Fast Real Estate Newsletters

I was talking to an agent who's thinking of quitting the business. She's been a Realtor for about five years...started when the market was still fairly hot, just before the plunge. She said she gets all kinds of leads, but she can't convert enough of them to real business. They either disappear o...

My real estate partner, Lori, was working with a client she called "slow-baked." He took a long time to make decisions. After first contacting Lori in May with his exact criteria, he kept putting her off month after month, saying that he wasn't ready to look yet, with no explanation beyond that. ...

One kind of listening I use in sales is what I call listening between the lines. Here's how it works: When people are trying to make a decision, it's common for them to use qualifiers. Qualifiers are words like "practically" or "many" or "almost". Qualifiers can indicate the speaker is leaving so...

I was given two contradictory pieces of advice early in my real estate career: First, be a trusted advisor, but don't give advice. Second, learn good selling techniques, but don't behave like a salesman. It was like living a Zen Koan-What's the sound of one hand clapping? Like me, many Realtors m...