As you start generating leads online, you will find that people will be requesting information on a variety of topics.  Some of the things they may request information on are: A particular neighborhood An condo complex An individual listing Information about loan programs The best agents working leads from their real estate websites and blogs will follow up on these requests.  Some people will provide phone numbers while others a simple e-mail address.  All are worth following up on as you never... 

As we have been teaching throughout different markets in the last few months, I have still found it amazing that one of the biggest fears in starting to do Internet marketing is around “lead quality”.  Most of the time the question is posed in such as fashion as “I know you guys generates 100’s of leads a month, BUT what is the quality of your leads?”. The question is an odd one, as we usually probe and ask “Do you mean valid phone numbers? or Valid e-mail addresses?”,... 

Much of the training involved with real estate revolves around self promotion.  These trainings cover the fact that you must let people know that “you are the expert” and that “you can help them buy or sell”.  In fact, these same trainers even cover the “presentation” that you should do at listing or buying appointments. Presentation? Come on!  Now, think of the last pleasant experience that you had when making a major purchase.  Maybe it was a car, new flooring... 

John Carpenter’s movie, Big Trouble in Little China, is truly a cult classic from 1986.  The character Jack Burton (played by Kurt Russel) often has witty responses throughout the entire film.  In the scene you see here, he is able to thwart an attack and eliminate the main bad guy.  With his quick reactions, he responds, “it’s all in the reflexes”.  Now Jack didn’t always make the right moves.  Often his “reflexes” didn’t get him the desired... 

Have you ever thought to yourself the following: “If I just knew what to say then making calls or speaking to buyers would be easy.” The truth is we have all thought that. Knowing what to say can sometimes be the hardest part of any conversation. If we only knew what to say then we could pick up the phone with ease and more importantly without worry. What should we say to today’s buyers? Today’s buyers are more sophisticated, more informed, and more cautious than any other... 

The great mythical detective Sherlock Holmes was extremely astute.  He would find clues and notice elements in a room that others would simply miss.  His logical powers of deduction allowed him to solve the mysteries that would baffle the police.  His stories of heroics and deduction, as told by his friend Dr. Watson, demonstrate one who is extremely confident with his skills and one that always accomplishes the goal of finding the bad guy. While our phone calls to prospective buyers might not... 

Have you ever wondered why some calls that you make or some conversations that you have go really well while others end in a dead end? You are using the wrong scripts when you have a bad call. Having the right scripts to use when you are speaking with buyers will make all the difference. The right scripts will allow you to make fewer calls, book more appointments, and close more business in less time.  Your Buyers Are Using Scripts Buyers have scripts that they use to protect themselves. They... 

Many real estate professionals approach the phone with some trepidation.  The anticipation of rejection is often so overwhelming that many agents avoid the phone entirely in favor of hoping on referral business or sitting at an open house. Now, although I have been able to get business from referrals and open houses, I will say that being able to effectively handle objections has lead to more appointments and more commission dollars than any single activity.  Being in offices where we have done... 

  I want everyone to get as many appointments as possible from the leads they get from their blogs and real estate websites.  I have found though that there are some common questions that agents think are helpful that actually make it MORE difficult to get that next buyer in your door.  Once you start with the right mindset and then avoid certain topics you will find that getting appointments is extremely fun. I am a firm believer that everyone who makes a request on a website actually wants... 

 I was recently speaking to an agent who had just started working some leads from his website.  He was excited that he was actually getting leads from his website, but he really needed to start getting some commissions.  When I asked him how many appointments he had been able to get in the last week he said, “I haven’t got any appointments yet, but that’s ok, because I know most of them are just looking for now, so hopefully they will buy something later.” Now, if I believed...