Most brokers and team leaders go looking for talent. They should be building it. Four of the top five producing agents in my market are on my team, and not one of them was licensed before they met me. That’s not a recruiting story. That’s a development story, and it repeats every time because the… Read more »
Why Do Most Agents Skip Expired Listing Calls? And What It’s Costing Them
Ask a room of agents who called expireds this week and watch how few hands go up. The excuses are always the same. There aren’t enough of them. They’re all overpriced. They’ve been called a hundred times already. Those aren’t facts. They’re beliefs, and they’re expensive ones. Expired listing calls are still one of the… Read more »
The FSBO Commission Objection Isn’t About Commission. It’s About Net.
Most agents believe a FSBO is trying to dodge paying a commission. That’s wrong, and believing it is exactly why you lose those listings. For sale by owner sellers aren’t anti-agent. They’re trying to protect their net. Nobody wakes up thinking “I don’t want to pay a Realtor.” They wake up thinking “I want to… Read more »
How Do You Win the Listing Before You Walk In? The Pre-Listing Presentation
Most agents spend all their prep time on what they’ll say in the living room. That’s the wrong room. You win or lose the listing on the phone call before the appointment, and by the time you’re sitting at the kitchen table the decision is mostly made. The listing presentation has three parts: the pre-presentation,… Read more »
Listing Presentations That Convert Every Time
Most agents treat a listing appointment like a performance. They rehearse a big pitch, load up a thick binder, and hope they say the right thing. The top producers don’t do that. They treat the appointment like a system — and that one difference is why some agents walk out with signed paperwork while others… Read more »
How to Convert FSBOs Into Listings: Why For Sale By Owner Is Your Biggest Untapped Opportunity
There’s a group of motivated sellers sitting in every single market in America right now, advertising to the world that they want to sell their home — and most agents completely ignore them. They’re called FSBOs. For Sale By Owner. And they are one of the most UNDERWORKED, most MISUNDERSTOOD lead sources in the entire… Read more »
How to Convert Expired Listings Into Signed Contracts: The Playbook Most Agents Ignore
Every single month, a wave of expired listings hits the MLS. Homes that didn’t sell. Homeowners who are frustrated, confused, and — whether they know it or not — in need of a DIFFERENT approach. And every single month, the vast majority of agents either ignore those expireds completely or make one weak attempt and… Read more »
