No doubt you have encountered prospects who don't take action when you ask them to. They might not be ready to make a move, or they may express doubts about proceeding with your services. It’s critical to understand the difference between an objection and a condition when these situations arise. Knowing how to respond to each one effectively makes a significant difference in how you build relationships and ultimately close deals. What is an Objection? ...

Rejection—it's something that all Realtors face, no matter how experienced we are. And not just Realtors, but ALL sales people! It’s one of those unavoidable parts of the job, and for many of us, it’s the biggest hurdle to success. So if we all have to contend with this, how do we work through it and make the sale? Embrace these three perceptions about rejection: 1. Shift Your Mindset: Rejection Isn’t Personal The first step ...

If you're like me, you got into this business not just to make money and help people, but to build wealth.  But how do you that? There's no Order of Operations for Realtors interested in building wealth! In 2024, I wrote a 10-Step CE class for Realtors interested in building wealth. Step "0" is actually the most important step of all, and I'd like to share that with you here: What Is Your “Enough” Number? The ...

It’s the second week of February—how are you feeling about those New Year's goals you set for 2025? If you’re like most people, you might already be feeling that familiar urge to throw in the towel - or already have! In fact, studies show that by the second week of February, 80% of people have given up on their fitness resolutions. It's easy to let those initial bursts of motivation fade, especially when life gets ...

In Cincinnati, there are over 6,000 Realtors in our local Board. Why should your prospective client choose you over the other 5,999 Realtors? Creating a value proposition that stands out in the competitive real estate market can be the difference between just another agent and the go-to professional for your clients. Your value proposition is the unique solution you offer to solve a specific problem for your target market. But how do you craft a ...

We all know that having a strong social media game leads to more repeat and referral business from your sphere. Rather than dilute your efforts by trying to master all of the platforms, just pick one to start. But which one? Here’s a breakdown of the key platforms to consider and how to optimize your social media strategy for real estate success: Understanding Your Audience The first step in determining which social media platform to ...

Congratulations! You've launched your new career in residential real estate sales! For many of us, once we're on the 'inside' of the industry, it's not quite as easy as it looked on the 'outside.' In fact, you may feel like you're not as far along as you expected in your first year or two of licensure. This is normal, as no one sets proper expectations with us about what the first year in the business ...

It's a fair question during the second half of any year in this business. But it's even more relevant today, when we are operating in a market that’s tight on inventory, high on interest rates, and long on regulatory drama. It's natural to feel a dip in motivation during the second half of the year, and especially during more adverse market conditions.  Even more so if you find yourself behind on your yearly goals! However, ...

Ok Realtor Friends, Now that we've explored how to establish warmth in your buyer consultations, it's time to focus on the second critical component of building trust: demonstrating competence. While warmth earns you the client's personal trust, competence wins their professional trust, which is critical to signing a buyer broker agreement. Why Competence Matters Competence assures your clients that you're not only a friendly face but also a capable professional who can effectively handle their ...

As we approach the widespread adoption of buyer broker agreements, the need to refine our Buyer consultation and presentation skills is more critical than ever. With these changes just around the corner, our focus for June will be on enhancing the way we engage with potential buyers during these critical initial meetings. The key to successfully navigating these discussions? Trust. Trust: The Currency of All Real Estate Transactions In any sales scenario, the party that ...