The Zebra Blog

The Link Between Personal Space and Business Success

hands and files

Organization of any kind comes easy to some and not so easy to others. Most real estate agents are juggling many different clients at one time and find it hard to think about organizing anything other than their time to manage their clients.

But when you calculate the amount of time that is wasted or lost due to not only a disorganized office or inefficient filing system, but also possibly your closet or bathroom drawers, you might want to rethink how disorganization in both your personal space and office space can affect your bottom line.

The thought of actually tackling an area and organizing it can be overwhelming but I have witnessed dramatic increases in agents’ businesses when they do take the time to put their office and personal space in order.

The key is to make the process of organization easier and NOT tackle too much at one time. Small projects add up to big changes quickly if you are consistent with your efforts. Here are some recommendations for getting your personal and business space in order.

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Ask Denise: Ads in Multiple Newspapers

Denise Lones

Q:  Denise, I want to expand my print presence. But there are three newspapers in my community. How do I choose which one to advertise in?

A: The answer to this is very simple! You can run an identical ad in all three at exactly the same time.  Whichever one produces the highest response from your target market should become the one in which you advertise regularly.

Starting Over

Start Over button

Many agents have told me that if they had only known how to do things a little differently when they first started in real estate, that it would have saved them a lot of time and money in their business. When the opportunity comes, some will seize that chance to implement those tools and systems they have always wanted. I have personally witnessed many these “start overs” by individual agents over the years. And the impact of this type of business reboot can be huge

A “start over” is when you decide to change the way you have been doing something and completely alter your game plan. I had a client a few years ago who was struggling to recover from cancer and she could not handle the physical strain of working with buyers. She was so exhausted from all the driving around with buyers and all the touring of homes. She made a decision to never work with buyers again, but she didn’t know how to implement this new rule in her business and was considering just leaving the business as a way to solve her buyer challenges. I advised her to instead rethink the idea of leaving the business and instead to do a business reboot, a “start over”, and to change her business model to be that of a listing agent only.

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Ask Denise: Geographical Farming

Denise Lones

Q:  Denise, I want to add a lead generation activity for 2015. Would you recommend I focus on social media and post a lot of real estate information? Or should I add a farm area? It is much cheaper for me to focus on social media…

A:  Hands down, geographical farming is a reliable, long-term way to build your lead generation system. However, to build an effective farm you need to make sure you choose an area with good turnover. And for the greatest effectiveness, you should make sure it isn’t an area with a lot of competition from other agents.

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Housing & Generational Differences

3 Generations of People

As a real estate professional your job is to know your market and to know your clients. Understanding the needs and preferences of buyers today is critical in providing exceptional service to your clients and making their home-buying experience an effective and pleasant one.

The two buyer groups that are dominating the buyer market pool are Baby Boomers and Generation X with Millennials coming on strong to the home buyer scene.

  • Baby Boomers born 1946 – 1964
  • Generation X born 1965- 1980
  • Millennials born after 1980

Knowing who you are working with and their preferences will speed up the process and make it tailored for each buyer. Here are some key differences between the generations that you should keep in mind:

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Ask Denise: Starting the New Year Right

Denise Lones

Q:  “Denise, it is the second week of the year and I feel like things should be moving for me already! What should I do?”

A: First of all, relax. It is the 8th. People are just getting back to their routines and if you have some folks who are in your pipeline that aren’t getting back to you, take a deep breath and take some action. Here are a few ideas:

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The Best Way to Boost Your Credibility

3 Articles

When I was a top-producing agent, I discovered one of the most powerful marketing tools I’ve ever used in my marketing career. No matter what new company or real estate agent or business I find myself involved with, I try to convince them to use it … because it works.

What is it? Articles!

Writing articles—whether in the form of a mailed-out article to your database or for local newspapers, trade journals, websites, or magazines—adds to your credibility because of the implied third-party endorsement. In other words, if you’re expert enough to be in print, the publication is perceived as endorsing you. It’s like getting someone to say, “This person is qualified. Listen to what they have to say.”

People expect you to sell to them, but are much more impressed when you start to solve their problems before they even ask. For example, in one newspaper they may see an ad for “Jane Smith—Realtor” with Jane’s smiling face and a few homes. What do they know about Jane? Not much except she wants to sell you a house.

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