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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.

Passionate war room schedule

Sometimes, you have the right buyer who wants to buy from a seller that you think should have the motivation to sell.  This process can be frustrating. 

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.

How do you handle the “I’m using my cousin/nephew/sister” remark? Got a hold of an expired today and they had no motivation. Decided to wait for 18 months and they are using their nephew. Should I call them back in 9 months?

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! 

My Favorite Emails and Direct Mails

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.

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.