Author : Mike

You showed the homes, you got them qualified with a lender you trust and they finally found the home. Now it’s time for you to really shine. How to present offers. It is my understanding the NAR says the best practice is to present offers face-to-face. In the Pacific Northwest, that’s not the norm by […]

There are tons of books about decision-making and I’m not going to suggest this is going to be comprehensive.  How we make decisions. You are not as logical as you think. Sorry, didn’t want to hit you right off the bat there but it’s true. Your clients aren’t either. So stop expecting it. I’ve covered […]

Slug Bug! Have you ever played that road trip game where you get to punch someone in the arm whenever you call out a Volkwagon Bug? Just me mentioning this will cause you to see more bugs on the road today. And that is the reticular activator. Why do we care about the Reticular Activator? […]

Let’s say the average commission is $6,000 and people move on average every 7 years.  Client A buys today, you get $6,000. Today’s value of a client is $6,000. Client A sells in 7 years and they buy. (Let’s forget inflation for this situation.) You get $6,000 on the sale and maybe $8,500 on the […]

The Holy Grail in this business is for people to come to you without you doing a thing. It is the dream of all agents. The only way that happens is if you build a spear that trusts you and has the personality to find clients for you. Sphere or Database? Imagine if you knew […]

Jerry Seinfeld has a routine where he talks about weddings. The bride is in a gorgeous one of a kind dress and all of the bridesmaids are in something hideous to make the bride look wonderful. On the groom’s side, they have all dressed alike. That’s in case the groom runs off, the groomsmen all […]

In general, the more you act yourself, the better off you are as a real estate agent. A lot of agents get trapped trying to look a certain way. They try to give off a sense of success that isn’t there or is built on something they don’t want. Constantly trying to hide who you […]

“How do I find new prospects?” I hear this so often from agents that I decided to jot down some ideas. While some/many might seem obvious or even redundant to you, I guarantee some of the variants of these ideas are mind-blowers to some agents. Put everyone you know of into a database and contact […]

Let’s start with the question that everyone asks. Which CRM is the best? In the end, it is the one that you will use day in and day out. beyond that, it’s really about what you have the budget for and what it will give to you. I have worked with several CRMs, and they […]

You might be surprised to hear that Open Houses have very little to do with selling the home. It’s about prospect generation. New agents think it’s important, the public thinks it’s important and when agents finally realize why you really do open houses, they just go along. The seller is happy and the agent is […]