Perfecting Your (Sales) Pitch Who would you expect to have a more polished listing presentation (essentially, a job interview for Realtors): a new(er) agent or a veteran one? Surprisingly, it’s often the newer agent. One of the things that happens as Realtors become more established is that they get more business from referrals and acquaintances...Read More
Price vs. Value Undoubtedly, lots of home sellers who pose that question this Spring will answer “yes.” But if you then asked them if that’s how they chose their lawyer or CPA or family doctor . . . they’d look at you like you were crazy. Sophisticated consumers — of all professional services — know that...Read More
When it Makes Sense to Sell Solo Last Fall, I promised a newer agent who wanted to “learn the ropes” that I’d take them along on a listing presentation. Three months later, I still haven’t brought them along. And it’s not because I haven’t been busy — or reneged on my promise. The explanation? There simply hasn’t...Read More
Magic Number: Three What does a Venn Diagram have to do with Realtor referrals? My theory, at least, is the way to “make it” in real estate sales is to consistently be the light green “sweet spot” where the three circles overlap in the middle. Oh . . . and the circles represent people. So,...Read More
“Birds of a Feather . . . ?” When it comes to hiring a Realtor, which is better: the younger, presumably less experienced Realtor, or, the older one who’s done more deals but whose energy level and technology skills may not compare? Before I answer, first a definition: Notwithstanding my 83 year-old Dad’s definition of...Read More
The Easiest — and Hardest — Way to Get a Listing Realtors get listings any number of ways: –They’re best friends with the owner. –They go to the same church or synagogue (or mosque, or . . . ) –They started chatting about real estate with the owner in line at the grocery. Track Record But...Read More
