients will fire them, fear of the deal falling apart, fear of never seeing another commission check, and on and on.  By operating from this fearful place, agents create chaos instead of solutions.

Successful agents are in the solution business.  Real estate clients don’t need any more fair-weather friends.  They need honest agents who will confidently and calmly guide them through the good and the bad.  If you can do this, you will be in your clients’ ‘good books’ for life.

Karri Flatla 2

Karri Flatla has been pioneering her way through the real estate industry since 2012.  Armed with extensive business and marketing chops—and fueled by a passion for excellence—Karri is setting new standards for client care and education.  Determined to ditch the pitch, Karri eschews traditional sales for a more consultative approach.  The result?  Today’s consumer can make smarter decisions about their real estate in a no-pressure, comfortable environment.

Karri is a full-time residential real estate agent with RE/MAX Real Estate – Lethbridge in Alberta, Canada.  You can learn more about her services at www.karriflatla.com.   Thinking of buying or selling in Karri’s hometown? Order a copy of her Real Estate Playbook:  Click Here

“Your First Day as a Real Estate Agent” Online Course Available Now for $39.00

 

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Protect Your Biggest Asset as a Realtor

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What’s in a Reputation?

Guest Post by Phil Shell

 

When we first get into the Real Estate Business we are “Bright Eyed, and Bushy Tailed” as my old man used to say to me.  We are so excited, we don’t know where to start!  And then we realize – OMG!  I don’t know where to start!

But then we start to get busy.  We get a little experience and knowledge.  We move through our industry with more and more confidence.  The more transactions we do, the better we become.  We get involved with other brokers from other companies.  Some good.  Some not so good.  Sometimes we get into “Pinch Points” with those brokers.  We “size them up.”  We say to ourselves, “You’re a good agent,” or “I love working with that one,” or “not the greatest, but tolerable” or then “What a Jerk” …or worse.  You know what I am talking about here.  You know…

But we forget.  We forget that they are watching and sizing us up too.  When we are greeted with not so kind behavior, our natural instinct is to push back.  So many times, our initial reaction to a situation is counter-intuitive to the proper action.  Our ego is not our friend.

We don’t have to be right.  We need to learn to be effective.  And to be effective, we must hold our ego at bay.

When we can be effective, and loose the “Right to be Right,” we can begin to build a trusting relationship.  We begin to build a great reputation.  Our reputation in this industry is all that we have.

It is all of our desire to have a long and successful career.  We are going to be around “us” much longer that we will be with any one Buyer or Seller.  We need to protect our reputation with strong vigor.  That is not to say that we are not giving great service and great advice to our clients.  It just means we need to learn to be effective.

If my client is getting upset with the other side of the transaction, I have to ask myself ”What am I doing to contribute to or cause this?”  How am I portraying the communication?

It’s the little things in this business.  In the words of my good friend Mary Gedack, “No matter what is going on in the transaction, there is never a time to be unkind.”  We must mind our reputation at all times.  Without that, we have nothing, and a long prosperous career is very much in doubt.

There are many parts to all of this, the least of which is to find a place of non-attachment.  But more on that in a future post.

For now, remember – Right/Wrong, Good/Bad are irrelevant.  Be Effective and mind your reputation!

  • Phil Shell
  • RE/MAX Alliance
  • Website
  • Phil is the Managing Broker of the RE/MAX Alliance Arvada Office.  He’s had a long and productive career in real estate.  One of his passions now is helping Agents with his “Core Values” workshops.

Phil Shell

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Top 5 Characteristics of Successful Realtors

Pretty woman business

 

Top 5 Characteristics and Traits of Top Producing Realtors

 

1. “Have-To” “Burning Desire” “Failure is Not an Option” These are clichés, I understand. But it’s very simple, the highly successful Realtors expect to succeed. The positive expectation of being successful pulls them forward to their desired results of closing deals and earning well.

2. They start working right away. They don’t make excuses about waiting: I don’t want to host open houses yet because I need to know the inventory better. I don’t want to get in touch with my sphere because I haven’t closed a deal yet. I don’t want to do floor duty for the office until I know my contracts better. All excuses! Top Agents start working right away.

