In real estate, asking great questions is right up there with “Establishing Trust” as one of the most important attributes you can have. Asking great questions is where you ask a series of questions that open the respondent to reveal important information. By asking these types of questions, many... more
This Influential Conversation is called "The Greeting", and it should be used the very first time you meet someone in person. It can be a buyer, seller, fellow agent, vendor, prospective client, or essentially anyone you encounter. When you use The Greeting, you will come across as caring,... more
Continuously improving your communication skills is vital to scaling your real estate career. If people struggle to understand your point or have to ask clarification questions during a conversation, they may get annoyed. Being long-winded, or the opposite, providing too little detail, is perceived... more
In real estate, differentiating yourself as an agent is an absolute necessity. You must be able to capture the attention of the client, amplify your value, and create a compelling reason for them to want to work with you.
Your “Value Statement” is exactly what it sounds like. It is a description... more
Once you have taken a person through what this teaches, you will understand their real estate goals at a higher level. You will have a better read on their urgency, motivation, expectations, and lifestyle considerations. The things needed to know where, when, and how best to serve them. The... more
Another best practice in your real estate career is similar to “Confidentiality”, in that when you practice it you are respecting the best interest of a client. It is the concept of “Safeguard.” By definition, this means “A measure taken to protect someone or to prevent something undesirable.” For... more