As we officially dive into the peak season, there's one strategy that can make a huge difference in how you approach your open houses—and that's qualifying your prospects quickly and effectively. In April, as we enter one of the best times to generate buyer leads, it's crucial to make the most of every opportunity. So, what’s the best way to engage visitors at your open house? How do you know who’s serious about buying or ...

Have you ever felt like your clients were stuck in a mindset that was keeping them from making a decision that would move them forward? Whether it’s a hesitant buyer struggling to commit to a property or a seller resisting a price adjustment, you’ve probably encountered moments where shifting a client's thinking made the difference. One language pattern I’ve found to be incredibly effective is the phrase "Just imagine," as introduced by Phil Jones in ...

If you're looking to grow your listing inventory, expired listings are one of the fastest and most effective avenues to do so. But how do you reach out to homeowners whose listings didn’t sell? What do you say to start and continue a conversation with them in a meaningful way? Why Expired Listings Are Great Opportunities for Realtors Expired listings offer a unique advantage—they’ve already demonstrated two crucial points: first, they want to sell, and ...

Ready to improve your ability to communicate with your clients and help them move forward in their thinking? One phrase that can make all the difference in how your message is received is “How open minded are you to...” In real estate - really in all service-based sales - your income will always be limited by your communication skills. The way we present an idea can often be just as important—if not more so—than the ...

We all know this to be true: The best real estate business is repeat and referral business! But how do you go about asking for more referrals without sounding salesy? Asking for referrals can sometimes feel awkward or uncomfortable, especially with friends and family! However, with the right approach and a bit of practice, you can make this a natural part of your interactions with your Sphere of Influence. Here are two effective techniques I’ve ...

"I'm not paying a buyer agent commission!"   Heard this seller objection yet? If you haven't, it's coming. We've heard it several times already at listing appointments. Understanding how to address this concern effectively is crucial for ensuring your clients make informed decisions that truly benefit their interests. Understanding the Objection Objections often stems from a misunderstanding. This objection is no different, fueled by misconceptions generated by the media surrounding the NAR settlement. It's important ...

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 of this writing, we are 5 weeks out from the mandatory adoption of buyer broker agreements. That's why Lockbox has dedicated the month of June to educating Realtors on how to properly structure a buyer consultation that yields a signed buyer broker agreement. If you missed it, start with last week's post on why trust is so important to earn early in the consultation. Today we focus on how to earn one of the ...

Let's face it: we're in sales; we're going to get a lot of objections. It's critical as a sales professional for you to have the right mindset and the right skills to work your way through the objection part of all sales processes. So here comes a fundamental approach that will significantly improve your interactions with your clients: the R.A.H. objection handling technique. This simple yet powerful method can be a game-changer in your sales ...

As the face of our industry changes, from technology, from competition - and most notably in the past few months, from regulation -  we need to identify and connect with next year's sellers before they even consider reaching out to other Realtors. How do you start building your pipeline with potential listings for 2025? Door-knocking. That's right. Door-knocking, one of the oldest lead-generation techniques, has made a powerful comeback. While it may generate anxiety at ...