denise lones: Don't Let Vertical Homes Shrink Your Buyer Pool - 10/17/14 10:32 AM

Don't Let Vertical Homes Shrink Your Buyer Pool
During my Club Zebra call this week, I had a wonderful question from my client Laurie Way about how to market and sell unique properties. She mentioned that she often has multi-level properties listed, which are abundant in her Seattle real estate market. Her challenge is that open houses are not effective as the open house format because potential buyers are tiring from the number of stairs instead of focusing on the other great features of the property!
This question took me right back to my days of selling new construction, … (1 comments)

denise lones: The Lead Generation Triangle - 10/14/14 12:42 PM

The Lead Generation Triangle
Whenever agents ask me what the best kind of lead generation method is I have to answer with the same two words every time, "It depends."
Great lead generation depends on so many factors and it has to match your personality, your skill level and your interest level. If you have no interest in sitting at open houses then you should not be doing that for your lead generation method. You won't be able to sustain them and your energy at the open house will be low. Buyers that come through the open house will … (2 comments)

denise lones: Your Niche Marketing Road Map - 10/03/14 11:13 AM

Your Niche Marketing Road Map
If you enjoyed my Zebra Report last week on targeting a niche market, you are going to love this week's article on taking the steps to actually hone in on a niche market and determine a marketing plan to get your phone ringing!
If you are thinking that the idea of a niche market could be a good fit for you, we recommend you follow these four steps.
Look at Your Resources
Your resources are your area in terms of geography and people and your experience. For example, say you live in our area - … (30 comments)

denise lones: Use Your Life Resources to Develop a Strong Niche Market - 09/26/14 02:06 PM

Use Your Life Resources to Develop a Strong Niche Market
Niche marketing is something that few agents choose to do. However, the ones who do it well will tell you that it was one of their smartest business decisions. Agents are leery to name and claim a niche because they worry that it will limit their business. But remember, specialists are in-demand and agents who specialize in and claim a niche market often do much better than generalist agents and the way to tackle this is to slowly build it into their business until the niche is strong enough … (0 comments)

denise lones: Helping Sellers Get Realistic About Price - 09/19/14 11:24 AM

Helping Sellers Get Realistic About Price
Unrealistic sellers have been a big challenge for real estate agents for decades. It is common for sellers to have a different view of their home value than the market does. The difficulty comes when it is time to get the home listed and the seller believes that they are leaving money on the table if they listen to you and list their home at the price you recommend. Even though they did call for your expert opinion, many sellers discount your expertise when they don't like the price recommended.
Real estate is … (3 comments)

denise lones: The Pulse of the Market - 09/12/14 11:49 AM

How to Benefit from the Pulse of the Market
Agents have been contacting me these past few weeks asking me when the market was going to come back.
I didn't realize it had gone anywhere.
I wrote about the strength of our market a few weeks ago, but it seems that any time the market takes a pause or a breather, agents will become concerned. However, a healthy real estate market ebbs and flows with fast and furious moments and times that are slower. Many areas have been experiencing a slightly slower period during the last few weeks of … (0 comments)

denise lones: Celebration Time - Come On! - 09/05/14 12:07 PM

Celebration Time - Come On!
Client appreciation events should be an integral part of every agent's annual business plan. They are a superb opportunity for you to thank your clients for their business - and their friendship! You may be shocked at the number of leads and referrals a client appreciation event can produce.
A successful client appreciation event requires careful planning. If you want to hold an event before the end of the year, don't waste another minute! Planning must begin now.
Regardless of the time of year you wish to hold your event, there are a variety … (0 comments)

denise lones: Flipping Out About Flipping Homes - 08/29/14 01:52 PM

Flipping Out About Flipping Homes
The TV shows make it look so easy. Who wouldn't want to take a home, make it look stunning, and flip it for a profit? As real estate agents, you have probably been asked by a buyer or investor to find them the perfect "flip house."
According to Realty Trac's U.S. Home Flipping Report, fewer single family homes were flipped in 2014, falling to a two year low. Almost 5% of U.S. single-family home sales are comprised of flips, but that number is down from 6.2% in 2013. This decline is expected after the … (2 comments)

denise lones: New Construction: 5 Trends You Need to Know - 08/26/14 09:26 AM

New Construction: Trends You Need to Know
As real estate professionals we are trained to keep a very close eye on changes in the housing marketplace. But we also need to pay particular attention to what is happening in the world of new construction, as construction trends can have a dramatic impact on the housing market. Here are five important trends we've seen recently in new construction that you may find interesting.
House Size Decreases
When the real estate market is booming house sizes seem to increase because builders and home buyers have more confidence. When the market struggles, the size … (1 comments)

denise lones: The Market Now and What Is Coming - 08/15/14 01:53 PM

The Market Now and What Is Coming
The spring and early summer brought a very robust real estate market in many areas and many price points. Multiple offers became the norm in many markets and agents found themselves busier than they had been in years. The market was moving, buyers were out looking and sellers who previously couldn't sell were finally getting the offers they needed to make a move possible. Pending home sales rose consistently and real estate was back in the media in a positive way.
However, agents in many areas may have noticed a slight slowdown … (1 comments)

denise lones: Seven Steps to the Perfect Buyer Client Experience - 08/08/14 11:02 AM

