the real estate game: Are There Harmful Effects When the Listing Price is Changed? - 07/29/11 05:05 PM
 
Recently, Keeping Current Matters posted an extremely interesting blog by Ken Johnson, PhD, who is at Florida International University, and Editor of the Journal of Housing Research. I found it particularly enlightening, because it addressed the issue of whether there are negative implications to changing the listing price of a property.
 It's a question that absolutely, especially now, looms large in the minds of Brokers/Agents, as well as property sellers. The question has been investigated – scientifically – by John R. Knight. And although the research was conducted in 2002, it's still, or perhaps even MORE, pertinent in these … (7 comments)

the real estate game: Why Am I Not Making More Money…When I KNOW I Can? - 05/19/11 04:12 PM
 
Ever ask yourself, "Why am I not making more money when I know I can? I'm busy all the time, working hard…so what's wrong?" 
Good for you! When you are an experienced agent who knows the real estate business, if you can still ask yourself basic questions then you are on the road to finding your way back to the kind of success you know you've earned.  
The way to do that is to step back and figure out which of those "7 Deadly Mistakes Stopping You From Getting What You Want From The Real Estate Business" you are … (4 comments)

the real estate game: Is Your Structure Strong? - 05/11/11 09:44 AM
Is Your Structure Strong?  
If you've ever watched a building being constructed, you know that they don't start with walls and a roof. The first thing that is built is a foundation, and onto that goes the basic structure of the building – the steel bars and girders that provide the strength and stability for the building to come. What do you suppose would happen if some of those bars started to bend, or were missing? Obviously, the building would no longer be strong and safe. 
It's the same thing with your real estate business. When you began you laid … (4 comments)

the real estate game: Are You Making These Deadly Real Estate Mistakes? - 04/28/11 08:55 PM
There are many ways to do things right and become highly successful in real estate, and just as many ways to go wrong. Did you know that, according to The National Association of Realtors®, just 11% of real estate agents are responsible for 90% of the sales made in the US each month? That means 89% of all the agents in the US are just getting by!
What sets these two groups apart? You can identify lots of traits and habits, but if you look at the top agents you will find that they all have learned to identify and … (3 comments)

the real estate game: Hear That? It's Feedback Talking! - 04/13/11 03:17 PM
 
Hear That? It's Feedback Talking
We receive all kinds of feedback every day. There's the large commission check that makes you feel on top of the world. There's the honking horn that tells you the traffic light turned green while your mind was wandering somewhere else. There's the silence from a valued friend or business partner where there used to be lively conversation. And there's the ghastly screeching noise when the speaker with the microphone gets too close to the amplifier. 
These are all useful – well, maybe not the screeching sound system. Feedback is a natural result of action. Once youbegin to … (1 comments)

the real estate game: Get the Message? - 03/21/11 09:22 PM
Did you ever play a game where someone reads you a short paragraph, then you tell someone else what you heard, and that person tells another? After about four or five people, the story is nothing at all like the original. The message is completely garbled! And that's with everyone trying to remember the details.
Message
Now suppose the person sending you messages is yourself. Do you think that can get garbled? We all hear an inner voice – a message – about what we should or should not be doing. But we don't always pay attention because there's so much … (7 comments)

the real estate game: Is Your Swing Smooth? (Or Are You Hooking and Slicing Your Way to Real Estate Hell) - 02/20/11 12:56 PM
If you’ve been with me for a while, you know I'm a golfer – I love the game, and work at improving every time I play.
One thing I've learned is that there's a rhythm to it, just like dancing (which I also love!). And when your swing is smooth, you have a better chance of hitting the ball cleanly, and having it go where you want it to.
But if you start your swing and then hesitate – well, you might hook it, or slice it, or even top the ball and watch it dribble just a few … (10 comments)

the real estate game: Finish Strong in 2010 – It's Clean Up Time! - 10/07/10 08:16 PM
There's no question, the last couple of years have been tough in the real estate business. But that doesn't mean you have to buy into a doom-and-gloom state of mind. No matter what your year has been like so far, it is within your power to elevate your game and finish 2010 strong.
So what's holding you back? There could be many reasons. Your game can get sloppy if you’ve been in the business for 15 or 20 years. Or, for whatever the reason, you didn’t take the time to learn good skills and techniques - you just started running, chasing … (10 comments)

the real estate game: White Rabbit Syndrome - Do You Have It? - 09/04/10 05:57 PM
You probably remember the white rabbit from Alice in Wonderland – he was always rushing around and saying, "I'm late, I'm late, for a very important date. No time to say 'Hello,' 'Goodbye.' I'm late, I'm late, I'm late!"

Cute in a cartoon. Not so funny if that is your life…and for too many real estate professionals these days, it is everyday life.

