Would you like to create loyal clients? Would you like to get paid for working? Then you must get every buyer that you would like to work with to sign an exclusive agreement! Let’s say you went to the dentist without an appointment. The dentist gave you an exam and did some fillings and then you left without paying. You complete your dental work with another dentist. Do you think that would ever happen in the real world? No Way! Then why would you run your business like that?
By studying scripts and dialogues, and role-playing them daily, you will be confident, professional, and get the majority of buyers that you meet with under contract!
For additional information and guidance on this topic we have posted an article on our website entitled “Overcoming Buyer Agency Objections” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will get buyer agency signed with all of my buyers!
Deadline: _________
Bob Corcoran
Have you ever had a crisis in your career? Maybe we should ask how many have you had today? Let’s face it, a great real estate agent is first and foremost a problem solver, and because of this, a top producer’s desk will often become a crisis management center. This center is where all problems arrive and are expected to be solved within a short period of time.
How can we become better at crisis management? Before we can begin to answer this question, we need to start by admitting that most of us deep down are cowards at heart. Yes, we may come across as confident and strong, but at our core, we fear like every one else. We fear that we may fail, or worse yet, that someone won’t like us. We often don’t face each crisis as quickly or as effectively as we could; and occasionally, we don’t face the crisis at all. Soon it is too late.
By accepting our natural aversion to crisis, we can then begin to unravel the simple techniques all of us can use to be better crisis managers. There is an old saying, “It is not what happens to us that matters, it’s what we do about it.” This is one piece of sage wisdom that definitely applies to crisis management.
Let us leave you with one thought that we have learned over the years, “The hardest escrow to close is the one you get upset over!” To reduce the amount of stress you feel when dealing with any crisis or problem, there is a simple solution: create more escrows. When you have more escrows, you won’t be depending on that one closing to pay your car payment or your mortgage. This knowledge will free you to be more confident and more courageous when dealing with your next crisis.
For additional information and guidance on this topic we have posted an article on our website entitled “Crisis Management 101” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will implement the five simple strategies for every person to deal more effectively with their next crisis.
Deadline: _________
Bob Corcoran
Learn how to keep talks constructive so that everyone in the transaction comes out a winner
In the frenzy of a transaction, the line between negotiation and manipulation can sometimes be gray. Negotiation is the ability to bring about compromise between two or more people while manipulation seeks to satisfy only one’s own wishes.
Real-life examples of manipulation include encouraging a seller to accept an offer exactly as written without negotiating a better deal for your client; advising your client to accept an offer before presenting other offers later the same day; or withholding your comparative market analysis to help get a lower list price.
The negotiation process during a real estate transaction should never involve any form of manipulation. Unfortunately, sometimes we can venture off into this area without realizing it. To avoid this trap, keep these tips in mind as you work to negotiate the best deal for your clients.
For additional information and guidance on this topic we have posted an article on our website entitled “Do You Negotiate or Manipulate?” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will review how I give and receive feedback.
Deadline: _________
Bob Corcoran
The reasons you call the agent who showed your house are:
- To jog the agent’s memory about the house so that you may be able to get a second showing.
- To answer any questions or concerns that the buyer expressed so that the house will be reconsidered.
- To get the impressions of the buyers or agents that might help you to better market the house.
Note: Don’t expect agents to give a full critique of the house. If they showed 15 houses, they honestly may not remember it in detail. If an agent doesn’t call you back, it means the buyers are not interested.
For additional information and guidance on this topic we have posted an article on our website entitled “The Purpose of Feedback” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will call the agents that are showing my homes.
Deadline: _________
Bob Corcoran
Are you developing the skills necessary to be a successful agent in the next century? Embrace ongoing relationships with your clients. Build your networks and constantly add value.
For additional information and guidance on this topic we have posted an article on our website entitled “Ways to Turn Clients into Raving Fans” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will Create Raving Fans!
