September is a month of new beginnings for kids going back to school and parents getting back to their pre-summer routine. With the busy-ness of the summer finally behind them many buyers and sellers that did not take action in the summer will be primed and ready to move forward in the fall. September can […]
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 […]
If you joined us for our Safari last week, you know we spent a lot of time talking about your Potential Income Tracker, or PIT. It is so important to not only keep track of those folks in your pipeline, but also review your PIT weekly and think about what care or information each client […]
Q: Denise, how do you know if your client care is exceptional if you never hear back from clients? I feel like I deliver amazing service, but I think companies like Nordstrom have so elevated the bar that people expect super-human performance from me. A: Nordstrom – and many other companies – have created a […]
Over the years you’ve heard me talk a lot about service. More times than I care to think about, I’ve seen (or been the victim of) absolutely appalling service. But occasionally I encounter a level of service that isn’t good, or great, or excellent. It’s extraordinary, brilliant, and incomparable. And that’s the kind of service […]
Q: Denise, I want to ask you about what I think is an old wives tale. When I’m showing homes to a couple and we’re all riding in my car, should I pay attention to who sits in the front seat and who sits in the back? Is it really true that the “decision maker” […]
A terrific buyer business will have several key components – client engagement, a powerful presentation, and a “concierge-level” buyer tour. But even with the right tools, you will never solidify your buyer business until you are able to write offers that close and create a follow-up plan that builds long-term relationships. Do you have buyers […]
Q: I often hear agents talking about their ‘pipeline’. What is it, and why is it so important? Answer: In simple terms, your pipeline is the business you have that is due to pay out a commission – i.e. your transactions under contract. In visual terms – your contracts go in one end of your […]
For most agents, building a lasting – and lucrative! – business requires cultivating both buyers and sellers as clients. But many agents find working with buyers to be a frustrating experience. I want to change that! In my last Zebra Report, “The Key to Buyers”, I discussed the reasons why engagement is such a critical […]
: I’m a newer agent. Recently I lost a buyer because he called a listing agent whose name was on a yard sign, thinking that only that agent could help him see the house. He ended up writing a contract with her instead of me. Help! A: It is critical, when dealing with your buyers, to have […]
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