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Starting Your Business as a New Real Estate Agent
The requirements to become a real estate agent are pretty minimal. Just about anyone can become an agent. Succeeding in real estate is another matter. A large percentage of new agents never make it past their second year. Before you launch your career in real estate, try to have enough income set aside to support yourself for two years. This will give you time to get your business going.
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Information Management: An Important Part of Being Organized
Do you work with or know somebody that can accomplish a lot in a short amount of time? Maybe it seems like they glide through the day knocking out tasks and projects with little effort. Meanwhile, are you a flurry of unorganized actions that lead to frustration and take much longer to accomplish a single task? The difference boils down to one word: organization!
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Have You Ever Considered What Your Slash Says About You?
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WTF? No, it's not what you think.
What the FUNDAMENTALS? Last month, at the Inman Connect conference in Las Vegas, top producing agent Molly Hamrick dropped some serious knowledge on how to get yourself out of a sales rut: Ask yourself, "WTF?" or, What the Fundamentals? In other words, what actions am I taking on a daily basis to improve my business? Below are some key takeaways to help kick you into gear:
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Understand the 3 Ps to Win and Sell More Listings
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Just When You Think You Are Having a Bad Day!
Thanks to social media, it seems like we are reading about so many folks having a bad day. REALTORS seem to have more than their fair share, thanks to dealing with buyers, sellers, lenders, appraisers, home inspectors and others. It only takes one major problem or disappointment, or many smaller ones, to totally crash your day and send you to your favorite social media account to share, maybe looking for moral support or sympathy. Let me share my story!
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Instant Offers: How Real Estate Agents Can Compete
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Why Agents Should Try 'Cluster Tasking' over Multitasking
I admit that I am as guilty as everybody else by neglecting my own attempt to improve my time management by not multitasking. For example, a few weeks ago, I had a social event to attend at 5pm, errands to run from 3:30 to about 4:30, and a plan to start preparing an appetizer for the event at 1pm. I had my act together and all the ingredients on the counter ready to start—and the phone rings. It's a possible client who asked if I had time to talk. Did I have time to talk? No. Did I talk? Yes, for over an hour.
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5 Strategies to Generate Seller Leads and Build Better Relationships
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5 Tips for Building Trust with Clients
Real estate is, first and foremost, a business based on client relations. Real estate agents provide a personal connection that can't be replaced, which means building trust with clients is crucial. Set yourself up for success from the start--here are some ways to foster that agent-client relationship.
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How NOT to Get Ripped Off by Your Contractor: Protect Your Clients and Your Properties
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10 Tasks to Cross off Your Summertime Vehicle Maintenance Checklist
Summertime is fun time! Make sure your next road trip or buyer's tour is a success by taking care of some essential vehicle maintenance and upkeep. Here are ten items to inspect or cross off your list before your next trip.
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Learn These 7 Meeting Skills to Land More Real Estate Clients
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Multitasking Can Be Hazardous to Your Brain!
Multitasking is a touchy subject. It's drawn so much fire when I've discussed the subject in the past. We all think we are experts at multitasking, when actually we are just fooling ourselves. Before we do a deep dive into the negative effects of multitasking, let's compare our brain to a few other things we can relate to and envision.
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The Easy Way to Stand Out from the Competition for Real Estate Success
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4 Tips for a Healthy Work/Life Balance as an Agent
Did you know that 46 percent of working Americans say their job demands interfere with their family life "sometimes or often"? Agents know firsthand the difficulty of maintaining a healthy work/life balance. With technology like smartphones, teleconferencing, mobile access to email, websites and more, clients and prospects can reach you around the clock. Sure, this may create a challenge for maintaining work/life priorities as an agent, but there's also an upside. Most real estate agents have the flexibility and control to set their own work hours. This means even though you may be available to prospects or clients at off hours, you have the ability to determine when those hours might be.
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Top 5 Home Tips to Save Your Clients Money
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5 Tips for Standing Out from Your Real Estate Competitors
Expert insights from Veronica Figueroa of The Figueroa Team In real estate, things move fast and the competition doesn't sleep. So what are you doing to stand out? In order to be the go-to agent in your market, you need to be one step ahead of your top competitors. Start with these five quick tips.
