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Thriving In Any Market Through Relationship Building

Marketing, Motivation, Real Estate
If you have done the job of building an honest, customer oriented business, your clients would not consider using someone else. You have built a relationship. You have earned loyalty. Walter Sanford, real estate training coach, states “every top sales person in this country spends one to four hours per day generating leads”. He further states, “If you are not doing that, get out of the business”. Generating leads is the first step to building a relationship with a new prospect. That prospect if treated properly is worth not just his property needs but the needs of his circle of friends. Think of a small pebble being thrown into the lake. The first time it hits the water, it makes a small dent in the surface and then in a…
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Your New Year’s Resolution Checklist

Career, Marketing, Motivation, Real Estate
You and I made our plans for the New Year and how are we doing right now? In the event your phone, e-social media tools are not getting you the robust business you currently desire, here are some resolution checklists that will create more results for you. I’ve set my Budget and Business Plan for 2011. _____ You must make a good estimate of your potential commissions based on prior year’s history. You must pull out last year’s expenses and review those in order to have a "reasonable budget". It is easier to say yes, when you feel your decision is based on data with a foundation rather than what you hope might occur. Prospecting Calendar is in place and my appointments are set for 2011. _____ Personal marketing in…
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TREC “Don’t Do These Things” List

Career, Real Estate, TREC
I’m not professing or holding myself out to be a police of TREC violations. I am offering some friendly reminders to my colleagues and customers whom I know always want to do the right thing but sometimes we need a refresher on the basic “do not do” list. When negotiating contracts that bind a sale, option, lease or rental of any real property, a licensee shall use only the promulgated TREC contract forms with the exceptions of an agent representing herself as a principal, not as an agent or prepared by an attorney. A licensee cannot offer or give legal advice which also includes giving advice or opinions as to the legalities of any contract or any form that affects the title to property. We don’t give opinions about the…
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Systems in a Real Estate Office: Common Agent Mistakes

Career, Real Estate
Systems are the saving grace for keeping your broker, agent, manager, buyer, seller, title company, mortgage company, inspector, appraiser, surveyor out of trouble. Knowing that systems work why do we sometimes get sloppy in keeping systems in place? Here are some definitive suggestions that have come across in conversation with long time pros that every office should consider to "stay out of trouble". Allowing real estate licensees to give an IABS, Information About Brokerage Services, to the seller or buyer at the time of contract. The information in the form was intended to be given prior to any substantive conversations taking place. Commercial agents readily state they hand over the IABS to the buyer at the same time the agent writes the lease or offer to purchase contract. They have…
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