Feeling Stuck? Here’s How to Get Unstuck
Procrastination is a major reason that people get stuck as well as being the greatest enemy of increased production. If you’re stuck, here’s a simple approach to getting unstuck.
To make sure that you always complete the top activities that give you the greatest return in your business, identify the three core activities you must complete to increase your production. Now here’s the secret: do them at the beginning of your day, preferably before noon before the chaos of the day takes over.
If you’re really stuck, choose one simple activity to get yourself in motion. A great choice can be calling your favorite past client to check in and say hello. Sometimes taking one or two baby steps can break the log jam of procrastination, and who knows, that past client may be ready to move or knows someone who does.
A Simple Way to Make Your Advertising More Effective
Many agents post photos and videos online to market their listings. Regardless of the type of photo or video you post, be sure that you include the location, your name, address, as well as several descriptions of what the video/picture contains. A search engine cannot “read” the visual content of a picture or a photo.
If you’re shooting a video, however, both search engines and other mobile devices can convert the audio portion of a video into searchable text. This simple step helps buyers scan your listings more rapidly as well as increase your search engine ranking.
A Winning Low Offer Strategy
When you receive a low offer on one of your listings that is priced right, what’s your strategy? In many cases, the sellers may become angry with you for bringing them a low offer.
Here’s a simple way to keep the negotiation going forward when your buyer decides to submit an unrealistically low offer. This tactic is especially useful if the sellers are angry over how low the offer is.
Mr. and Mrs. Seller, I would have liked nothing better than to bring you a full price offer.
However, the buyers have elected to write an offer that is substantially under your asking price. My experience has been that about half the time we can put these together if you will write a counteroffer and continue the negotiation.
I’ve used this script numerous times and about half the time, you will be able to put the deal together provided there aren’t other competing offers.
A Powerful International Tip to Build Your Business
Did you know that agents who work with domestic clients only close an average of 33 percent of their transactions?
In contrast, transactions conducted with clients from outside the U.S. on average close 50 percent of their transactions. The even better news is that they earn 50 percent more than agents who work with only domestic U.S. clients.
Part of this reason is the stringent requirements to obtain a loan in the U.S. if you’re not born here or have a green card. Consequently, most international buyers end up paying all cash.
If you’re ready to increase your income, expanding your business to include more international buyers and sellers is a smart move.
How and Why to Conduct Competitor Reconnaissance
Would you like to dominate the competition in your market? If so, the first step is to find out as much as possible about how your competitors market their services. In other words, you need to understand your competitors’ strengths and weaknesses, as well as how to best compete against them. Here’s what to do: 
- Visit your competitors’ websites to learn what services they offer and exactly how they are different from the services you offer.
- Look at their print and digital advertising including as many of their brochures, mailers, and other marketing materials as possible.
- Identify what you and your company do that they don’t do. These are points to discuss on your listing presentation.
- Also identify what they do that you and your company does not do. Determine if you can add any of these services to the services you offer.
- Ideally, you want to offer everything that each of your competitors provides and at least two other services they don’t provide.
- Create a checklist of the services you provide and place a red checkmark next to services not provided by your competitors.
Give this to the sellers on your next appointment. Very few agents do this and it’s great way to make sure that you win the listing.