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Top Agent Articles » Most Agents Canít Answer These Tough Objections

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.

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 ďnoĒ 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 belowÖor you will be working too much business that does not close.

Top Agent Articles » New Starts and My Clients Are Getting Their Part

As some trends die, others are born. Short sales and REOs are in their last days, and we need some inventory! Builders have been hurt. They are being careful, and the banks are not backing them like the "old days." We are seeing the "stirrings" with small and medium-sized builders. The builders will need contact (call, letter, email, or personal visit) to remind them that you are their friend and colleague in this business. It is always easier to talk to with a potential client when you are delivering value. You feel better, and they listen better. The reason our clients are so successful is that they have the best value propositions to the best seller demographics. Builders are no different. Offer value that eliminates the competition and causes the builders to talk about you, their new agent, at the golf course, at business dinners, etc. Begin putting together your local, small and medium builder list. I would recommend starting with a letter explaining the value that your builder services offer and your promise of future contacts.

Top Agent Articles » No Net.doc

No Net

Top Agent Articles » Oldies with a New Twist

Being involved with the most profitable systems in real estate, we are always adding updates and twists as technology develops.  It still makes the most sense to center on listings.  Go after the people most likely to list using the least expensive and least time-consuming methods. 

Top Agent Articles » Owners, Brokers, and Managers Leave Clues to Success

I have the privilege of speaking at several franchise and board events.  I personally sold a house a day over a long career, and I understand other offices that “get it.”

In meeting the top brokers and managers, I have found some commonalities.  Below are systems that are currently active in the top offices in North America...


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