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9 Technology Productivity Tips: Do this, not that
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Real Estate Agents, Here's How to Spin Your Time into Gold, Not Straw
Being an agent can be a lonely job. Unless you're part of a team or have an assistant, you are completely responsible for the success of your own business. While a career with no limits can be exciting, it can sometimes be as much of a blessing as a curse. In addition, most agents don't earn a traditional salary, and it's often hard to use some of your hard-earned commission money for the resources and technology that can potentially help you earn more money.
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Spring Cleaning Tips for Your Technology
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5 Habits that Make You a Less Productive Agent
Productivity is a popular subject these days and rightfully so! We fight more distractions in our work day than any cohort of working adults before us. Are you maximizing your productivity as a real estate agent? Or, rather, is it a constant battle for you to work smart and complete your tasks each day? A productive day may help you sleep better at night, compared to an unproductive day, which can also be frustrating. Here is a list of five habits that interfere with productivity, along with some suggestions on how you can turn them around to be a more productive agent.
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6 Surefire Ways to Get Top Dollar for Your Seller
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How to Break Through a Plateau in Your Real Estate Business
Plateaus. We have all been there whether it is in our personal life or in our professional life--it's an unavoidable barrier that we all deal with at some point. It may seem like plateaus are never-ending and impossible to break through, but in this blog I will go over 10 different things that YOU can do to elevate yourself and your business to the next level. Nothing is ever impossible, including you breaking through to new, exciting levels!
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How Realtors Can Stay Relevant in 2019
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5 Morning Habits of the Most Successful Real Estate Professionals
"Success is the sum of small efforts, repeated day in and day out." - Robert Collier Rise and shine! How do you begin your day? Are you pushing the snooze button and then racing against the clock to get out the door? Or are you truly in charge of your schedule? To be successful in real estate, motivation and efficiency aren't merely useful, they are critical. The name of the game is to move through your day with intention. To be proactive instead of reactive. Pair all of these healthy habits with discipline and consistency – and you've got the recipe for boundless success.
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Having Trouble Selling Your Listing? This Is Why
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Is the First Offer Really the Best Offer?
We hear this over and over as professionals. The first offer is the best offer – especially when there are no other offers on the table. This viewpoint has withstood the test of time. What remains to be proven is whether this perception is the truth or a tale that we have all accepted as true.
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Agents: Here's How to Justify Your Pay So Tech Doesn't Eat Your Lunch
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5 Tips to Successfully Launch Your Real Estate Career
So you finally have your real estate license and you're ready to kickstart your new career as a real estate agent. What do you do now? While launching a career in real estate can be daunting, the following are a few ways to ensure you position yourself for long-term success in the industry.
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Outsource These 6 Tasks to Save Time
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Top 4 Ways to Get Organized for the New Year
2019 is finally here — which means not only do you get to enjoy the start of a new fiscal period, you can also enjoy the chance to tackle work with a fresh, rejuvenated mindset. If one of your resolutions was to be more organized at work this year, the following tips may help. By keeping these suggestions in mind, you can enjoy a year in the real estate business that's more productive, lower-stress, and ultimately more fruitful.
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Are You Married to Your Smartphone? How to Divorce Amicably and Still Be a Top Producing Realtor
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5 Tips for Your First Year as a Real Estate Agent
Whether you're already in your first year as a real estate agent or thinking about a career change, you've probably had an image of agent life in your head. Whatever notions you might have about life as a real estate agent, it's important to manage those expectations and build a solid foundation for your business. Here are five things to do in your first year to make sure you're building toward a successful career:
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8 Characteristics of a Successful Real Estate Agent
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5 Ways to Sell the Neighborhood
As important as the actual house is to your buyer, the neighborhood is just as much a selling point as anything else. Convincing the individual, couple, or family that they would love to live in the property you are selling will have to be backed up with reasons as to why this particular area will suit them too.
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7 To-Dos to Check Off Before 2019
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How to Own the Holidays as a Real Estate Agent
The holidays are a magical time where you can reflect on the year that was, spend quality time with friends and family and truly focus on what's important in your life. And while it's often said that there is never a real "weekend" for a real estate agent, the holidays present a unique opportunity to show some client love while taking advantage of the downtime to chart a course for the new year ahead.
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6 Mistakes New Real Estate Agents Make
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How to Become a More Effective Leader and Visionary
Whether you're a new or experienced agent, having strong leadership skills and practices will help you save time and increase your bottom line. Bestselling author and speaker Coni Meyers recently joined ReferralExchange's VP of Marketing, Lisa Fettner, for a second webinar on becoming a more effective leader. Watch the first webinar here. During the webinar, Coni shared how you can define your purpose and design your vision both personally and professionally, build your team with intention and how vision affects happiness, success, emotional intelligence and self-management.
