“We’ve Found the ‘Perfect House’ – but we Still Want to Keep Looking”…What Do You Do?

By Jim Droz

Pleasure in the job puts perfection in the work.

– Aristotle (384 BC – 322 BC)

CUSTOMER CONCERN: You’ve done everything you were supposed to do: you connected with the buyer, you did your research, and you showed your clients specific properties that exceeded all of their wants. You’re hard work is about pay off as your customer thinks that one of the very first homes you showed them is in fact perfect!

BUT (imagine the sound of brakes screeching to a halt), your customer is worried that they haven’t seen enough homes and there might be one that is “more perfect” out there somewhere.

How do you respond?

RESPONSE: It’s very important to tell your customers that if the home in question is indeed “perfect,” it makes no sense to risk losing it. It’s quite possible that while you’re out showing them other homes (homes that, while they might meet the needs of the customer, might not have that extra something, that intangible, that makes it “perfect”), another buyer may swoop in and buy the “perfect” home right out from under them.

Reinforce with your customers how very lucky they are to have found that “perfect” home right away and that there are plenty of buyers out there who may spend weeks or even months searching for that “perfect” home. Besides, it’s one thing to have found the perfect home, but it’s even more exciting to move in to that perfect home!

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11 Ways to Avoid Realtor Burnout

By Jaime Westman

As a real estate agent, sometimes it feels like you always have to be on the go, always working, always available, always doing something, anything because for all you know there’s someone else out there burning the midnight oil when all you want to do is just take a breath and maybe watch TV or read a book.

What’s the worst that could happen to someone who’s always on the go? Certainly, they make a lot of money, right? They’re outperforming and outselling everyone else in the office, right? So what happens when that candle you’ve been burning at both ends finally runs out? Well, it burns out.

11 Ways Realtors Avoid Burnout

 

One of the first casualties of Realtor burnout is the passion and enjoyment for what you exhausted yourself on, real estate, in our case. Without realizing it, little by little our efforts become less and less effective. As we all know, a miserable and tired agent is one not cashing commission checks.

So how do you go about preventing a real estate burnout? Here’s a list of suggestions and see what works for you.

1. Systematize every aspect of your business. Without systems there would never be enough time to get it all done. Give yourself the ability to work more efficiently! A system that will allow you to improve communication with every segment of your business should be priority #1.

2. Reclaim a sense of balance in your life. Dedicate time to be spent with family, friends, and to enjoy a personal life. That’s what we’re working for n the first place, right? To have the ability and freedom to enjoy our lives!

3. Create a daily work schedule for yourself. For many agents, this provides some needed discipline to get tasks done and to know at what time their work day starts and also at what time it ends. Without a well-defined schedule, you may feel guilty about spending time away from work. This guilt drives many back to the office. Without a schedule, balance would be impossible for many!

4. Share your schedule with your clients. Place it on the back of your business card or on your website. This shared timetable allows your to enjoy your personal/family time without interruption and it would provide you with more energy to provide better customer service to your clients.

5. Schedule a daily workout in your daily plan. Exercise is a great source of energy and mental refreshment. Without health there could be no wealth!

6. Delegate as many of your responsibilities as you can

7. Prioritize your daily tasks. Make sure that the most important and difficult ones are completed first every day.

8. Eliminate time-wasting chores. See how much you can purge from your daily activities. Replace wasteful actions with productive tasks.

9. Make building your individual brand recognition a priority. By being the most recognized product of its type in the area, clients will seek your services and you can spend less time chasing new customers.

10. Develop a system to anticipate problems before they materialize. A problem resolved in its infancy saves hours instead of solving a much bigger crisis later on.

11. Set aside an hour a day per week to analyze and improve your business plan and systems. It might take some time to implement these changes into your business.

When they are in place, I suspect that these changes will not only allow you to enjoy your life, they will also dramatically improve your production!

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Texas Agent “Impressed by the number” of Customers from HouseHunt.com

By Jim Droz

You may have to forgive me, but I simply love it when stories like these come across my desk from one of our agents.

“I just closed my second sale this year from HouseHunt,” said David Olivarez, our exclusive member agent with HouseHunt.com who represents McAllen, Texas.

A long time real estate professional, Olivarez services all of Hidalgo County, and works extensively to help Buyers and Sellers meet their real estate goals. Olivarez is additionally a Certified Texas Affordable Housing Specialist and works with Spanish speaking customers.

“I am impressed by the number of leads that I get weekly from HouseHunt,” David said. “This system has a lot of potential and I look forward to closing more deals very soon.”

I am proud to know that our system is allowing David to increase his income and to expand his pipeline of customers that will no doubt ever increase his earnings exponentially. David says that one of his goals is to build a team of agent, and between you and me, I see no reason why that goal won’t be achieved sooner than later!

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Customer Concerns and Your Response: Starting with a Low Offer

By Jim Droz

Drive thy business or it will drive thee.

– Benjamin Franklin (1706 – 1790)

CUSTOMER CONCERN: The good news is that your buyer likes the house and wants to put in an offer. The bad news is that they want to start with a low offer in hopes of leaving room to negotiate.

How do you respond?

RESPONSE: (NOTE: This response is intended to be used for private home sellers – it is not appropriate for short sales or bank owned properties) Buyers who start negotiating with a very low offering price, in the end, usually pay more for a property than a buyer who begins with a reasonable offer.

A low offer can anger the seller. An angry seller negotiates on emotion instead of reason. Once a seller is offended, they will usually be much firmer with their initial price. If you present to a seller a non-offensive, reasonable, first offer, he will be more likely to accept it.

Of course, this response assumes that the subject property is priced correctly to begin with.

Has anyone out there in activerain land had any experiences like this, or does anyone have a Customer Concern you’d like to see answered here in the future?

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California Agent Successfully Builds a Team with HouseHunt.com

By Jaime Westman

The person who makes a success of living is the one who see his goal steadily and aims for it unswervingly. That is dedication.

– Cecil B. DeMille (1881 – 1959)

Not many real estate agents are building, growing, and establishing a team for their business right now. Fewer first-time home buyers, a slower buying cycle, and more difficult financing options have made it a difficult road to travel. However, a solid plan can be a game-changer… even in this economy.

Bruce LaMaster is a HouseHunt.com exclusive agent in the Sacramento, CA area who has successfully been building and growing his real estate business for some time now. He is adding agents to his team and setting sales goals for everyone. So, how is Bruce doing it?

Bruce and his expanding team are using HouseHunt.com to establish a constant source of active and legitimate buyers from the Internet. HouseHunt keeps their pipeline full, as well as their schedules.

“I’ve closed 13 HouseHunt leads this year for about $3.1 million,” Bruce said. “I currently have one HouseHunt lead in escrow for $700K and we are listing their current house for $500K.”

They also have multiple HouseHunt leads in escrow right now.

Bruce has been a successful HouseHunt member for awhile primarily because he has a plan and works very hard at his success. He and his team provide fantastic service, consistent follow up, and view every single lead as a potential client for life. That attitude will consistently make them a winning team.

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