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As we’re quickly approaching 2012, the popular question among brokers and owners is “How do I get my agents to do more production in 2012?”  Below is my best advice on how to handle this challenge.

Many times, the ability to overcome an objection will buy you a few more moments, allowing you to build a relationship and turning a frustrating call into a money call. Overcoming objections is one of the reasons my coaching clients are getting the deals from the other agents!

Be the Architect of Your Success

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

The Levels of Delegation to Your Success

Considering a Buyer's Assistant

Our agents are facing dropping prices, buyers without the hope of future appreciation, and FICO scores that aren’t up to par.  Sellers are watching the equity that they have already spent disappear.  Banks are pushing the short sale envelope until it rips.  Shadow inventory with Alt A option arm re-adjustments are now coming to join the party.  The government is spending more than the printing press can handle, debasing a currency that the lenders expect to get back 30 years from now.  Are they going to continue to lend at 6%?  You have not seen anything yet!  So, get ready to change the way you do business…or move over.

The Sellers Plan of Action

Getting along in an office can be frustrating.  You have so many considerations.  Even though you may be right, you must consider the damage to the relationship you have with the other agent in the office, with your broker, and the other agents in the office.  Don’t forget your client who might hear any negative news, too...