Seven Steps to the Perfect Buyer Client Experience
If you want to create a memorable buying experience that will have your new homeowners singing your praises, here are seven steps to really enhance the services you currently offer and some ideas of how you can improve some of the things that you are already doing.
Mind the Money
Have you ever watched a home buying show and asked yourself why the real estate agent is showing the buyer homes much higher than their price range? If a buyer asks to see $300,000 homes, assume this is the price range they … (1 comments)

denise lones: Making Goals and Striving to Reach Them: The Pros and Cons - 08/01/14 08:53 AM

Making Goals and Striving to Reach Them:
The Pros and Cons
When I encourage my clients to set realistic goals I also help them set up a strategic plan to achieve them. When a plan is followed, success usually follows! The challenge is when they focus too much on the goal and not enough on the plan.
When setting realistic goals you have to first have a clear vision of what you want to achieve. You then need to be realistic about the plan to reach your goal. The goal is the vision of what you want and the plan … (0 comments)

denise lones: Results vs. Action - 07/18/14 04:57 PM

Results vs. Action
This week I had a few clients who were feeling down about some things that had transpired in their business lately: Transactions that fell through at the last minute, past clients who didn't refer business, and the inconsistent nature of this business in terms of income were all weighing heavily on them.
In fact, not only was this weighing heavily on their outlook, but worry and anxiety were causing their confidence to take a nosedive. As salespeople, confidence is paramount to their interactions with others. When a salesperson loses their mojo, it can cause them to … (2 comments)

denise lones: Delegation: Your Secret Weapon! - 06/13/14 03:19 PM

Delegation: Your Secret Weapon!
One thing that successful real estate agents have in common is the ability to delegate. When we see successful agents who are busy and thriving, one question we might ask ourselves is how they do it all.
The truth is that they don't do it all and that is what helps them to be successful. Learning how to delegate is an essential part of growing your business, reaching your full potential, and is a crucial indicator of your success. When an agent insists on maintaining control of everything their effectiveness is diluted. A smart agent … (3 comments)

denise lones: 20 Real Estate Photography Tips - 05/30/14 08:07 AM

20 Real Estate Photography Tips
First impressions are critical when selling real estate. Buyers and their real estate agents are scouring the internet and the MLS for potential properties and they have to rely on the accuracy - and appeal - of the photos that accompany the listings online. These photos are what attract and capture the attention of the buyers and the real estate agents.
While this may seem like Real Estate 101 and a basic fundamental of marketing you wouldn't know it from some of the photos that are online advertising listings.
Here are some tips to … (8 comments)

denise lones: Rethinking Vacation Coverage - 05/22/14 02:33 PM

Rethinking Vacation Coverage
With the summer months almost upon us, I hope you have planned some time off to have fun in the sun. However, with vacation and time off comes the worry about what will happen with your business while you are away. Or perhaps you wind up promising to give away half your commission for the covering agent but wind up coming home to 95% of the work! This summer, I encourage you rethink how you partner with the agent(s) who cover your business and find a solution that is more reflective of the work that is … (0 comments)

denise lones: Getting the Right People on Your Bus: An Essential Element of Success - 05/06/14 09:12 AM

Getting the Right People on Your Bus: An Essential Element of Success
Great leaders do it, smart business people do it, successful real estate agents do it, even celebrities and athletes do it: I'm talking about getting the right people on your professional bus.
Think of a celebrity in a movie or a singer performing at a rock concert; they all have a team of people who work with them to bring out the best in them. You cannot fill stadiums of people or movie theaters without a team.
Many people in the real estate industry tend to put … (0 comments)

denise lones: Know Your Market: A Telling Look Back! - 04/25/14 08:44 AM

Know Your Market: A Telling Look Back!
A lot has changed over the past two decades in the housing industry. The makeup of buyers, tenants, as well as household formation has all changed dramatically. Here are some changes that are worth noting and keeping track of as time goes on.
There are many reasons people choose to buy or rent. Age and family formation are two of the biggest variables when determining how to live. According to the 2013 Census the estimated median age of a man at first marriage is 29 while the median … (3 comments)

denise lones: Why not Be Unique, Authentic and MEMORABLE! - 04/18/14 09:37 AM

Why not Be Unique, Authentic and MEMORABLE!
Ask any real estate agent that has truly embraced their authentic self in their brand and they will tell you that while it was scary at first, it was probably one of the best business decisions they ever made.
I am not talking about buying a $29 logo online from someone in a foreign country reselling that same logo hundreds of times over. I am talking about having a branding design expert create a cohesive brand identity that visually tells the story of who you are and highlights your area of specialty … (25 comments)

denise lones: My Company's Brand or My Brand, Which Should I Use? - 04/04/14 01:30 PM

My Company's Brand or My Brand, Which Should I Use?
A client who had hired us to create her brand was approached by her managing broker. He didn't understand why the agent hired me to do "branding." His comment? "Why do you need to spend money on that? We have company marketing materials that you can use."
Sound familiar? I bet it does. Many agents and managing brokers believe that all you ever need is generic company-supplied marketing materials. So, why is it so important for you to have your own "brand identity"? Well, first of all, let's define … (2 comments)

Denise Lones, CSP, MIRM, CDEI - Real Estate Coaching & Branding (The Lones Group, Inc.) Rainmaker large

Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding

Bellingham, WA

More about me…

The Lones Group, Inc.

Address: 2200 Cornwall Ave., Bellingham, WA, 98225

Office: (360) 527-8904

Email Me

Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.




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