How do you ‘sell’ a price reduction to your real estate clients?

We all know that “adjustment” means reduction, don’t we? Dress it anyway you like, it is going to be difficult for many of us to mention the subject. As a professional, I assume the role of director and lay the ground work from the outset …

Why homesellers shouldn’t accept buyer ‘love’ letters

They’re called buyer letters, cover letters or simply “love” letters. They’re the missives put together by hopeful buyers to try to convince sellers to pick their offer, often providing details on the buyers and gushing about how much they love the hom…

Why didn’t the house sell? Your marketing might be the problem

Every house has a price at which it will sell! Whether that price appeals to the seller is another matter. Fundamentally, if a house does not sell, there are only two logical reasons to explain why it did not sell …

4 buyer unknowns agents can battle with preparation

Real estate philosophers give us many prices of advice regarding how we manage our business. Many tell us to focus on listings (listers last) so that we can control the inventory …

How to revise your strategy on a home that’s not selling

Your hands are sweaty, your throat is dry and your heart is pounding as you approach your listing clients to talk about something they’re not going to like: reducing the price. Take solace in the fact that you’re not alone …

Where should real estate agents draw the line with listing clients?

An accurate Indeed.com real estate agent job posting would have a separate listing client qualifications column: “Must be prepared to dole out repair advice and provide emotional support. A certificate in cleaning preferred.” These non-transaction-rela…

Podcast: 5 listing agent tips to help you crush the next decade

Imagine listing 1,000 houses for sale each year for the next 10 years. How would that feel? How would that improve your professional and personal life? The following five listing agent tips shared by Knolly Williams will help you achieve your goal of l…

Liked or loathed: Does agent reputation impact values?

How many times has this happened to you? Your clients call (or text or email) and want to go see the new listing that just popped up in their feed. You open up MLS, look up the listing — and it is perfect for them — so you go to set the appointment …

Podcast: 8 keys to mastering the real estate listing presentation

Are you ready to learn how to master the real estate listing presentation and close more real estate listings when you get in the door? The following eight keys to mastering a real estate listing presentation come from Brian Weast — a top-producing Da…

How to convert noncommittal clients and cure commission woes

How do you handle the seller who calls, and the first question he asks is, “How much do you charge in commission?” Or how about the buyer who calls on your listing, and when you offer to show her other properties she says, “We’ll just call the listing agent.” …