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Why the Holidays Are Your Best Selling Season
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Great Technology Emphasizes Great Agents - Not Replaces
It's a topic covered exhaustively at every real estate conference, every coaching call, every new agent orientation: Technology is your friend, but it isn't your replacement. New tools, apps, and systems can help you win more deals by making you more productive and engaged. But they can't bridge the gap between a brand-new lead and the closing table.
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9 Ways Real Estate Agents Can Boost Their Productivity
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6 Proven Ways to Sell Your Listings for Top Dollar
One of the many skills real estate agents bring to the table is the ability to see a home through the eyes of a buyer. When you take a listing and tour the home with the seller, many times they are enthusiastic about the upgrades and beauty of their home and are completely unaware about how some things spell 'no way' to a potential buyer. It is with great tact that we can show them step-by-step those areas that can potentially result in more money in their pocket at closing and a quicker sale. Here are six recommendations that apply to both a highly competitive and a slow market.
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3 Steps to Organize Your Life as an Agent
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Tips to Creating Enduring Leadership Practices
Having strong leadership skills can make all the difference when growing and cultivating your team. During a recent webinar, author, coach and speaker Coni Meyers shared how agents can become more resilient, identify new ways to collaborate, improve problem solving, decision-making and managing stress. Whether you're a new or experienced agent, these leadership practices will help you become a better, more empathetic, and effective leader.
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Memorable Closing Gifts Your Clients Will Love
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Buyers vs. Sellers: What They Need and How to Adjust
In case you aren't already aware, agents are the real deal superheroes of the real estate market. Not only do your clients look to you for advice, guidance, and as someone to save the day when they get lost in the process, but they also expect you to seamlessly guide them into the next phase in their life (no pressure). In return, you look to your clients for clarity when it comes to what they are looking to gain from your relationship and what they are expecting from you specifically as their chosen agent. Clearly, real estate is one giant tango.
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5 Actions that Set Top Agents Apart from Average Agents
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5 Ways to Become a More Efficient Real Estate Agent
The real estate industry is very complex and always evolving. The strategies that worked last year may not be as effective or efficient this year. On top of that, it always feels like there are at least a hundred things that need to be done right now. There are, however, some simple things you can do to stay on top of the job and be a more efficient real estate agent. Consider the following five tips for working smarter, not harder.
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Productivity Tips to Use During the Summer Months
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Going on Vacation? Make Sure Your Business Is Prepared Before You Go
Everyone loves to take a vacation. Some plan a tropical getaway while others prefer a cabin in the woods. Bottom line: vacations are great. Yes, it's hard to let go and take time for yourself or to trust your business with a coworker, but sometimes a vacation is necessary. Prepare your clients and those you work with for your vacation ahead of time to be sure you won't lose any business while you are away.
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Time Management Skills to Master for Real Estate Agents
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Real Estate Agents: This summer, take some time for yourself
Agents should create temporary work rules that allow for more time away from listings and lockboxes. The middle of summer is all about family activities. Camping trips. Relish on hot dogs. Hammock naps. Given everything that summer stands for, like cul-de-sac wiffle ball games and lemonade stand hucksters, it's easy to understand how real estate agents can get distracted from business commitments. Who wants to pound in yard signs when the county fair just started? We would also be hard pressed to turn down a few fried peanut butter cups and a spin on the quickly-assembled Stomach Turner, but duty always calls when you sell homes for a living. So, here are some tips that might help you strike a better work-life balance during those few short, family-focused weeks of summer.
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Daily Habits of Highly Effective Agents
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The Guide for New Real Estate Agents
So you've decided to be a real estate agent. You're passionate about homes and you want to see people smile when they get the keys to their new place. But we know it can be tough to know where start—so we're outlining where to begin before jumping head-first into real estate. This guide is split into four parts and is meant to be used for your starting year as an agent. It includes 1.) Must-do's for before you become an agent; 2.) Once you become a new agent; 3.) When you are a growing agent, and 4.) When you are an established agent.
