In the real estate industry, there are two types of ghosts:

The first occurs when a buyer initiates contact but then disappears. It's common, but we shouldn't ignore it. Instead, we should follow up with these individuals after some time has passed. More often than not, they simply got busy, not because they disliked us or found another agent.

Reaching out with a call, text, or email is essential. We should inquire politely about their home buying progress. Even if they ghost us again, it's not a big deal. Let's not fear this type of ghosting and continue to pursue potential leads.

The second ghosting scenario involves us ghosting others inadvertently. It happens when we forget who certain contacts in our phone are. To address this, we should review our contacts and ask those we're unsure about to remind us of our connection.

By doing so, we might uncover opportunities we would have otherwise missed. Let's stop being ghosts ourselves and maintain connections with our contacts. These...

Hey guys, want to increase your referrals by 24%?

It's simple, and it comes from the American Marketing Association: When you ask for a referral and attach a reward to it, your referrals increase by 24%.

So, what rewards work best?

Cash, consumables like wine or coffee, right?

But here's the issue with consumables most people overlook:

They're forgotten once consumed.

That’s why I prefer giving experiences…

An experience sticks with you. It's memorable.

For instance, for a couple who refers a great client, I might reward them with a night out at a local restaurant. Personalize it with a note: "Enjoy this meal on me. Thanks for the referral!"

For a golfer, instead of a round of golf, a golf lesson; for a tennis player, a tennis lesson.

Or if they're into concerts, a music ticket; sports, a sporting event ticket.

These experiences are unforgettable. Find what resonates with them personally, and your referral count will skyrocket.

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Why do Brokerage Owners, Office...

Hey guys, let's talk about asking for generosity from your clients, specifically in the form of referrals.

I'm going to share two or three strategies that should feel natural to you because referrals are the number one way to generate business.

Remember, when people are going through a transaction, there's a four times greater likelihood they'll refer you because it's a natural part of the conversation.

So here's the deal: you've got to train them, you've got to coach them.

Try this scripting: "Now that you're buying or selling, I'm sure some of your friends are going to be jealous. If you run into somebody who wants to follow your lead, I'd love the opportunity to work with them." Simple, right? It doesn't sound salesy; it sounds natural.

Another approach: "Now that you're selling, I'm sure a few of your friends and family will be jealous. If they want to follow your lead, I'd appreciate your referral. I like working with people like you." It's about leveraging their network in a...

Hey everyone, what are the top reasons buyers want to hire REALTORS? What do buyers value most? Well, here are the top three reasons according to an NAR study.

The primary one, unsurprisingly, is assistance in finding the right home. It's consistently at the top.

What might catch you off guard are the next two reasons, both tied to negotiations. Second is aiding buyers in negotiating sale terms, and third is assisting with price negotiations.

Two-thirds of the top reasons revolve around negotiation.

When engaging with buyers initially, agents often overlook discussing negotiation. How can I prompt buyers to choose me, armed with this data? Well, one effective strategy is to showcase successes on social media. For instance, if I help buyers secure $10,000 in closing costs or credits from the seller, why not share that after closing? Highlight the journey—viewing 10 homes, narrowing down to two,...

Hey everyone, with the recent Sitzer Burnett lawsuit and NAR's loss, even though there are pending appeals, how should we adjust our approach to working with buyers? Waiting for the appeals isn't an option; we need to change right away.

So, what should we change? We must revamp our tactics and strategies. Today, I want to discuss a couple of key elements that should be part of your buyer presentation.

A common question from buyers is, "Why pay a buyer's agent a hefty sum to search for properties on the MLS when we can do it ourselves on platforms like Zillow or Realtor.com?"

This is a valid concern. To prove our value, we need to show that we bring a lot more to the table. In your buyer presentation, just like a listing presentation, there are crucial points to cover.

When it comes to the property search, it's not just about using the MLS. We go above and beyond. I emphasize that we leave no stone unturned. I mention that, of...

I recently learned a powerful technique from a top real estate agent:

It involves using specific language to handle objections.

Here's what I mean:

Instead of responding with "yes, but," I want you to rephrase it as "yes, and."

This simple shift can have a profound impact on your client interactions. For example, if a client tells you they want to hire a different agent, instead of saying "yes, but," try saying "yes, and I appreciate your honesty. I'm curious to understand your reasons for making that decision."

The magic of this approach is that it changes the dynamic and encourages open dialogue.

When a client expresses dissatisfaction with a property, rather than responding with "yes, but," respond with "yes, and."

Let's say that they think the house doesn't have a big enough backyard. You can say: "yes, and I understand your concern. On the other hand, there's a lovely park in the neighborhood that might...