I just heard through the grapevine about a Realtor who was in competition for a listing, and apparently lost out because the Seller objected to a term the agent used. The offending word? “Homework.” Realtor Job Interview (“Consultation?!?”) So, prior to their meeting**, the agent requested that the prospective Seller pull together some key information. The items...Read More
Victims of Success? How do Realtors get good at listing presentations? (job interviews for agents to represent a home seller). By doing lots of ’em. New agents have no choice: with no clients, track record, or reputation to speak of, that’s how they land business. Trappings of Success – Literally Now fast forward 5 —...Read More
How Similar to Client’s Situation? A good, newer Realtor can provide the names of three recent, (very) satisfied customers as references. A successful, established Realtor can provide the names of three recent, very satisfied customers, whose situation closely mirrors the prospective client’s. How many variations can there be? Actually, lots. Not Reinventing the Wheel Besides...Read More
Setting the Bar (Way) Too High One of my favorite Op-Ed page cartoons shows an unconscious patient being operated on by a team of doctors. Suddenly, there’s a spike in the patient’s vital signs, whereupon he bolts upright, and loudly announces to the laboring surgeons: “You should know that I’m the most successful personal injury...Read More
Looking For a Realtor? Or (Lots & Lots of) Compliments? I heard about a prospective home Seller the other day who interviewed seven (!) Realtors to list their home (I wasn’t one of them). To be sure, the home was a multi-million dollar estate on Lake Minnetonka, but still — seven Realtors?? I’m sure that...Read More
“Those who know, don’t talk; and those who talk, don’t know.” –stock market saying What’s true in the stock market is also true in real estate. Namely, the value of what Realtors call a “Comparative Market Analysis” (“CMA”) that can be had for free is . . . about what you pay for it. As...Read More
