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Your trainer and your training dollars need to go to mentors who have been or are currently where you want to be! There are numerous incarnations of “living the dream.” Be sure to check out your mentor or trainer before you follow their training to live the dream.

Winning the war with passion

You can only afford to work hard for committed and motivated buyers. Below is an inquiry from a coaching client. The letter included below will help his listings double, increase his double-ended transactions, fill his database, and impress his buyers.

In my real estate career, I soon found out that there were great ideas and average ideas. Concentrating on the great ideas made me wealthy. Usually the average stuff is promoted by speakers who have never sold much real estate or writers who have never sold any real estate.

Through my years of coaching and training agents, I have found the largest training gaps to be in handling leads. Many times, the gap is at the phone level – either the incoming phone calls or the follow up phone calls. Many leads are internet-generated and are unresponsive to email communication, requiring a phone call. Remember, you can get phone numbers from leads, if the value you offer on your site is compelling enough.

I never understood all that complaining about yearly dues.  The legal help lines, the continuing education opportunities, the store, and the new technology were all items that I used every year. 

Sometimes, I get an email that makes me sad.  How does this happen?  Is it bad training?  It is an improper focus on buyers?  Is the person in the wrong business?  The only solution is to give them a simple plan and see if they do it.  If done everyday and they have any people-pleasing abilities, they will be a success.  If it is not done, we know the real answer.

My Favorite Emails and Direct Mails

This is probably a misleading title.  It’s probably more like “What the Top 1% of the Top 10% Do,” but that was too long of a title…even for me! 

The agents that I coach and the agents I know are, for the most part, fine. They have money in the bank, they are making down payments on cash-flow “keeper” properties, and they are maintaining large listing inventories. These are survivors who would have made it no matter how bad the market.