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Top Agent Articles » Discount Brokers and FSBO Mills Are Easy to Beat

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!

Top Agent Articles » Do You Add Consistent Value for Your Business and for Your C

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media.

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 » 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 » 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.

Top Agent Articles » Don't Go into Winter with a Low Listing Inventory

I am afraid that a lack of holiday listings will make it ugly for you in February. You still have a few months to increase your inventory so even if you hate seller lead generation -- it's only for a few months! Here is a list of what I would do, if I wanted more listings in the last quarter. I have a list of twenty. Choose TEN and implement. You should have a happy start to 2015.

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 » Don’t Worry – You Can Manage Your Investment Property

Managing properties can be an absolute nightmare or a huge profit source. It's your choice, based upon the amount of documentation and systems that you implement. Many top real estate agents also have a management division within their offices. This division is usually started and grows by helping investor clients, or it is necessary because of the properties that the real estate agents own themselves. At some point, many top real estate agents might actually leave the business to start their own management companies. Being an “insider” allows you to horizontally integrate your business.

Top Agent Articles » Drip Those Online Listing Leads

My coaching clients are beginning to find more success with their online listing leads. Whether the lead is coming from postcard-generated invites to complete forms on their site or third-party consolidator leads, the web leads are coming in. The problem with a lot of these leads is bad phone numbers but good email addresses. The question is – how do we engage them in a conversation that leads to an appointment?


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