The Zebra Blog

Results vs. Action

relaxed man vs. active man

This week I had a few clients who were feeling down about some things that had transpired in their business lately: Transactions that fell through at the last minute, past clients who didn’t refer business, and the inconsistent nature of this business in terms of income were all weighing heavily on them.

In fact, not only was this weighing heavily on their outlook, but worry and anxiety were causing their confidence to take a nosedive. As salespeople, confidence is paramount to their interactions with others. When a salesperson loses their mojo, it can cause them to draw away from their business and their clients which just intensifies the problem.

When I have a client with a challenge like this, I remind them of the importance of focusing on the action … not on the results.

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Ask Denise: Getting Results

Denise Lones

Q:  Denise, I am trying to focus on action rather than results, but it is hard! I have been mailing very strong content to my farm area for six months. However, my phone has not rung once! I am concerned about continuing to pour money into this. What do you recommend – stopping the farm or continuing?

A:  This is exactly what I am talking about! Great question! I wish there was a magic formula for determining when your phone will ring. Sometimes it takes one month. Sometimes it takes a year. It all depends on the timing of the homeowners. If it were me, I would look at my investment and stick with it for at least six more months. In the meantime, I would probably take additional action by having someone review my materials for content and visual impact. Also, I would probably work on previewing all new listings as they come on the market and try to do open houses to increase my visibility. Keep taking action!

Ask Denise: Soliciting Reviews

Denise Lones

Q:  Denise, what do you think about soliciting reviews on Yelp?

A:  Yelp is another website that people turn to for reviews, so from that perspective a Yelp review isn’t a bad thing. However, I would assign the priority to obtaining reviews on Trulia and Zillow before directing clients to leave reviews on Yelp. People do expect to find restaurant reviews on Yelp, but that is not usually the first place they go to find a real estate agent.

Design Spotlight: Royal Treatment

Royal Treatment design

Today’s design spotlight features the newly refreshed Instant Identity brand, “Royal Treatment.” Sumptuous and elegant, and at the same time bold and colorful, this design is full of personality! A delicate floral pattern gives depth to the background while wrought iron swirls emerge from shadowy corners. An elegant flowing script adds a touch of old-world charm, while the brilliant blue-violet color palette keeps the design firmly rooted in the present. Give your clients the royal treatment with this one-of-kind brand!

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Ask Denise: Listing Boards and Photobooks

Denise Lones

Q:  Denise, I am confused by your boards and photo book concept. Are you saying I should go get photos of the sellers’ home before the presentation and create all this material?

A:  Certainly not! What I recommend is to create a sample using a listing you have already sold. Then simply present it like this:

“When I take a listing, I have a system for marketing the home which includes professional photography, print marketing, and online marketing. Here are samples of a listing I had that sold last year. I will be doing the same kind of marketing on your home which will include …”

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Master Your Listing Presentation with Visual Impact


In case you missed it this week, the National Association of REALTORS® economist bloggers released data indicating REALTORS® expect home prices to rise in all states over the next 12 months according to the May 2014 REALTORS® Confidence Index, with the median rise to be 4%. REALTORS® are anticipating median home prices to grow upwards of 7% in some states such as California, Oregon, Colorado, Texas, Georgia, and Florida.

While those are modest numbers, it does represent a potential raise for agents. Consider the home that today is selling for $200,000. 3% commission on that sale is $6,000. However, if prices rise 5%, next year that home might be selling for $210,000 and the commission is $6,300.

However, that raise starts with some hard work, wooing buyers and sellers. With sellers, that hard core wooing starts at the listing presentation.

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Design Spotlight: Amy Miller

Amy Miller's design

Today’s design spotlight features the custom branding design of one of our Signature Marketing Makeover clients, Amy Miller. Amy is a friendly, relatable real estate agent who wanted her brand to reflect her personal, yet professional style. Additionally, her branding needed to represent her location just outside of Phoenix, Arizona. Our solution was a sunny blend of golds and browns that reflected her artistic bent and love of natural curving imagery. The sunset and palm trees bring to mind the best aspects of a warm climate while a rustic, handwritten font adds the finishing touch and brings it all together. Amy’s design is fresh and fun – just like she is!

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