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

Top Agent Articles » A Top Agent’s Business Plan

This is a business plan for a 50-transaction a year agent with two assistants who have goals to double your business. 

Top Agent Articles » Learning the Important Stuff in Real Estate

Recently, I received an inquiry John, an old friend and super-agent. Here is his question.

Top Agent Articles » Business Plans Don't Get Done By Your Agents

As we’re quickly approaching 2012, the popular question among brokers and owners is “How do I get my agents to do more production in 2012?”  Below is my best advice on how to handle this challenge.

Top Agent Articles » Why Are Sanford Systems’ Coaching Clients Getting the Deals?

Many times, the ability to overcome an objection will buy you a few more moments, allowing you to build a relationship and turning a frustrating call into a money call. Overcoming objections is one of the reasons my coaching clients are getting the deals from the other agents!

Top Agent Articles » How Deeply Should You Commit to Buyers in Your Real Estate


As you may suspect, the commitment to buyers differs based upon location, type of product, market conditions, and the real estate agent. We have always received evidence that top producing real estate agents work with fewer buyers and more sellers. Even in this age of instant information and aggressive technological-tracking, this still seems to be a pretty safe bet, especially in our "new" market...


Top Agent Articles » Being a Wimp on the Weak Side

The buyer side is the weak side.  It is a refuge for agents who don’t prepare.  I know these are harsh statements; however, agents who continually think about this business, practice in this business, and are successful in this business consistently carry large listing inventories...

Top Agent Articles » Don't Waste My Time with Office Meetings

It’s Tuesday morning and everyone knows they need to be there for the office meeting.  Most office meetings are a combination of the announcement of new listings, new rules imposed by the office, board, or state, legal updates, and maybe a quick snippet from a local affiliate.  If you’re at all like me, you don’t look forward to these mornings.  

Top Agent Articles » Do You Know What You Did Wrong?

Many times, the disappointment of obtaining a lead and losing a listing presentation to the competition can knock the wind out of you for a few days so let me propose a semi-controversial method of determining how you can learn from your possible mistakes.

Top Agent Articles » Marketing Tips to Capture a Builder

Getting a large group of homes from a builder can be massively profitable. How do you beat the competition? Well, one of my coaching clients asked that of me the other day, and I shared some of my secrets.