The Zebra Blog

Don’t Let Barriers Drain Your Pool of Buyers

There are many barriers to selling a home in today’s competitive selling environment.   The challenge for many agents is how to discuss those barriers without offending the client.  Perhaps the home you are evaluating has a very strong cat urine odor or the seller has just told you that they expect you to be at every single showing. There are plenty of other barriers I am sure you have come across in your time as an agent. Read more »

Ask Denise: Necessary Disclosures

Q: “Denise, I have a past client buyer who is very unhappy. When we were house-hunting, she had said she wanted a property that was only about 20 minutes from where she works. At the time, GoogleMaps indicated the average travel time was about 20 minutes during her commute. However, she says that it has only one time been 20 minutes or less – most of the time it is closer to half an hour. She says that I misrepresented the property. Is she right? What should I do?” Read more »

Helping Sellers Get Realistic About Price

lingering home for sale

Although the market changes all the time, the mechanics of pricing a property does not really change.  Supply and demand drive the market, just like the stock market and even like prices in the supermarket. The mechanics have been the same for decades.

Last week was the premiere of my new listing presentation workshop, Stop Losing Listings You Should Have Won, and pricing was a top concern of many of the agents in the class. I thought I would take this opportunity to remind my clients about the fundamentals of pricing and perhaps encourage them to change how they are framing up the pricing discussion in the case their language needs refreshing. Read more »

Ask Denise: Mastering a New Area

Q: “Denise, I have just moved to a new area that is about 100 miles away from my previous area. I already have referral arrangements in place with agents in my previous location so I will still have some income coming in, but now I really need to ramp up in my new location. What is the best way for me to do that?”

A: Congratulations on your move! With the basics, you can parachute anywhere and have a strong business up and running in no time. It is all about identifying the different layers of connecting you will be doing and making sure you are executing consistently. These are the five things I would focus diligently on Read more »

The Last 90 Days Can Make or Break Your Year…and Set the Tone for Next Year

Every year around this time I hear from agents that are examining their current year’s production and are worrying about finishing the year strong.  After nine months of hard work it is normal for agents to get tired, lose some of their selling steam, and be looking forward to the holidays.  Most agents want a robust finish to their year, but often they are either playing catch-up from a busy year or they may be suffering from burn out.  Read more »

Branding Spotlight: Karmin Pincus

The starting point: Karmin built brand equity with a strong logo before Mastery, and now she needed an equally strong brand to support it. When considering her clients’ needs, she wanted to emphasize her extensive knowledge, reliable service, and authenticity.

The target audience: As a veteran and military wife, she is personally familiar with the relocating challenges faced by military families. Read more »

Ask Denise: Different Ways to Say “No”

Q: “Denise, I’m exhausted. I feel like I’m always chasing solutions and never have enough time for myself. I have to start saying no to something, but I don’t know where to start and I’m afraid of sounding rude.”

A: Being over-committed is something many real estate agents struggle with. I’ve been there myself. You are right, you need to be able to say no to something. Read more »

The Phoenix Factor – A New and Innovative Business-Building Event

I am so excited to announce that my signature Safari has been completely reinvented and retooled! In response to the big market changes we have seen in the past couple of years, I listened to agents with boots on the ground, listened to their day-to-day challenges and concerns, and made significant changes to my two-day event. The result is my newest class: The Phoenix Factor – Ignite and Reinvent to Create the Business You Really Want. Read more »

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