Why don’t we think about clients’ specific needs?

Other than that narrow exception that agents make for first-time homebuyers, agents don’t think of clients as having specialized needs that require customized solutions. Instead, agents provide a cookie-cutter approach to standardized service with the same scripts, the same materials, the same programs. That needs to change. Here’s how.

Make it about them: How to win trust and more clients

When meeting with new clients, take a page from other service industries, and focus on their needs first before you launch into a pitch. That way, you can tailor it to clients’ specific needs and win their trust along the way.

How a spirit of generosity will win you new business

Follow the advice of your grandma, and never arrive at a party empty-handed. Contribute to any given situation by giving prospective clients useful information, advice and comfort. They’ll thank you with new business.

Why you should treat everyone like a client from the moment you meet

Successful real estate agents foster a relationship dynamic in which clients and potential clients start thinking of them like their other service providers, such as their accountants, their dentists and their hair stylists.

Do your clients tell their friends about you?

Ideally, your clients should think of you in the same way they think of their regular service providers like their hair stylists, accountants and dentists. Everyone needs a great agent. Here’s what you need to do to shift that mindset in your clients.

Connect/Reflect: Shining a spotlight on my blind spots

Connect isn’t safe. You don’t have anywhere to hide. If you have a deep-seated fear about the future of the industry, Brad’s going to expose it, rub salt in it and then stand back to see how you react. And that’s why I need to be at Connect. …

5 reasons Trump’s tax plan is bad news for real estate

President Trump and the Republican congressional leadership have proposed a new tax bill. The bill consolidates some income tax rates, lowers the corporate tax rate, reduces the tax rate for certain pass-through businesses, eliminates the estate tax an…

Who’s responsible for shortening the real estate transaction?

Brad Inman says we need to improve the real estate transaction. He’s right. The only question I have is who the “we” is. Here’s what I mean. Inman argues in “Why homesellers demand better than a shaky real estate labyrinth” that the growth of well-funded “we will buy your home for cash in three days” companies such as Opendoor point to a screaming need in the industry to simplify the real estate transaction …

Who’s responsible for shortening the real estate transaction?

Brad Inman says we need to improve the real estate transaction. He’s right. The only question I have is who the “we” is. Here’s what I mean. Inman argues in “Why homesellers demand better than a shaky real estate labyrinth” that the growth of well-funded “we will buy your home for cash in three days” companies such as Opendoor point to a screaming need in the industry to simplify the real estate transaction …