3. Confident. This is one of the most important mindsets you need for success as a Realtor. Your potential clients want to work with a Realtor who is confident in their abilities. You need to have thick skin and a high level of self-esteem to win the daily battles and struggles of real estate. And if you are not ready then do what all new salespeople do—”Fake it until you make it.”

4. Good listener. When you’re new you get anxious and what do you do to compensate? You end up talking all the time. Just shut up when you’re with your clients, especially in the first meeting. Listen. Highly successful Agents listen, they ask good questions, and they let their clients talk and tell their story without interruptions.

5. Constant learning. Top Agents study, they read, they have mentors, they have coaches and they are willing to take direction. Top Agents learn new skills and strategies and then they apply in the field. They don’t just keep learning. They get out there and apply what they have learned in helping their Buyers and Sellers. Don’t just repeat your first year ten times. Get better each year.

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New Real Estate Agent Physical

Blog Pic Matt Parker

New Agent Physical

Guest Post by Matt Parker

Yay!

It’s about that time!

About the time you, as a new agent, or a younger agent, or both, get a physical! 

The Real Estate Doctor is going to run you through a battery of tests.  At the end of the test, the doctor will tell you if your symptoms are analogous to the one other top agents had when they started, or, restarted, selling real estate.  Basically, the real estate agent doctor will tell you if what you are experiencing is normal or not!

Ready?  If you thought physical’s weren’t fun, wait until you are done with this one!

CONFUSED LOOK FACIAL ANALYIS – Do you constantly feel confused?  Are you, generally speaking, overwhelmed with new information?  Are you wondering which information is good, and which is bad?  Which applies to you, and, which doesn’t?  Do you feel like a freshman at college?

If so, you are feeling exactly what top agents did when they started.

OLD LIFE MOURNING SYNDROME – Do you miss your old paychecks?  Your old routine?  Do you wonder if you will ever have a routine income again?  Do you miss your old lunch spot and old friends, perhaps even an old sense of confidence and comfort?

If so, you are feeling exactly what top agents did when they started.

INFERIORITY COMPLEX CHEMICAL SCAN – Is your head rushing with thought that you won’t reach the pinnacles other agents have?  Are you wondering what other agents have, genetically, that you don’t?  Do you find yourself staring at a screen and wondering how other people make all those sales?

If so, you are feeling exactly what top agents did when they started.

YOU GET THE POINT HERE!

We all felt like this at one time or another!  These feelings are part of the process of success.  If you have established goals, and are dutifully working to achieve them, in real estate sales, results will follow.  IT TAKES TIME, it also takes failure.  DO NOT let one day, one month, or even 6 months of failure get you down.  Keep going.

If you signed up to climb Mt. Rainier, would you expect pain?  Nausea?  Near-hypothermic cold?  Hurricane worthy wind?

You should have!  These are all a part of climbing a worthy mountain.  The things you are feeling about real estate are all part of this climb, this adventure, this opportunity, that you wanted, and you are invested in.  Don’t quit!  We need you, the one with spirit, triumph, passion and perseverance.  WE ALL FELT LIKE YOU DO.  So keep going.

I will persist until I succeed. In the Orient, young bulls are tested for the fight arena in a certain manner. Each is brought to the ring and allowed to attack a picador who pricks them with a lance. The bravery of each bull is then rated with care according to the number of times he demonstrates a willingness to charge in spite of the sting of the blade. Henceforth, I realize that each day I am tested by life in a like manner. If I persist, if I continue to try, if I continue to charge forward, I will succeed.”         Og Mandino, The Greatest Salesman in the World

 

  • Matt Parker
  • Keller Williams
  • Website
  • Matt Parker is a decorated Seattle-based Real Estate Broker having been voted by customers and peers to be a top agent year after year.  He is a 4-time Five Star Professional, a multiple time national top 10% realtor and has been used for national and local television and print media on NBC, KOMO and the Seattle Times.
  • Matt is the Author of the New Book “The Real Estate Sales Secret”

Matt Parker

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