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The “E” Word – It might be costing you business!

“I had a bad year because of the market.” “My company didn’t support me enough.” “There’s too much competition in the area I work.” “I’m too new in the business to make a lot of money.” ENOUGH! Do you have “Excusitis”? It’s a rampant disorder in the business world, characterized by frequent and habitual use […]

Watching for the Perfect Real Estate Storm

Sometimes an area has both incredible buying and selling opportunities –  a very rare occurrence.  I call these occurrences the perfect investing storm. Many areas have just come into that storm.  Is yours one of them? This perfect storm of opportunity occurs when inventory declines rapidly in a market where many homes have been sitting […]

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 […]

This November: Are You Winding-Down When You Should Be Winding-Up?

Every year in mid-November I hear the same comment from agents: “Denise, the market is slowing down. I think I’ll just wind things down, assume nothing else is going to happen, and then wind up next year.” Think again! If you aren’t ready to close your books on your business for the year, it is […]

Lead Generation: Does it Cost You Time? Money? Or Time AND Money?

Many of you know the story of my importing 10,000 teddy bears after I went on a trip to Seoul Korea with a flight attendant friend of mine. This was many years ago prior to me starting my real estate career and what I learned from this experience changed me for the better forever. I […]

Recessions and Real Estate, What’s the Big Worry all About?

Have you ever wondered how previous recessions have affected real estate prices?  This is a common question I get asked by agents and consumers anytime the word recession is brought up.  The term, “recession” can scare anyone who has been through one and were caused financial strain as a result.  Therefore, the word recession often […]

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 […]

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 […]

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 […]

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