Calling a Lost Listing

“Should I call after Losing a Listing? That’s a question I get A LOT. Here’s my answer… The only reason you would call a homeowner after losing a listing is purely for your benefit alone. You want to know where you went sideways-right? That’s about you – not them. And frankly, who knows if they […]

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Importance of Industry

POWERFACT: Before you start talking about YOU during your listing conversation – be sure that sellers have first bought into the value of our industry and using a REALTOR. I believe in having listing CONVERSATIONS — not presentations. Rather than presenting – you are communicating. You’re fully present in the moment and learning about what […]

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The Power of Being Present Video

The Power of Being Present

POWERFACT: NOT being present can cost you not only listings, but relationships.  If you’ve ever heard me speak, you know that I share that one of the problems with “canned” or memorized listing scripts is that they create a wall between you and the people you are in a conversation with because you can get […]

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Agent Comparison Video

Agent Comparison

Big thanks to our Power Agent Marty Sorrentino who kindly stepped up to the plate for last week’s coaching call. In the whole world there are maybe five people I would trust to deliver my coaching and training to our members, and Marty is one of them. A 38-year (and counting) veteran in the real […]

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The Four Listing Conversations

Powerfact:  Understanding the dynamics of each type of seller will increase your odds of success at the appointment. Our market is swiftly changing, and while I’m one of the first in line to talk about the importance of life balance, making time to prospect weekly should be a top priority for agents. Now is the […]

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The Right Tools for a Listing Appointment

POWERFACT: Having the right tools at the right time makes all the difference. This week, I wanted to address one question I get a LOT. “What do I bring on a listing appointment?” In this age of technology, apps, and electronic wizardry – many agents are trying to find the best way to bridge the […]

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Marketing Agent vs Selling Agent

POWERFACT: Marketing Agents will out-perform Selling Agents because they are using their time and skills more wisely and effectively. There’s a difference between being a Marketing Agent and a Selling Agent — and that difference is a huge differentiator. A selling agent typically takes one house and tries to sell it to many buyers. A […]

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Speak From Your Heart

POWERFACT:  When you speak from your heart, you elevate the level of communication and create a stronger connection. During our annual Inventory Intensive event, I did something I don’t normally do — I shared a bit of “my story”. When I was 16, I became an emancipated minor and lived on my own. It does […]

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Short-Term Listing Objection Handler

POWERFACT: Using analogies to handle objections helps agents feel more skilled, more comfortable, and get better results. As we talked about in the last post, the market is starting to show signs of shifts. Now, more than ever, it’s important to develop the skills, dialogues, and mindsets you need to be at the top of […]

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The Number One Skill to Improve NOW

POWERFACT:  Your skill level and expertise as a communicator will determine your level of success. Markets are shifting across the country from buyer’s markets to seller’s markets and everything in between. Here’s what that means for you. Get super sharp on your communication skills. EVERYTHING we do as real estate professionals comes down to communication. […]

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Games Can Be Game-Changing

POWERFACT:  Visually walking consumers through the processes of buying and selling houses makes for a better customer experience. Using visuals in your presentations is a great way to add authority, communicate more effectively, and ensure that people better understand the information your sharing. They are also a stress reducer for consumers when you are trying […]

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