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5 Productivity Tips for Real Estate Agents
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Every Listing Can Be Sold with These A+ Pricing Strategies
Every listing can be sold. It's just a matter of finding the right price. During his recent Secrets of Top Selling Agents webinar discussing "How to Triple Your Business," Denny Grimes shared advice on how to adjust your listing price for the current market. Check out the infographic below to learn more. You can also watch the recorded webinar for free if you want more advice on pricing and marketing your listings. To view the original article, visit the Homes.com blog.
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When Too Many Real Estate Tools Are Overkill
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5 Signs That Sellers Are Itching to Unload
Every seller wants to sell their property – otherwise they wouldn't be listing. But sometimes sellers get a bit carried away. And smart real estate buyer's agents know the signs: The signs sellers need to get out of Dodge. With the right foresight, you and your clients can snag a sale fast – and at a great price. Five Signs the Seller Is Itching to Sell:
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Time Management Strategies for Overwhelmed Agents
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Tech advice: What do you do if you do the wrong thing?
It happens. One moment, your laptop or desktop computer is working fine. The next moment: Trouble, with a capital "T." It looks like you have a problem. A big problem. Unexpectedly, your browser's home page goes somewhere else. Popups quickly fill your screen. Or a red warning sign appears on your screen. Or suddenly, it starts randomly crashing. Or worse, your laptop has slowed to a crawl. A computer virus could be on the attack. These feisty little demons can wreak havoc with our personal and professional lives. One tiny small piece of computer code can instruct your computer to do terrible things, to both itself and other machines. Let's take a page from the playbook from Tech Helpline. Tech Helpline is the real estate industry's #1 tech support service, available to nearly half the Realtors in North America. That's more than 500,000 Realtors in the U.S. and Canada. Tech Helpline's office and staff of professional tech analysts have about 300 years of combined IT experience. Most importantly, they work with real estate agents every day. What do you do if you do the wrong thing and clicked on the wrong link, or downloaded an attachment on what's now obviously a bad email. What do you do if any of this happens to you?
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Five Agents Share: How to Get Your Foot in the Door without Knocking
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Miss the Mark on Your Q1 Goals? Try These Tips to Stay on Track in Q2
It's hard to believe, but the first quarter of 2018 is already behind us. Maybe you didn't quite have the start to the year you hoped for. We get it, the first part of every real estate sales year can be tough for agents. The majority of it takes place in winter, when sales are slower and the closings don't always stack up. This makes it tough to stay in shape for the spring sprint. We understand that the business is up and down and have a few suggestions on what to do if you're not confident your first three months' performance will lead to the year you had planned back on January 1.
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The Difference Between 'Wanting' and 'Being' a Top Producer
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What Your Clients Need to Know About Buying a Home This Spring
Some real estate market watchers are calling the spring 2018 home buying season the most competitive since the great recession. If you're a real estate agent preparing for the spring rush, here's what you need to know to survive. Spring 2018 Will Be Extremely Competitive for Buyers A number of market factors are creating a competitive environment:
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Want to Grow Your Real Estate Business? DO LESS!
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Attract More Leads with the Right Mindset, Skillset, and Actions
It's hard to overemphasize the importance of having a system in the real estate business. A system helps you go from an "on-accident" agent who works hard and does their best to put transactions together to an "on-purpose" agent who generates consistent positive results. Larry Kendall recently shared tips from his new book discussing how agents can use the Ninja Selling System to become "on-purpose" agents. This system is built around three success keys: your mindset, your skillset, and your actions.
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Going for the Gold: 3 Things Agents Can Learn from Olympic Bobsledders
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How Can Real Estate Agents Become Top Producers?
Most full-time professional real estate agents want to become top producers, but not all agents reach that goal. Becoming a top producer takes time, education and a lot of hard work. Agents must develop their skills, systems and tools to reach that lofty goal. Top Producer Skills Developing top producer skills is easier if you're a natural at running a business and working with people, but keep in mind that you can learn these skills. These are some of the most critical.
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[Best of 2017] 3 Habits of Highly Successful Real Estate Agents
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Gifts and Gadgets for Under $15 for Real Estate Pros
What can you buy for less than $15 at Amazon.com? Let's take a look at some cool gifts and gadgets for agent offices, home and on the road. Some of these items might even make your holiday wish list.
