‘We have buyers ready’: the worst lies agents tell clients

A while back, I came across an unexpected opportunity to take on a client in an area where real estate agents prospect fiercely and relentlessly — and sometimes fib a bit to gain listings.

How your sleep schedule affects your real estate business

Being a morning person or a night owl is really “a thing,” and you should let your clients and colleagues know which one you are.

Are senior citizens our greatest untapped, under-served market?

As the daughter of two nonagenarians (90-something-year-olds), I spend a lot of time with old people whom I refer to as elders. Sometimes people aged 55 to 100 get lumped together as senior citizens, but when we discuss the housing needs of this group,…

Do buyer ‘love’ letters risk violating fair housing?

Writing a love letter to a seller isn’t illegal, but if we discourage buyers from writing them, we might help promote fair housing. This year marks the 50th anniversary of the passage of the Fair Housing Act, and as such, we need to take a good hard look at the practice of using buyer “love” letters to win a home.

Why you don’t need to use fear tactics to sell your services

As a group, there are definitely a few things real estate professionals, and by that, I mean those of us who sell real estate, should avoid. We don’t need headlines like “8 reasons selling without a real estate agent is a recipe for disaster.”

Agents, stop hating Zillow and embrace it

There are a lot of real estate agents who dislike Zillow because, in many markets, Zillow has all of the listings and then some. Zillow has changed quite a bit over the years. It’s become a valuable resource for buyers, sellers — and their agents. But so many agents stubbornly snub Zillow simply because they don’t like it. 

How listing agents should modernize their value proposition to compete

With inventory levels at historic lows across the country, it would be really easy for real estate agents to blame their lack of seller leads on the listings shortage.

How to reject a homebuyer’s offer respectfully

It’s time to talk about the correct way to reject offers on homes for sale when there are multiple offers. I have written a few offers that have been rejected because the seller got a better offer. It is to be expected, and it happens. It’s part of the…

What if real estate was more like the health care industry?

When I look at the medical industry, I feel good about being in real estate. It’s competition that makes us try harder and do better. We need to provide excellent customer service if we want to stay in business, and we only get paid after the outcome — and only if it’s a positive outcome.