Deadline: _________
Bob Corcoran
Maximizing Results in the Spring Market
Someone once asked auto racing legend Bill Vukovich the secret of his success. “There’s no secret,” he replied. “You just press the accelerator to the floor and steer left.”
That is about as simple as you can get. Stop for a moment and ask yourself if you can boil down your real estate business to something equally as simple.
Having trouble? Then it is time for a peek under the hood of your business.” Have things become unnecessarily complicated at your office?” Has bureaucracy crept in and started making your operations messy?
” Do you feel like you have lost focus?
If you are answering yes to any of these questions, you may have lost touch with the basics. But do not feel bad, it is easy to do these days with all the bells and whistles around.
Nevertheless, repairs are necessary. You need to re-harness those basics and embrace simplicity. If you do not, it could mean plenty of unnecessary headaches and lost business. (Yes, lost business. Consumers do not like red tape any more than you do.)
Click here for four areas you can focus on to get things back on track and recapture that sweet purring sound in the engine of your business:
For additional information and guidance on this topic we have posted an article on our website entitled “A Race Back to the Basics” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will win the real estate race - but only when my engine is purring on the basics! I will master the BASICS!
Deadline: _________
Bob Corcoran
A great way to make sure that your customers have an excellent experience working with you is to develop an attitude of “It is My Pleasure” to serve you. You need to establish a habit whereby you say “It is My Pleasure” at every opportunity; this will let your customers know that servicing their needs is of the utmost importance to you.
The only item needed to accomplish the goal of having an attitude of “It is My Pleasure” is a great attitude!
For additional information and guidance on this topic we have posted an article on our website entitled “Developing an “It’s My Pleasure Attitude” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will have a “My Pleasure” attitude!
Deadline: _________
Bob Corcoran
Whatever you are doing right now will affect your business in 90 days. If you are busy prospecting two hours a day, you will have fantastic results in 90 days. If you are busy with paperwork and allowing it to consume all your time, then 90 days from now you are going to be in the doldrums because nothing is happening. Isn’t that great information to know?
Agents often ask me, “What is the challenge? Why aren’t things happening for me?” I have applied this rule to my response, “What were you doing 90 days ago?” It sure makes you think. It opens your eyes and makes you realize the importance of what you do today.
For additional information and guidance on this topic we have posted an article on our website entitled “90 Day Advance to Success” for you to review.
Commitment for the Week:
Show us your comitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will prospect daily and keep in touch with my past clients and sphere of influence.
Deadline: _________
Bob Corcoran
“Obstacles are those frightful things you see when you take your eyes off your goal.”
Henry Ford
Can you believe it? Another year has passed. Time flies when you’re having fun! Now is the month that’s a peak in our lives where we can view the past and be hopeful for the future. I know that given the market, you may not have had your best year (although some of my clients have).
If this year was mediocre, take time to write down why and learn from your answers. Then focus on next year. Use these five tips to get a great jump start:
For additional information and guidance on this topic we have posted an article on our website entitled “5 Ways to Jump Start Your Year” for you to review.
Commitment for the Week:
Show us your comitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will remember this - It’s a good thing to be busy in real estate!
Deadline: _________
Bob Corcoran
Creating a powerful plan to capture baby boomers
Here’s a statistic that can solidify your job security as an agent for the next 20 years - 8,000 people a day, in the United States, are now turning 60 years old. I’ll give you a minute to wipe the drool off your chin. Those 8,000 people a day represent the front end of the baby boomer generation. They are the largest generation in U.S. history, 76 million strong between the ages of 42 and 60. These are numbers big enough to launch your business into the stratosphere of success, if you play the marketing cards right.
Playing your cards intelligently means starting with a plan. Do you have one to capture this mouth-watering market? If not, you’ll be missing out on a large real estate cash pot. Click here to see 3 awesome tips on capturing the “Boomer Market”
For additional information and guidance on this topic we have posted an article on our website entitled “Turning Gray into Green” for you to review.
Commitment for the Week:
Show us your comitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will develop and follow a marketing plan.
Deadline: _________
Bob Corcoran
— 
