I had friends over for dinner last weekend and before we sat down to eat one of them requested that I make a martini…shaken, not stirred.  I had all the necessary ingredients but one significant challenge.  I couldn’t remove the lid to the martini shaker. Baby Steps I had been trying to solve my dilemma… Read More

Two stumbling blocks to being among the 20% of  Realtors who transact 80% of the business are in the areas of service and feedback. Not What You Think When I write about service within the context of this blog post, I’m not referring to the service that a realtor provides to a current client.  I am referring to… Read More

I recall one day, early in the 1990’s, encouraging  the first support staff person I had ever hired to attend what was being advertised as free real estate workshop.   She read the syllabus for the workshop and didn’t seem to be impressed.  “Why not attend,” I coaxed, “there’s really no down side…the workshop is free.”  “Nothing is free.”… Read More

Negotiating is an art, not a science.   Below are common characteristics of good negotiators.      1. Trustworthiness – A good reputation equips you with a lot of leverage.      2. Preparation – Be prepared with the facts, statistics and whatever you need to provide yourself with a competitive  edge.       3. Manage Expectations – Under promise and… Read More

In yesterday’s blog post I offered my perspective on the common traits of successful Realtors.  Today I outline guidelines for success. 1. Prospect:  All the knowledge, intelligence, skill, congeniality and care in the world are meaningless if those who are buying and selling homes are not aware of who you are.   You have to prospect consistently or implement a… Read More