Opinion: How to be a totally fearless real estate agent

It seems we as an industry are constantly inviting new variations of discount brokerages into our arena. I remember how bothered I used to get when the newest brokerage of this kind would show up in my market …

5 valuable qualities buyers and sellers crave in an agent

Although buyers and sellers have more access to information about the real estate market now than ever before in history, they still need a real estate agent to help guide them through the process. The majority of people find their agents through their…

5 tips to ensure your cash buyers are legit

In the five years of dealing directly with financially distressed homeowners, I’ve made hundreds of bona-fide cash offers for the purchase of real estate nationwide. In almost every case, it seems that instant trust is automatically built between the s…

6 ways to influence buyers and sellers — backed by science

If you want to be a successful marketer or salesperson, then “Influence: The Psychology of Persuasion” by Robert B. Cialdini, Ph.D., should be required reading. The book explores six universal principles of persuasion so deeply ingrained in our nature …

What you need to offer your clients the best homebuying experience

When it comes to hiring an agent, homebuyers are looking for an expert — someone who can help shepherd them through the entire home-buying process with as few snags or glitches as possible …

Nipping ethics violations in the bud

For high-integrity, hard-working, ethical real estate agents, there’s nothing more frustrating than working with agents who are incompetent, dishonest or just downright lazy. Very early in my real estate career, I discovered that if the deal were going to close, …