working with sellers: 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)

working with sellers: Adventures in Selling ... a guest post - 03/02/12 09:26 AM
Adventures in Selling ... a guest post
This week I want to share with you the story of one of my friends.  Let’s call her Polly, to protect her privacy.  I’ve known Polly for many years, and value her opinion.  Although this Zebra Report is a bit long, I think it is well worth the read to see what Polly’s experience was.  Here’s Polly’s story!
Given that I’ve been friends with the Zebra lady since long before she became a zebra, I have learned one very important lesson about real estate:  Pick your agent very carefully.  We’ve put our … (2 comments)

working with sellers: How Much Money Have You Given Away? - 02/17/12 09:23 AM
How Much Money Have You Given Away?
Real estate is unlike many professions in that clients feel comfortable – and often compelled! – to reach into our pockets for a slice of commission pie.
I don’t think many of us would feel it’s appropriate to ask any other service provider to reduce their fees.  Yet consumers regularly ask their real estate agent to offer them substantial discounts.
Each year when I begin working with my coaching groups, one of the things I review with them is their gross commission income and the number of transactions they have completed.  As we … (0 comments)

working with sellers: Peak Performance ... Part 2! - 01/20/12 12:29 PM
Peak Performance ... Part 2!
Last week I spoke about the concept of peak performance, and some of the attributes that define peak performers.  Today I want to continue that discussion.
Remember, peak performers are those individuals who have developed and leveraged their skill sets in order to achieve the maximum potential results in their area of expertise.   Peak performers are found in all socio-economic classes, all over the world.  Neither race, nor gender, nor sexual orientation is a barrier to peak performance.
You might also remember from my last post that I firmly believe that peak performers are not … (2 comments)

working with sellers: A Focus on Working with Sellers: Articulating Your Value - 12/12/11 12:55 PM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers. 
Are you ready to build your skills?  Let's take a look at this week's videos and tools.
The First Seller Meeting | Articulating Your Value Part two of “Working with … (1 comments)

working with sellers: A Focus on Working with Sellers: What do sellers want from their agent? - 12/05/11 02:21 PM
December 2011: A Focus on Working with Sellers Today's sellers have high expectations of their real estate agent.
Do you make the grade?
Join us for our series on “Working With Sellers”, in December of 2011. We’ll share our ideas on the most effective ways to build strong seller relationships, tell you what sellers really expect from you (you might be surprised), and provide tips for working with overly optimistic sellers. 
Are you ready to build your skills?  Let's take a look at this month's videos and tools.
Overview | What do sellers want from their agent? Welcome to our series … (0 comments)

working with sellers: A Focus on Follow-up: Annual Client Reviews - 10/24/11 03:46 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)

working with sellers: A Focus on Follow-up: Free Client Survey - 10/17/11 05:52 PM
October 2011: A Focus on Follow-up Are you a client communication crusader ...
... or a failure at follow-up?
After years of working with clients and consulting as a peak performance expert, there's one fact that never changes: agents who neglect their clients or lack strong communication skills also lack a strong, sustainable business.
Do you have a plan for client communication?
Whether you're working with buyers or sellers, there are some simple "must-dos" in the world of communication and follow-up. Join us this month to learn how to build a plan, create the necessary tools, ask for feedback from your … (2 comments)

working with sellers: Powerful Home Presentation Tools - 05/17/11 05:12 PM
POWERFUL HOME PRESENTATION TOOLS
This is the sixth article in my series on powerful listing presentations. So far we’ve covered pricing, communication, technology, and marketing. This week’s topic is home presentation & photography.
Humans, by nature, are visual creatures. What we see with our eyes is what tugs at the strings of our heart, and engages us emotionally. Because of this, visual cues are extremely important in real estate – it’s the way we first connect buyers to homes, and it’s the way those buyers ultimately move beyond simply looking at homes, to mentally creating new memories in that home … before they even … (0 comments)

working with sellers: Powerful Print Marketing Tools - 04/26/11 11:59 AM
POWERFUL PRINT MARKETING TOOLS
This is the fifth article in my series on powerful listing presentations, where we’ll be covering pricing, communication, technology, marketing, and home presentation & photography.
This week I want to discuss the power of your print marketing tools … and why you simply must spend time creating a portfolio of materials that represents your professional expertise and shows your sellers exactly how you’ll market their home.
As I’ve said in each of the previous Zebra Reports about listing presentations, sellers want to see how you are going to sell their home. They expect you to outline the steps you will take, and they want … (4 comments)

working with sellers: Powerful Technology Tools - 04/20/11 01:17 PM
POWERFUL TECHNOLOGY TOOLS
This is the fourth article in my series on powerful listing presentations, where we’ll be covering pricing, communication, technology, marketing, and home presentation & photography.
This week I want to discuss powerful technology tools and the importance of these tools in your listing presentation.
Regardless of whether technology is important to you in your personal life, you must step up to the technology plate when it comes to your business. In today’s world, providing the widest possible array of online marketing tools is critically important to your success as a listing agent.
Here’s why: Sellers are hiring you to expose their home … (2 comments)

