From time to time my brother and I get sent e-mails with requests or questions and sometimes outright frustration on items that agents are going through. In one particular e-mail from an agent in a Las Vegas, NV where the state has been hit hard we got the following and this is an excerpt from the e-mail. I am getting calls from an ad I took out in a local real estate magazine to the tune of 276 calls each and every month but they all seem to be interested in bank owned properties and they never... 

Whether you have huge volumes of leads or you have just a few dribbling in, it is essential to make to maximize each one to find out if there is a real opportunity or just somone who will waste your time.  Even with online marketing in real estate people still want the help of speaking to a professional that will help them with their goals.  Understanding their needs before you ever pick up the phone will lead to more appointments coming through your door. For many a real estate professional the... 

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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...