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Objection Handling

Objection Handling

The Selfish Behavior That Is Killing Agent Productivity

Being a coach means playing lots of different roles – teacher, mentor, motivator, accountability partner. And sometimes, psychologist-slash truth-teller. In other words, sometimes I’ve got to cut through the BS and call people on the stories they’re telling themselves. So let’s walk through a common conversation I have with agents who ask me for advice […]

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The Consumer Deserves Better. Here’s What YOU Can Do About It…

Are you the best agent in your market? Most agents I talk to would say yes, they are. And it’s not an ego thing. It’s the pride they take in their work that pushes them to provide better service than other agents. I’d go so far to say that in a highly competitive industry like […]

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10 Tips to Help You Pick Up the Phone and Make Your Damn Calls!

You might want to bookmark this one. Because at one point or another, we all get in a funk and don’t feel like picking up the phone and making our calls. We make excuses. We procrastinate. We find something else that’s supposedly “urgent.” That was the case for one of our coaching members recently. He […]

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3 Steps to Setting Realistic Buyer Expectations in Today’s Ultra-Competitive Market

“Boy, that escalated quickly.” –Ron Burgundy The Broke Agent recently compared the current landscape for buyers to the giant fight scene in Anchorman – and he’s not exaggerating much. Listings today seem to generate tons of offers, leaving one party victorious and countless other potential buyers defeated, disappointed and licking their wounds. Your job as […]

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7 Options You Should Give Every Homeowner to Get More Listings Today

It’s safe to say many homeowners today are operating by the expression, “A bird in the hand is better than two in the bush.” In other words, they’re content having a place to call “home” during these crazy times even if they’d prefer to move somewhere else. With so much being made of the low-inventory […]

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Why You (Too) Should Accept My 90-Day ‘Hour of Power’ Challenge

One thing about my role as a coach is I love to see improvement. So if someone reveals a weakness to me, I’m not gonna just “let it go.” I’m going to confront them and challenge them to make things better. Such was the case recently with one of the Rockstar team leaders in our […]

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What to Do When Your Listing Isn’t Selling… Even in Today’s Hot Market – #TomFerryShow

“But everything we hear, the market is crazy… Everything is selling quickly for top dollar. Why haven’t you been able to sell our house?” This is not a fun conversation to find yourself in. But it’s an occasional reality of today’s market. For whatever reason – location, price, quality – certain homes seem to be […]

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10 Things Real Estate School Didn’t Teach You… But You Need to Know

It’s some of the best advice I ever received… When I was about 20 years old, my mentor W.E. “Bill” Mitchell told me: “Don’t focus on money. Focus on learning everything you can about your chosen field.” And I think that advice is just as applicable to you as a real estate agent as it […]

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