1:57 Minute Read. We’ve all faced resistant clients, plenty of competition and difficult situations when listing homes. This is how to successfully talk clients through (not away from) their objections. Answering questions and removing objections along the way clears the path in getting to “yes”. Answering their questions before they’re even asked will help clients clear their head so they can focus on what you have to say. “Your clients called you for a reason. Answer thei

3:42 Minute Read. If you thought greeting a client was simply saying “Hi”! – you’d be wrong. Listing property is both art and science. A successful greeting will set the stage for a signed listing agreement later. There is plenty of relational science going on here, so don’t miss it. It has been many years since my broker, Jon Stout (Stout Group in Cedar Springs) accompanied me on my first listing appointment. I stuttered and stammered through the presentation and was shocked

1:00 Minute Read Springtime is just around the corner. Here’s a handy reference tool to polish your presentation and beef up your weak areas. We get plenty of positive comments from agents about our training content. So, we decided to compile our best listing practices into one location. You'll find them all linked below. “There is an old phrase in real estate: If you list, you last.” A successful listing appointment starts long before you sit at someone’s kitchen table. Here

1:17 Minute Read. The answer is 7.852%. Zillow’s algorithms have over-inflated West Michigan properties values by an average of 7.852%. And that’s not all. Next time sellers start talking about their home’s Zestimate, please tell them two things from me: Research conducted in West Michigan confirms your Zillow valuation is over-valued and secondly, homes listed at the Zillow Zestimate take nearly twice as long to close. How do I know? “Being good at real estate means bringin

1:08 Minute Read. There are 2 ingredients in becoming a super listing agent: 1) Set yourself up as a capable professional. 2) Differentiate yourself from the competition. Back in the 90’s, we installed AM radio transmitters in houses so buyers could drive by and tune into our marketing comments. Our clients thought we were geniuses. A decade ago, we added “text to…” riders to our signs to deliver information. Showing off the data capture technology to sellers guaranteed the l

1:35 minute read. It's perfectly normal human behavior to size up people. You judge their personalities, attractiveness, wealth, social standing, intelligence and dozens of other metrics the moment you meet someone. In the same way, your clients are making several judgments about you too. They are curious about you and your abilities. Unlike agents, clients have no legal or ethical code to guide their judgment. So, it’s up to you to shape and offer an opinion of yourself they

1:00 Minute Read. Most agents hate Zillow. And it’s understandable. Its information is often wrong and can make agents look foolish. However, I’ve learned how to use it to my advantage. My first encounter with Zillow was horrible. A prospective client waited until I offered my valuation of his home before he pulled out his Zestimate to prove me wrong. While time proved my valuation was actually correct, I wondered how many agents have lost listings from the same situation. Or

1:00 Minute Read. It’s difficult to differentiate yourself from the competition when selling similar services that others offer. Win more listings by setting yourself apart. If you can’t differentiate your product or service, you can distinguish your company, yourself, your program, your price or your professionalism from competitors. “Some home-sellers think agents are inter-changeable. Prove them wrong.” Show off your professionalism and understanding of this business by ad

1:00 Minute Read. Some agents win listings easily. Their presentation is so smooth, it appears the time spent talking at the kitchen table is just a mere formality. The deal is theirs for the taking. There is a reason why their presentation is so good. And your presentation can be equally irresistible. In some ways, Real estate agents are a lot like rock stars…stay with me here. Great musicians bring audiences to their feet nightly. They perform the same songs everyday. And w

1:05 Minute Read What’s in your listing package? To win at listing properties, verbal presentations need to be well-organized, thoughtful and articulate. Accompanying written materials need to support and enhance what you tell a client. Let’s take a look at what well-dressed presentations looks like. I bring two copies of my presentation material to every listing appointment. That way, I can leave one copy with the client in a nice, company-logo presentation folder along with

2:40 Minute Read. You’ve invested the last hour pitching yourself to your client. Now here’s a surefire way to guarantee you’ll get the listing. Nail the closing – and it’s yours. Sales resistance is just a normal part of our culture. We’re bombarded all day long with advertising, marketing and sales pitches. Watch them on TV. Listen to them on the radio or simply accept free samples from sweet, old ladies at Sam’s Club. Everyone wants to sell you something. So, it’s natural

2:00 Minute Read. Because you are a top-notch real estate agent, you can easily win FSBO listings even in a tough market. Finding FSBOs is easy. You can find them through the local classified ads, Craigslist, Zillow, or driving by them. C’mon, is there any other business like ours that have potential clients plant yard signs that basically say, “I don’t know what I’m doing. Would someone please stop and help me?” I’ve known home sellers who placed FSBO signs just to find whic

2:40 Minute Read. Ever felt the pressure of being 1 out of 5 agents interviewed to list a home? If you plan on winning that listing you‘ll need plenty of confidence and a plan that works. Success doesn’t just happen. Use our simple 4 step listing process to close the deal and send those other agents home empty handed. Read about Part 1 – The Greeting, here. Read about Part 2 – The Answer, here. After building a relational bridge to clients and dealing with their most pressing