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5 Ways Real Estate Agents Can Lay a Foundation for Success
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The Best Time to List a House Is in the Winter and Here's Why
Prices may be the highest (and hottest) in the summer, but the best time to list a house is actually near the end of winter. Strange as it may seem, and even counter-intuitive for sellers, buyers are more active and eager to close deals in the winter. Before we dive into our argument, let's look at the mindset of a seller. First, with colder temperatures and school enrollment cycles to consider (which, contrary to popular belief, aren't actually based on agrarian harvesting cycles but based on inner-city heat waves), many sellers want to transition into a new home without interrupting their children's learning. Second, sellers see a national average increase in prices peak around June and July. According to a study from NerdWallet analyzing listings and final sale prices over two years using data provided by Realtor.com, houses cost 8.45 percent more on average in the summer months than in the dead of winter. Lastly, sellers see shorter days on market in the summer than in the winter. Looking at the data provided by Realtor.com, days on market for the months of May and June topped out at a median of 73.2 days, compared to 105.5 days for January and February.
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How to Rock Your Fourth Quarter
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5 Tips for Pricing Homes in Great School Districts
For families on the hunt for a new place to live, school district quality is of prime concern. Whether trying to keep kids close to friends in an existing district or seeking out one where the proverbial grass is greener, many are willing to pay up. But how much should real estate selling be influenced by proximity to a great school? Setting Home Prices in Good School Districts without Pricing Out Buyers When puzzling out prices, consider the following:
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New Home Checklist for Your Clients: 11 Things to Do After Unpacking
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Are you consistently inconsistent? Break your bad habit in 9 steps
When it comes to winning new or repeat business, it's critical that agents develop and sustain a consistent presence with top prospects and members of their sphere. However, any agent can tell you that real estate is, by nature, an inconsistent business. Whether you look at the day-to-day schedules of a typical Realtor or the changing market cycle by season, it can feel impossible to plan ahead (and stay on schedule) when your client pipeline is churning and your phone never stops buzzing. Here are nine steps ANY agent can follow to help them get into a better, more consistent marketing routine — while still maintaining time for their personal and home life.
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3 Things Real Estate Agents Can Leverage to Double Their Production
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The Most Important Rooms in Your Listing
I live in a small apartment complex where the layout of each unit is almost identical. Despite this, each home is entirely unique because of the way the occupants have furnished and decorated their homes. Some feel large because of the utilitarian furnishings, while others seem more modestly proportioned because of the comfortable, overstuffed furniture. Some are filled with warm, earthy tones that make you feel at home. Others invite a more modern feel with eye-popping splashes of color. Each apartment is completely unique even though underneath the individual furnishings, each unit is the essentially the same. Why Stage?
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The Dance between Patience and Mindful Real Estate Sales
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7 (More) Habits of Highly Successful Real Estate Agents
We're already halfway through 2017! The midpoint of the year is a great opportunity to pause and reevaluate how to ensure you'll meet the goals you set at the beginning of the year. In real estate, success is hugely dependent not just on the market, but on the personal traits of the agent. We started the year highlighting the 3 Habits of Highly Successful Real Estate Agents. The article lists the first three of 10 traits that top Realtors embody, according to renowned agent and trainer Leigh Brown, who stars in this series of three videos produced by Washington REALTORS® (but is relevant to Realtors nationwide!). Today, we're revisiting Brown's advice and letting you in on the remaining seven habits of highly successful real estate agents. Check out the two videos below, and our summary, to discover how you can stay or get back on track to meeting your goals for 2017.
