Communication, Client Care, and Follow-up | The Zebra Blog

Archive for the ‘Communication, Client Care, and Follow-up’ Category

The Price is…Wrong?

If your listing isn’t selling and the days-on-market numbers are ticking upward, you need to look beyond your CMA to find out the cause. While most agents rely strongly on their CMA, it often doesn’t give a big picture account of what is currently happening in the market. Recently I had two clients ask me […]

Getting Comfortable with the Truth

Real estate is a people business and can therefore be very unpredictable at times. Clients don’t always do what you think they will do and often they change their minds at a moment’s notice. Real estate requires strong communication skills and the ability to deliver the truth in a factual and practical manner. Most agents […]

Ask Denise: “I have a Buyer” Letter Campaign

Q: “Denise, I have buyers who missed out on buying a property a few months ago (multiple offer situation). They are specific in the building they want to buy in. When they first missed out a few months ago, I sent a letter to the homeowners indicating that I had a bona fide buyer. But […]

Ask Denise: Holiday Gift Ideas

Q: “Denise, I want to do something special for my past clients this year for the holidays. I already do an annual property report in January and don’t want to do a client appreciation event. I am thinking of something like a gift. What ideas do you have for a great client gift?” A: That […]

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 […]

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 […]

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 […]

Ask Denise: Welcome Fall

Q: “Denise, I know this is crazy but I love fall! I love pumpkin spice everything, the cute pumpkins, apple cider…I love it all. I have been thinking of putting together a “Welcome Fall” package for my past clients. Do you think this is cheesy or a good idea?” A: I think it is a […]

Stop Sugar-Coating It!

There is nothing as refreshing and at times terrifying as the truth. However, the truth is what your buyers and sellers need to make the decisions they need to make. At times those decisions are easy, other times they are very difficult. Different personality types need different things from you to help them with their […]

Club Call: Your Elevator Speech

We had a great call with Denise Lones this August on the topic of Your Elevator Speech. What do you say when someone asks you what you do for a living? Does your answer make them ask more questions or turn away awkwardly? We discussed the makings of a great elevator speech so that you […]

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