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Well, all the sellers are taking “happy pills.” There are more FSBOs, and they are tougher to talk to now. What are my coaching clients doing right now?

I teach my coaching clients on how to extend their time on the phone with a great prospect. Each client can answer the questions below when they are talking with a prospect. You might think prospects should just melt at the sound of your voice and hang on your every word when you call.

Short sales are the most expensive aspect of any real estate transaction, due to the negotiations involved. It is extremely important to ask for more commission and reduce your time invested. It can easily be done by being more selective with the short sales you choose to work.

Many have watched how I used my real estate career as a stepping stone into my real estate investing business. To this day, I still purchase properties so the tenants can amortize the loan with no out of pocket cost to me after taxes. I am able to hold on during the bad times and cash flow with equity increases in the good times.

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.

This month, many of my coaching clients are soliciting assisted living centers. We love clients with motivation, and making the move to assisted living centers provides that motivation quotient for our coaching clients.

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.

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.

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

Below is an exchange with a seminar attendee. He is having trouble with a FSBO mill in a good market. You know great markets are not forever, but if they were, you are still better than the discount that they give!