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5 Ways to Improve the Customer Experience
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What NOT to Do When Buying a Home
Buying a home can be one of the most exhilarating, even thrilling - yet sometimes admittedly stressful - experiences of one's life. It's also something that the average person only does about once every decade, according to the National Association of Realtors®. So whether your client is a first-time buyer or buying a third home, there are some things to keep in mind that will help the experience be more thrilling and less stressful. These are the most important "What NOT to do" tips from experienced mortgage advisors to consider when buying a home: Don't pack papers too early. Once your clients have turned in all the documentation requested by the lender upfront, they can pack up the rest of their paperwork, right? Don't. Underwriters may ask for extra documents, so until the loan actually closes, the safest approach is to keep personal financial documents readily available. Saving 10 percent could be dangerous to the closing. Clients need to purchase new appliances for their new home and some stores offer an extra 10 percent off when opening a new credit card. What's the harm, right? Don't. Your client's credit can be pulled again just before closing and with a new credit line, their score could drop. Believe it or not, this could prevent a closing from happening. Safest approach: Make major purchases AFTER the home loan closes. Cash deposits can complicate things. Your client's parents just gave $1,000 cash as a birthday gift and they decided to deposit the money before the home purchase closed. No problem, right? Don't, as this could be a problem. All "gifts" have to be verified with a detailed paper trail. Clients should ask for advice from their mortgage advisor before making any large deposits, by cash or check, during a home purchase. Taking a new job could stall the loan process. Your client is in the middle of buying a new home and was offered a great new job that starts right away. With her new commissions, she is going to make at least 30 percent more income. However, the base salary is 30 percent less than her current salary. That won't affect the home purchase, right? When someone is qualified for a mortgage with income that is based on commissions, bonuses or self-employed income, a two-year history is required. That means a job change like this could affect your client's ability to qualify for the loan. Reaching out to their experienced mortgage advisor will help clients navigate any major decisions that could affect their home financing. Never wait to sell stock when using it for a down payment. Clients who are planning to sell their stock to use as a down payment sometimes wait as long as they can to see if it will go up. Don't. Not only can the value of the stock drop – leaving your client short of funds to close on the purchase of their home – but they need to provide the documentation of having enough funds to close for loan approval. Selling the stock when they know the value can help them close on time. Renters need to be extra careful with their security deposits. When clients are buying a home and moving from a rental where the landlord holds a security deposit, they may think that it's okay to use that deposit towards the last month's rent. Don't. That's because rental history is verified and skipping a payment, or a reported late payment, could negatively impact loan approval. Clients shouldn't ignore a request for something they've already provided. Sometimes clients might be asked for a document they think was provided, yet a page could be missing or digitally corrupted. The request may also seem a little crazy, but when an underwriter makes a request, they really do need the document. Clients should call their mortgage advisor and ask for help to understand the reasoning behind the request and then send in the requested information as quickly as possible. Never be too busy to stay on top of bills. Things can get hectic when buying a home: packing, closing down and setting up utilities, arranging for movers, ordering cable or satellite installation, visiting schools – there's a million things to do. But the one thing clients can't neglect is paying their bills. Even if a credit report has been run once, it can be run again before closing, so it's important that clients keep their payments current by paying everything on time. Don't toss blank pages. Clients often toss the last page of the bank statement because it's usually blank or has an ad on it. That's okay, right? It's not, if the page has a number on it. Underwriting rules require all numbered pages of a bank statement, including blank ones. Fortunately, most banks provide easy access to download full copies of recent online bank statements so clients have another option for missing pages. Hold on to paystubs. Clients with auto-deposit of paychecks through work may receive a paper copy of the paystub at home and have a habit of throwing these away. Don't. They'll need the most recent paystubs for their loan application. Keep in mind that documents for a mortgage have a short "shelf life," so clients need to hang on to the most current copies of paystubs, bank statements and other key financial documents until their loan closes – just so they're not scrambling at the last minute for this information. Finally, the best advice for clients buying a home is to stay the course – try not to make any big changes during the home financing process: don't open new bank accounts, take out new credit lines, make any major purchases, or start any home improvement projects. If they heed these don'ts, they'll take a lot of the stress out of the home buying process and truly enjoy the thrill of stepping in the doorway of their new place, looking around and knowing that there really is no place like home. Robert Lipston is Regional Manager of Opes Advisors, A Division of Flagstar Bank. Learn more about Opes Advisors at www.opesadvisors.com.     
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4 Ways to Rise Above Dangerously Low Inventory this Summer
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How to Deal with Difficult Clients
Wouldn’t it be nice if all your clients were happy, patient, and understanding? Unfortunately, for many that isn’t always the situation. As a real estate professional, you’ve walked through the doors into the service industry—you work closely with clients on a personal and emotional level. Dealing with different personalities and emotions can lead to some tense and stressful interactions with clients. Difficult clients are part of business, but with a few tips, you can turn adversity into profit. Shhhh... Listen Listening is imperative to any form of communication and is an important starting point when dealing with clients. Many situations can be avoided completely if you just listen to the client’s needs, wants, and negotiables from the start. A great way to find this information is to pre-screen all clients during an “interview” process. This can be done over the phone or in person. This is your opportunity to ask questions to figure out what the client is looking for as well as to understand the client as a person. There are times when you need to take a step back and see the situation from the other person’s point of view. By constantly trying to make the client see things your way, you aren’t allowing the client to have a say in the matter and make her feel as though their concerns are not cared for. Think about how you would behave in this situation and give the client a response or solution in a manner you would like to hear/see.
