Articles, Advice & Awesomeness

If you’re looking for long-term career success in real estate, I want to make something clear to you: You are NOT a real estate agent. At least, that’s not your primary occupation. What you ARE is a small business owner. Real estate brokerage is simply the service your company provides, the product that you sell.

Customers that are referred to you are more likely to be high-value and pay full price.

Studies show that most real estate agents are nowhere near the breakpoint of contacting their sphere "too much."

The foundation of the concept of relationship marketing is that there is a difference between a “transaction” and a “relationship.”

It can be tempting to emulate all the newest trends in marketing, but when does it make sense to stick with the tried and true strategies?

Relationship marketing is about more than just building relationships, it is equally important to turn those relationships into business with "Call to Actions."

Leverage techniques from the food service and hospitality industries to maximize your repeat business.

Only 1 in 9 people move each year. Your sphere marketing needs to focus on generating referrals from your contracts as well as future business.

Discover the secrets to becoming a one-in-a-million Realtor® by answering 6 crucial questions on specialization, niche marketing, and unique selling propositions. Stand out from the competition and build a thriving real estate business tailored to your expertise and target audience!

Most agents claim they want to be a “Realtor for Life,” but saying it and making it happen are two different things. If you want your client relationships to be long-term, the key is “commitment.”

The best way to improve your odds of winning is to compete more often. If you give yourself more chances, you'll have more success!

To overcome the perceived risk in making a referral, you have to be willing to make a personal commitment to help assure your sphere that anyone they refer to you will have a satisfactory experience.

Having a defined USP provides you a strategic direction on which real estate professionals can base all of their marketing and branding decisions.

It's an outstanding feeling when someone in your sphere refers your services to a friend, family member or co-worker. But getting the first referral is just one step in the process of earning endless referrals.

Offering something free to attract a customer is one way sales and marketing professionals practice “risk reversal.” No matter what you sell, there are a variety of hurdles between you and the successful close of a prospect into a customer. If you remove money from the equation, you’ve often removed the largest blockade between you and your potential customer.

Direct mail can be more costly and time consuming than e-mail and social media. But the return on investment is much higher, and there are many good reasons why.

Pretty much every real estate agent has been told at some time or another that their sphere of influence is too small. There are thousands of articles out there giving you advice on the various people you can add to your database to increase your sphere (there's at least one on this website). But where are all the articles telling you that your sphere shouldn't just be BIGGER, it should be BETTER?