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Showing All Files In: Top Agent Articles ( Sort by Name Ascending, Date Descending, Downloads Ascending, Filesize Ascending )

Top Agent Articles » What a Little Guy Can Do to Become a Big Guy

I get many questions about how to attract agents when you don’t have a “large” system. The answer is a multi-faceted approach with grass roots training, coaching, holding your agents accountable on a regular basis, and yes, even getting rid of the dead weight.

Top Agent Articles » Thoughts on Being a Top Producer

California Association of REALTORS® Interview with Walter Sanford: Thank you for the opportunity to help with your article about top producers. Here are your questions and my answers.

Top Agent Articles » We’re Going with My Sister, the REALTOR®

How do you handle the “I’m using my cousin/nephew/sister” remark? Got a hold of an expired today and they had no motivation. Decided to wait for 18 months and they are using their nephew. Should I call them back in 9 months?

Top Agent Articles » The Buyer's Plan of Action

Buyers under our representation had some idea of their responsibilities, but most buyers believe they are free to roam. You can always care for them better if you build a little corral. Have you have buyers sign this and have better control.

Top Agent Articles » Making Big Bucks Means Getting Ahead of the Trends

My coaching clients are always working not where the puck is, but where the puck is going just like the hockey greats. If you have been watching the premier home builder Toll Brothers, then you see a lot of new hires and new stock prices. Building will be coming back.

Top Agent Articles » Are You Thinking about Opening Your Own Place?

Recently, I was asked to answer some questions regarding an agent opening their own brokerage. Below are the questions with my responses, which have been taken from my personal experience and my experience with my clients.

Top Agent Articles » Need to Be Able to Say "NO" to Bad Business

I have the privilege of coaching some great agents. They have enough business so that they can effortlessly say “no” to business that they believe has a small chance of closing. You are in a contingency business. Your income is contingent on the property closing. Lawyers who work on contingency are very careful in choosing what cases they work, and they get a 33% commission in most cases. Similarly, you need to abide by the rules below…or you will be working too much business that does not close.

Top Agent Articles » Do You Know How to Write a Goal?

Maybe you don’t achieve success because you wrote that goal down incorrectly. With everyone telling you to set your goals and to write them down, too -- why don’t you get everything you want?

Top Agent Articles » The Secrets Behind Referral Building by the Top Agents

Recently, Bridget McCrea of the Illinois REALTOR® Magazine asked me some questions on how to build a superstar referral system. Below is our communication exchange, and I hope it helps you!

Top Agent Articles » Do You Plan for Trends?

In 2005, we, the real estate community, saw interest only loans with no money down. We knew the banks were going to own a lot of property. I started systems that built relationships with banks so our clients would be in first place when short sale and REO listings would be considered. Now, the market is hot in some areas and getting hotter in others. One of the many trends in this environment is the growing “for sale by owner” inventory. The FSBOs still don’t have a ton of equity but are sure they don’t need a REALTOR®. Each of my coaching clients is great in re-educating FSBOs on the fact that they probably can net the same with one of our customized marketing plans, but the indoctrination always works better with a relationship.