working with sellers: Powerful Client Communication Tools - 04/11/11 04:15 PM
POWERFUL CLIENT COMMUNICATION TOOLS
This is the third article in my series on powerful listing presentations, where we'll be covering pricing, communication, technology, marketing, and home presentation & photography.
This week I want to discuss powerful client communication tools and how they will enhance your listing presentation.
Many sellers say that one of their biggest frustrations and challenges is agent communication. In my company we often talk with seller focus groups, and communication issues come up over and over again. Here are some of the things that sellers tell us:
"Once I signed the listing agreement, I rarely heard from my … (4 comments)

working with sellers: Powerful Pricing Tools - 04/01/11 02:28 PM
POWERFUL PRICING TOOLS
In last week’s Zebra Report I talked about the importance of having a powerful listing presentation that covers five critical areas: pricing,communication, technology, marketing, and home presentation & photography. This week I’m going to look at the first of those categories – pricing – to illustrate how powerful pricing tools can enhance your listing presentation.
What pricing tools do you take to your listing presentation? Most agents take a CMA … but I actually believe that a CMA doesn’t provide the right information for your clients to get a good idea of how to price their home. Successful listing agents understand – and provide to their … (41 comments)

working with sellers: Polish Your Presentations! - 04/01/11 02:25 PM
POLISH YOUR PRESENTATIONS!
Gone are the days when you can simply show up at a listing presentation with data from your MLS that shows comparable homes. Today’s savvy sellers require much more information. They expect an in-depth analysis of their local market. They want a customized marketing plan, tailored to their home and their needs. They want to know they are hiring an expert. And if your listing presentation isn’t one of your most powerful tools, you’re going to lose the listing.
One of my new coaching clients recently shared her frustration with me.  She simply isn’t converting listing appointments into listings.  The questions I … (5 comments)

working with sellers: Ask Denise: The Realities of Keeping a Listing on the Market - 03/30/11 04:51 PM
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working with sellers: Connect the Dots - 02/10/11 05:29 PM
CONNECT THE DOTS
Let me tell you my newest story about customer service. Or in this case – the lack thereof.
It began during the holidays, with my entire family at my house. My family members arehockey fanatics. They live and breathe hockey. On this particular day, there is a very important hockey match on television and they are desperate to watch it. The problem is, the only way to watch this match at my house is if we have purchased the cable package that includes the NHL channel. Which we have not.
My husband, wonderful man that he is, disappeared for a … (2 comments)

working with sellers: Featured Product: Successful Closings - 02/02/11 03:58 PM
FEATURED PRODUCT: SUCCESSFUL CLOSINGS
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: Successful Closings

Create a memorable experience for your buyers and sellers and keep them coming back for more! Learn what your clients want from you during this critical time.
AUDIO PRODUCTS AVAILABLE FOR DOWNLOAD: Click on a title to view and purchase
How-to Series:
How to Hold a Successful Client Appreciation Event How to Turn Floor Calls into Commission Checks How to Manage Your Tasks, Not Your Time How to Build Your Business Using an Assistant … (0 comments)

working with sellers: This Week’s Featured Product: How to Handle Any Objection - 01/10/11 01:52 PM
FEATURED PRODUCT: HOW TO HANDLE ANY OBJECTION
We’ve lowered our prices on several of our downloadable audio products! Many now just $19!
This week’s featured product: How to Handle Any Objection

This CD will teach you how to handle objections in a way that will have you excited for the next one.
Objections are a person’s way of getting more information, stalling or getting ready to buy or sell. Learn these differences and you are home free. This CD will go through every possible objection while selling real estate and show you the successful way to handle every one of … (0 comments)

working with sellers: Turn Lost Opportunities Into Realized Opportunities: The Need for a Detailed Communication Plan - 01/05/11 05:12 PM
TURN LOST OPPORTUNITIES INTO REALIZED OPPORTUNITIES: The Need for a Detailed Communication Plan
In the last two Zebra Reports I’ve been talking about the idea of Lost Opportunity and what it means to your business. Lost Opportunity business is business you can have, and it is income you should have. Don’t lose those opportunities simply because you didn’t have a plan to keep them in your pipeline. No more Lost Opportunities in 2011!
What’s the one essential thing that I think you must have?  A communication plan—as part of your overall business plan—that will solidify your relationship with your past, current and potential clients.
Recently, an agent I work with … (3 comments)

working with sellers: Want to Increase Your Business? Answer Your Phone! - 12/10/10 12:39 PM
WANT TO INCREASE YOUR BUSINESS? ANSWER YOUR PHONE!
Recently, we had a discussion at our office meeting about a new trend that we’re seeing. It’s happening more and more. And it’s detrimental to an agent’s business. The new trend is agents not answering their phone. They are simply letting calls go to voice mail rather than answering the call.
We decided to test our theory. We literally called 100 agents. And we talked to—I mean actually talked to—about eight people out of 100 calls. We were floored. Don’t believe me? I challenge you to pick up your phone and call 25 agents … (3 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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