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Sanford Systems has the best systems for making money in real estate. Sometimes, our clients forget how to stop discounting and to instead raise their “fee.” This month, we’ll cover five ideas and next month, we’ll share five more.

One of my coaching clients recently had a listing client who was annoyed with her regular listing emails. Below is the exchange including the message we used in easing his frustrations and assuring him that work was being done to sell his house.

The real estate boom early in the new millennium created many wealthy REALTORS® and lenders. The owners of huge brokerage companies started thinking they were geniuses! Huge homes, second homes, vacations, and cars were on everyone’s lists. When the bubble burst, real estate prices along with many other asset classes plummeted. Many investors and real estate companies declared bankruptcy; many owners found themselves upside down. I had personally been through two other “big bursts” in my 40-year real estate career.

Through the years, I have discovered that more and more agents are fearful of meeting face to face. Some agents hoped that technology would put a barrier between them and rejection, but all they found was a smaller income. The top earners still know how to find what people need and give it to them. Some of my top coaching clients are actually doing a few open houses to re-introduce themselves, face-to-face, with the neighborhoods that made them famous.

Sometimes, we need to "kill" our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean. Recently, a coaching client had some challenges with a particular client, and I'm sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button! How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

This will be fast, because you think you have no time...but please read on! November happens! Spend a few minutes and delegate some of your lead generation duties now. Your affiliates (lenders, title, escrow, etc.) appreciate your loyalty, and they will help in lead generation that also benefits them with new clients. I have a new product out this week. We will sell it to you for 50% off as a special to our clients before we offer it to the general public. Loan it to your affiliates. Have him or her choose one system to work on in filling both his/her and your pipeline. If you can guarantee loyalty, he/she will help!

The real estate business gives a lot of opportunities for pain from other people: sellers who waste your resources with unrealistic expectations, buyers who cannot pull the trigger, cooperative agents who don’t do their job, and peers who usurp your clients. Many times, you cannot foresee the pain from a client, and it becomes a necessary part of our business that comes from us working for free until closing. Coping strategies become necessary.

PROVERBS 21:20 – “There is treasure to be desired and oil in the dwelling of the wise, but a foolish man spendeth it up.”

Many of you are looking for unique ways to solicit expireds. My coaching clients use multi-media solicitations to this hot demographic group. They solicit expired listing owners by adding the line "Helping Expired Listings Sell Their Homes" to their postcards, letters, voice mail messages, emails, blogs, website, social media, and any place else an expired seller may see the offer.

Real estate agents are competitors, but affiliates can be team members. An affiliate is a service provider who affiliates with your business to earn a piece of the transaction. They can be lenders, home warranty providers, title representatives, inspectors, etc. For our purposes here, we're going to use lenders but really the same principles apply to all.