We’ve all been there. You’ve scheduled a buyer consultation, only to have your client no-show. It’s frustrating and can make you question whether it was something you said—or worse, something you didn’t say. The truth is, getting a prospective client to commit to a meeting can be more challenging than we realize, especially when there are so many agents out there vying for their attention. So, how can you reduce the likelihood of cancellations and ...

Are you feeling overwhelmed with the number of buyer clients you’re juggling, or maybe struggling to find the time to show all those homes? If so, you might want to consider working with a showing assistant. But before your hire one the question is: How do you compensate one fairly? What Is a Showing Assistant? First, let’s clarify what a showing assistant actually does. A showing assistant is a licensed agent who works with you ...

Let me guess: your clients have been unsuccessful in today's market trying to purchase a home. Low inventory and high competition, right? With interest rates starting to come down, affordability should increase and - hopefully - some sellers will start to put their homes on the market! But in the near term - like this week - there is a more immediate opportunity for your buyers in today's market. In fact, this week is considered ...

As we hit the two-thirds mark of 2024, you might find yourself less than two-thirds of the way to your 2024 goal. It’s a common scenario, but the great news is that you still have time to get back on goal. But different lead sources have different timelines before a transaction. So what are two lead sources that can still create closings in 2024? 1. Open Houses Say what you want, the fact is that ...

Conversations about compensation with your home-buying clients may feel a little awkward for us as Realtors right now. As we approach August 17th, the day significant changes to compensation rules take effect, it's important to master this discussion. And yes, it's change, and change requires new skills, but these changes will ultimately create more transparency and more trust for consumers in our industry. And that's a good thing! Here’s a straightforward approach to ensure that ...

Are you working with veteran homebuyers? There’s an important update regarding VA loans that you need to be aware of—an update that could significantly impact your veteran clients’ ability to compete in today’s real estate market. Recent Changes in VA Lending With the ongoing adjustments following the NAR settlement, a significant change has been that sellers are no longer required to compensate buyer agents. This shift posed a unique challenge for veterans using VA loans, ...

The currency of real estate sales is trust. And trust is first earned by establishing warmth. Warmth is generated in part through body language, tonality, rapport-building, smiling, etc., and it's also established by focusing your questions on your client's needs. As you navigate through buyer consultations, it's essential to remember that this meeting isn't about showcasing your achievements—it's about tuning into your client's favorite station: WIIFM, or "What's In It For Me?" This approach is ...

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 ...

Realtor friends, the recent legal developments impacting our industry have been a shot heard around the world. The  Sitzer|Burnett verdict finding the National Association of Realtors (NAR) and two large national brokerage brands guilty of colluding to fix commission pricing means that we must reassess our approach to our profession. With more lawsuits on the horizon and a changing landscape, there are some vital adjustments we need to make - immediately. Some of these changes ...

Realtor colleagues, we all have friends or acquaintances who are currently renting and should be homeowners. Perhaps they've voiced concerns about buying a home right now, especially given today’s higher interest rates. Perhaps they are concerned about prices relative to where they were just a few years ago.    They might be thinking, "I'll wait until the rates drop," or “I’ll wait until the market crashes and prices come down.” But as real estate professionals, ...