One of the biggest challenges facing salespeople is picking up on the cues from your clients. Whether in a conversation or through their actions, clients give us cues all the time. Your challenge is to interpret these cues as clues to your next move. We do presentation role-playing work with agents in our Mastery coaching […]
Q: Denise, the new cars for the year are coming out in a few weeks. I have been longing for a new car for a looong time! However, I am torn because the car I want doesn’t have enough legroom in the back for my passengers to ride comfortably. It seems, though, that buyers usually […]
Posted in Ask Denise, Buyers, Communication, Client Care, and Follow-up 
Tags: ask denise, Buyers, car, client care, new car 
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One of my favorite things to do in my real estate training is to work with agents one-on-one to help them see how they communicate with their clients. I will even videotape them. I critique their performance and together we identify flaws in their communication style and we make a plan for improvement. None of us […]
I have seen a lot of marketing during my years in real estate. I have seen bad. I have seen good. I have seen exceptional. Recently I came across one of those exceptionally-marketed properties in Whistler British Columbia. I had the pleasure of talking with the real estate agent and learning exactly what he did […]
Over the past few years we have been used to real estate sales taking a breather in the summer months after the usual spring boost of sales. However, this year is different and the rate of new single family home sales has continued to soar to its fastest pace in seven years. This has caused […]
This week’s Ask Denise isn’t so much of a question as it is kudos for one of our very favorite clients, Laurie Way, who took the concept of the Moving Day Kit discussed in last week’s Zebra Report and made it her own. In Laurie’s words, “When we pulled up to the house, three kids […]
The shortage of water across many states is quickly becoming the next big issue in real estate. California is currently experiencing its third year of drought and this year is the driest in the state’s history. Farmers are having challenges getting enough water to survive and some are now selling off any extra water they […]
Posted in Buyers, Real Estate Industry News, Zebra Reports Tags: Buyers, california, Denise Lones, moving, predictions, Real Estate, regulations, water, zebra report No Comments »
In today’s market, where inventory is a challenge and buyers are having a hard time finding what they want, renovating may be a good alternative to buying something turnkey. If buyers are willing to take on a renovation, they may be able to get exactly what they want by buying a home that needs some […]
Q: Denise, I have an open house coming up next weekend. This has been the first open house I have done in a few months because the market is so hot. I know I am going to have a flood of people. What tools do you recommend I bring? A: Oh, there are so many […]
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn’t quite get the words out? This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can’t […]
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