36-1/2 Rules for CORE Agents
Rules for CORE Agents #7: Talk Less, Listen More
Real estate agents talk too much. It’s sort of an occupational hazard. The whole industry has bought into the idea, for example, of a listing “presentation” as the cornerstone of the industry. That’s why agents get sucked into doing these hourlong “presentations” where they yammer on and on about their 27 point marketing programs and…
Read MoreRules for CORE Agents #6: Stop Annoying People!
The real estate industry has become very good at annoying people. Anytime there’s a new technology for communicating with people, agents seize on the new medium to inundate their clients, friends, and random people they don’t even know with information that those people don’t care about. Take, for example, those emails that go out to…
Read MoreRules for CORE Agents #5: Always Show Up With More Than a Knife and a Fork
Imagine that you were invited to someone’s home for a dinner party. You ring the bell, the door opens, the host looks out, and sees you standing there with a smile in your face, holding nothing but a knife and a fork in your hands. “Let’s eat!,” you say, waving your knife and fork. That’s…
Read MoreRules for CORE Agents #4: Be a Giver, Not a Taker
What do you think is the greatest force for driving sales in any business? If I were to ask you that question, you’d probably say something like marketing, or making cold calls, or developing a sphere, or whatever you just heard about at your last sales conference. They’re all fine answers, but they’re all wrong. …
Read MoreRules for CORE Agents #3: Everyone Moves Eventually
So you’re at an open house. You schlep over to the corner, put up your signs, tie up some ballons. You tidy up, set out your show sheets, and stand expectantly at the entrance waiting, hoping, PRAYING that someone will visit, staring at the door like a sad puppy waiting for his master to come…
Read MoreRules for CORE Agents #2: Everyone Needs a Real Estate Agent
Most people mistakenly think they only need real estate agents when they are buying or selling a home. They’re wrong, obviously. People need real estate agents ALL THE TIME. They need agents when they’re thinking of putting an addition on their home, and want to know whether it’s a good investment. They need agents when…
Read MoreRules for CORE Agents #1: Find Out What People Need, and Give it to Them
Over the next few months, I’m going to be setting out what I call the “36-1/2 Rules for Client-Oriented Real Estate Agents,” a collection of short takes on the CORE concept that I’ve developed over the years of discussing and teaching the system. We’ll count up to the 36th rule over the next few months,…
Read MoreIntroduction: 36-1/2 Rules for Client-Oriented Real Estate Agents — Stop Thinking Like a Salesperson
Over the next few months, I’m going to be setting out what I call the “36-1/2 Rules for Client-Oriented Real Estate Agents,” a collection of short takes on the CORE concept that I’ve developed over the years of discussing and teaching the system. We’ll count up to the 36th rule over the next few months,…
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