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The 5 Types of Real Estate Clients You Need to Understand
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Six Do's and Don'ts of Navigating the Busy Season
Spring is here, which means the busy season is upon us! So far, inventory is falling short of buyer demand and the median home price is on the rise—up $10,000 to $260,000 for the first time since May 2016. How do you prepare for this seasonal shift? In order make this season a successful one, you must dedicate time to effectively managing your relationships with current clients and nurturing leads to build new relationships. While there is no one-size-fits-all approach to succeeding in maintaining and growing your pipeline, we've put together six do's and don'ts to guide you. Do respond to leads quickly Don't reach out to leads with nothing to offer Do block out time for lead generation and client nurturing Don't forget to keep track of your efforts Do ask about communication preferences Don't be too pushy with your communication Check out the infographic below for an overview of how these six tips can help you grow your business:
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5-Step Exercise to Avoid Costly Time Traps
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Why Real Estate Agents Struggle in 2017
While economic uncertainties continue and a changing global economy dominates the everyday headlines, it's clear to many why real estate agents struggle to get ahead – especially in the aftermath of the housing crash. However, while these issues on the macroeconomic level are important to take note of, they aren't the primary reasons that plague many agents from growing their business in 2017. These are four primary areas where real estate agents struggle to get ahead of their competition. A failure to market to two key demographics "In 2017, the U.S. real estate market will be in the middle of two massive demographic waves that will power demand for at least the next 10 years." Millennials and Baby Boomers are the two largest American generations in history – and they're both going through unique shifts in their lives. Baby Boomers are starting to see their nests empty as they look to capitalize on hot housing markets and peek into retirement. Millennials are on the other end of the spectrum as first-time homebuyers looking to break into the market, start a family and put down roots. The purchasing power these influential generations represent, paired with the impending largest transfer of wealth in history, shows they will continue to make waves in the real estate market across North America. Remember, these are the people that quite literally built and grew up in the digital age – meaning they live online! They understand the power of quality website content, mobile friendly communication, thought leadership articles and how all these elements work together to build a client's trust. Ninety-two percent of buyers use the Internet in some way in their home search process, so if you don't have a clear and concise digital footprint, why would someone choose to go with you?
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Don't Be a Greedy Realtor
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5 Marketing Mistakes You Can't Afford to Make
At the beginning of each year, thousands of real estate professionals decide that this is the year they're going to supercharge their marketing. They think committing more time and resources to their marketing effort will see better results. But this is not always the case. You should first start by reviewing areas that you can improve on. To help you take your marketing to the next level, we've put together a list of the top five marketing mistakes that, if corrected, can immediately improve your marketing efforts. 1) Omitting Mobile Devices: More and more, the world seems to be going mobile. 2.3 billion people are currently active on social media, and almost 2 billion of them have social media on their phone, iPad or tablet. Any good marketer knows that you can't try to bring the people to where you want, instead you need to go where they're already looking. With that in mind, remember that most of your clients will be looking at your website, blogs and articles you share on their mobile device, so make sure your content is compatible. 2) Forgetting To Optimize Your SEO Content: SEO stands for Search Engine Optimization and it's definitely something you should be paying attention to. It basically determines how high on the list you show up when people search for you online. And studies show that 93 percent of people begin their internet session with search engines (68 percent using Google). On top of that, the first five results in Google generate 67 percent of all clicks. So do whatever you can to crack that top five. "SEO remains – and will remain – one of the building blocks of a technology sound and competitive web presence," says Neil Patel, cofounder of Crazy Egg, Hello Bar, and KISSmetrics and a contributor for Forbes.com. "Without an understanding of SEO, your marketing presence will falter and fail."
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The Keys to a Long-Term Real Estate Relationship
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When Your Real Estate Leads Become a Network of People
Full disclaimer: leads are great for business. A healthy funnel of leads typically means that your business is gaining some recognition, and the public is generally interested in your services and the solutions you're offering. Converting leads to closed transactions is a healthy sign of business growth, as well. Yes, leads are good, and everyone in real estate would love to get more. Here's the thing. When our business is about catering to an experience – in this case, it is home ownership – we can't speak about lead generation and conversion in the same manner as other industries. Real estate is about caring for arguably one of the most emotional transactions a person will ever make. If we were to trade places with our clients, we would want to have an agent on our side looking out for our interest – both from a financial and a personal perspective. The moment we sense that our agent only cares for his commission, and sees us as the conduit to that commission, we will lose faith in the transaction, in the agent—or, worse, in the industry all together. No one wants to be treated like they don't matter—or, worse, like something to be used and disposed of afterwards. Start treating your real estate leads like the people they are.