Our industry is sick, and I'm not talking about the fact that the market is in trouble. I mean that the real estate industry is breeding people who become emotionally and physically ill. There is so … (9 comments)

the real estate game: How to Recognize and Overcome Objections in Real Estate - 06/02/10 11:23 AM
When a prospective seller says, "I need to interview other agents," do you know how to turn that objection into a signed listing agreement?
Overcoming client objections is a major challenge for many agents. There are two factors at work here, and one of them will be very familiar to you. It's our old enemy, the psychic vampire. This time we are taking on fear. Fear of not having the right answers, fear of losing a listing, fear of losing a sale. By now, you know that defeating this – or any – psychic vampire is not that complicated. You recognize … (39 comments)

the real estate game: Do You Control Your Time, or Does Time Control You? - 05/04/10 11:25 AM
How often have you said, "I just don't have the time," or "I can't, I don't have the time," or "I'm exhausted, I just don't have the time to get it all done." These are all symptoms of trying to do too much and not prioritizing. The result, too often, is that you don't get anything done, or do it haphazardly and make mistakes. Imagine trying to cook dinner, negotiate for a client on the phone, clean up spilled milk, change the baby's diapers, and balance your checkbook, al while walking the dog, helping your son with his homework, and listening … (10 comments)

the real estate game: Planning to Succeed? - 12/11/09 02:42 PM
You have a goal…great! But do you know how you'll reach that goal? If you get in your car to drive somewhere that you've never been before, what's the chance you'll get there without a map or directions or a GPS? Or if you go online to buy a pair of running shoes for your sister but you don't know what brand or size she wears, what's the chance that those shoes will have to be returned?
You get the idea – if you don't plan first, you probably will have trouble achieving even the simplest of goals. But when … (4 comments)

the real estate game: What Happened When 17 Realtors Got Mean About Earning Green? - 10/28/09 11:09 AM
This blog post serves one purpose.
To give you perpective of what happens when agents who at any level of this business from anywhere in the countryget mean (not nasty) and serious about what it takes to earn green!
Download it.I've recorded 3 or 4 stories from agents, probably people you know, and have done business with, or at least, you know someone like this, who sunk to the bottom of the business or risen from the depths to the top.
The stories you're about to hear, come from a group of17 Realtors who over the last 30 days 'played' to … (5 comments)

the real estate game: "Win A Free Pass To The Real Estate Game" - 08/26/09 08:03 PM
I've received a lot of great feedback from some really frustrated Realtors who want a way out of this mess. Seems the message in my newest report really opened some eyes.
After reading "7 Deadly Mistakes Stopping You From Getting What You Want From The Real Estate Business"... a lot of people got the picture and instantly knew they had to do something to fix their real estate careers. But for some, knowing what to do and "doing it" consistently and effectively is another story.
That's why I used the "proven real estate success formula" I developed from years of experience … (21 comments)

the real estate game: The Winning Formula - 04/10/09 02:22 PM
These days you can find a formula or "best way" for just about anything – the best words to use in a listing, the best kind of sign to put in the ground, the best way to save money at the grocery store, or the best barbecue sauce. You could get the idea that you don't have to think much at all, just follow a formula.
Which, of course, is not true at all. A formula is like a recipe – ingredients that you combine in different ways and different proportions to make exactly the right combination for you. Not only … (3 comments)

the real estate game: How Are You Doing So Far? - 03/31/09 08:38 PM
Check the calendar; we're already three months in to the year. How are you doing with your plans and goals for 2009? If you made resolutions at the end of 2008, have you been able to keep them? If you’re like most people, those easier goals are probably either accomplished or in reach. The ones that were more like wishes, well, they probably haven't happened yet. In other words, you are quite normal!
But is that enough? If part of your plan for 2009 is to not just to survive but to actually thrive and grow your business, then take a … (5 comments)

the real estate game: Playing The Game Like Tiger - 03/10/09 09:01 PM
Would you like to play your real estate game like Tiger Woods plays golf? Ask most real estate agents that and the answer you'll get is, "Of course!" But really, we can all play like Tiger, even if we don't win like he does.
If you're like me, it could take you three (or in many cases MORE!) shots to get down the fairway and onto the green. Not every shot goes where I want it to go, yet I keep swinging away, not always shaking off the bad shots or refocusing, and hitting again to get closer to my goal. Not … (6 comments)

the real estate game: Get Back in the Game - 02/04/09 12:32 PM
 

It's about this time each year that some people start slipping away from the goals they made. The focus has become fuzzy, and other things have come along to distract them from visualizing their goals clearly. The gym where they signed up and vowed to go work out five days a week? Well, they've been busy, the weather's been bad, and they haven't been there in a while. The Realtor who was going to devote a portion of every day to prospecting? Well, life's been crazy lately and it hasn't worked out that way, but really, they plan to … (1 comments)

the real estate game: Mission...POSSIBLE - 01/28/09 02:42 PM
Do you remember the old TV show, "Mission Impossible"? I know there have been a couple of movies, but I'm talking about the original version. A team of professionals took on a seemingly-impossible mission that helped save the free world. Each person had a specialty, and each was trained to complete a specific part of the mission while coordinating with the others. The solutions they came up with were creative, unexpected, and successful. They did not accept anyone else's belief that the mission was impossible; they knew it was possible. They knew they could do it, and they did.
Some days … (2 comments)

the real estate game: Panning for Gold - 01/22/09 03:40 PM

Remember the pictures you've seen from the gold rush days? People sat by the side of a creek with a flat pan, dug a shovel's worth of gravel from the streambed, and swirled it around in the pan. Then they patiently poked through the grit looking for a glint of precious gold. Hour after hour, day after day, they repeated the process over and over, as they panned for gold.
It's the same when you are prospecting, except that your "gold" is an appointment. When you set an appointment to meet with a prospective buyer or seller, it's like finding … (6 comments)