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3 Tips for Agents Who Want to Open Their Own Brokerage
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Help! Should I tell my clients or biz contacts that I looked them up in advance?
So you googled a potential client, or maybe you even ran their name through one of those personal dossier apps we talked about last week. Before you bring up "The Big Game" you know they watched, or the big deal you know they just finished negotiating, it's important to consider how you roll out this information. In a digital-first world, it's easier than ever to make a connection. But if you don't go about it the right way, you can come off looking like a supreme creeper. Here are four questions to ask yourself before you meet with someone you've researched in advance. 1. Could you have seen the news or tidbit on your own? Let's start with the obvious. If you are meeting someone for the first time ever, or you're not friends with them on Facebook or other social media platforms, then you likely won't be able to say that you came across the information organically. One exception is if you are meeting with a business owner, or an employee of a company that has recently been in the news. If you saw the company make headlines in a positive news story, it's a great idea to bring that up and ask if your contact was personally involved. If, however, your research app showed you that this contact was in the news a year ago, you may have to admit that you looked them up in advance. Ask yourself, "Is making a connection over a long-ago business deal or news item really going to help me get ahead in this conversation?" If you're not sure, it's best not to bring it up.
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Becoming a Millionaire Real Estate Agent – 5 Keys to Make It Happen!
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Advice for New Real Estate Agents: Be a Local Expert
When New Jersey-based Keller Williams agent Mark Slade started in real estate in 2008, he was living on food stamps. He'd just left behind a lucrative career in the fashion industry — his last position was an Executive Vice President — that went bust with the rest of the economy at the time. So he picked up his bootstraps and began a whole new career in real estate. At first, he said, it was bare bones. "If I spent over $10,000 on my business in the first two years, I would be shocked," he said. But Mark put his nose to the grindstone to carve out a significant business where there once was nothing. And in 2015, he closed over $28 million in sales. That's not luck. That's grit. And the really impressive thing? He wants to help other agents do it, too. "A coworker of mine wanted to leave real estate behind. I told her I believed in her, and she could make it work. She said I was the anomaly because I succeeded when everyone else was failing. But why wouldn't you want to listen to and be a part of the anomaly?" For new agents, the question is this: how do you break into a business where there are so many established already? Mark's answer is many fold, but he has a very clear first step: know your area inside and out. Local expertise is critical — why else would someone hire you if you've never negotiated a sale? And here's how he suggests you do it. 1. Get the data "How's the market?" It's the first question every agent gets in a conversation. And it might seem like a softball question. But for new agents, it's actually an opportunity. What matters most to home buyers and sellers right now is what's happening in the market right now. So you should always be prepared to answer this question for your area (and surrounding) in the following ways: Where are prices trending? How many homes are for sale right now? How many homes recently sold? What's the most expensive home on the market? What's the current average price of a home? Is that price trending up or down? What is the average amount of days on market? Is that lengthening or shortening? Mark had a mentor that had him memorize this data for their weekly meeting, where he could be counted on to answer most of the questions while his fellow agents remained silent. It's a skill that served him well and a habit that has stayed with him.
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Five Steps to Getting Back in the Groove, Fast
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How Mindshare Equals Market Share for Real Estate Agents
Sit down with David Greenspan and he's going to talk to you about your retirement plan. But he's not a financial advisor. He's from KiTS, a powerful marketing system that uses Variable Data Printing. While not an agent himself, David grew up in a broker's office, hanging out with his father. KiTS stands for Keep in Touch Systems, a platform run by WAM Interactive. And when real estate agents come to him to learn about his product, he wants to learn about them first. "First thing I do is find out what their needs are," said David. He wants to know where they are in their business. He asks what group they are focusing on. And he wants to know what strategy is already in place — if any. Only then does David start talking about the tools that KiTS offers. It's an oversimplification to say that KiTS is a newsletter system. In fact, it's a highly customizable system of communications that is built on hundreds of pieces of variable data, all designed to create a piece of content that can be regularly delivered in a personalized — but automated — way. "It's beyond paper newsletters of variable data. Now it's a cross-channel marketing platform," David said.
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