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The 5 Best Ways to Generate Immediate Business

The 5 Best Ways to Generate Immediate Business


Could your business use a shot of adrenaline?  While some prospecting strategies (like farming) tend to work best over the long-run, other prospecting strategies can inject an extra deal or two into your pipeline immediately.

Here are five of the best ways to generate immediate business:

1.) Old Leads

Every agent has them.  They’re the internet leads who never responded or said they were just looking.  They’re the buyers you showed one house before they disappeared.  They’re the sellers who reviewed your CMA and decided to list when the market improved.

Dig up the leads you received in the last 6-12 months who didn’t buy or sell with you.  Then call, text, or email them and see if they’re still in the market.  You’ll be surprised how much potential business is there.

2.) A+ Sphere

The A+ people in your sphere of influence are the ones who refer to you the most.  If you haven’t spoken to them recently, give them a call or invite them to lunch.  Let them know you’re always looking to help more people and you’d appreciate it if they’d keep their eyes and ears open.

3.) Referrals to Others

Referring business to others is a powerful way to generate business for yourself because of the rule of reciprocity.  The rule says those who receive your referrals will want to pay you back in kind.  The more business you give out, the more potential business you have coming your way.

4.) Seller Open Houses

Most agents assume open houses are for buyers, but they can be effective for finding sellers as well.  The key is to have a separate “neighbors-only” open house about an hour before you open the house to the general public.

Start by inviting everyone from the neighborhood to attend.  Offer them the opportunity to get a sneak-peak at your new listing, meet or reconnect with their neighbors, and enjoy some snacks.  Then mingle with the crowd and listen for hints one or more of the attendees might be considering selling.

5.) Current Clients

Your current clients are eating, sleeping, and breathing real estate.  They’re talking with family, friends, and co-workers about their home search or home sale.  They will be the first ones to know if someone in their sphere of influence is looking to buy or sell.

If you wait until transactions close before asking for referrals, you’re limiting your opportunities to receive them.  Instead, ask for referrals at key points during the process such as when an offer is accepted or a contingency is removed.

P.S. – Although the A+ people in your sphere are your best bet for immediate business, don’t forget about the A’s, B’s, and C’s.  Picking up the phone and talking to people you know always has the potential to generate leads.

How to Deal with Closing Delays

How to Deal with Closing Delays


Have you ever had a closing delay threaten to kill a deal or strain a relationship with a client?

If you’re like most agents, it’s happened to you more than once.

Here are three steps you can take to prevent closing delays from ruining a transaction or a relationship.

Step 1: Prepare Your Clients

Dealing with closing delays starts with preparing your clients for them to happen.  The best time to do this is when you are writing an offer with your buyers or reviewing an offer with your sellers.

Start by explaining closing dates aren’t set in stone and may be delayed for a variety of reasons.  Then ask this question:

What would happen if this closing date needed to be pushed back?

Your clients’ answers will tell you if a potential disaster is looming.  The best option is always to negotiate a closing date that leaves flexibility on both sides, but you’ll still want your clients mentally prepared for the worst-case scenario.

Step 2: Create Contingency Plans

Once a contract is executed, buyers and sellers begin to make moving plans.  Unfortunately, they rarely plan for delays.

If you completed step 1 and asked what would happen if the closing was pushed back, you should be aware of any potential issues.  Now is the time to help your clients create contingency plans to address those issues should the need arise.

Are they able to extend their lease?  Do they have relatives or friends they could stay with temporarily?  Is the moving company’s pickup date flexible?

Your clients should have answers to these types of questions well before the closing date so chaos at the last-minute is avoided.

Step 3: Address Emotion the Right Way

Moving is stressful and no amount of preparation or planning can prevent emotions from boiling over when a closing is delayed.  Handle the situation the wrong way and the work you’ve done in steps one and two above won’t matter.

The single biggest mistake you can make when emotional clients call you is to try to offer explanations or solutions.  Emotion cannot be overcome by logic.

Let the clients vent.  Listen and acknowledge their feelings without expressing your own frustration with the delay.

Only when the clients have moved past the emotion is it time to discuss solutions and remind them of the contingency plans they have in place.


P.S. – Did you know the best time to ask for referrals is immediately after you’ve solved a problem for a client?

Following the steps above will not only help you deal with closing delays, it’ll also put you in a strong position to receive referrals.

The 3 Questions You Must Ask Every Buyer

You’ve heard the old cliché that buyers are liars, right? It’s so well-known it was #1 on Inman News’ list of the top 50 real estate one-liners, and for good reason.
There are few things in real estate more frustrating than showing buyers multiple properties only to have them make lowball offers, decide to continue renting, or buy a home through another Realtor. If you’ve had any of those experiences, you might be tempted to agree that buyers can’t be trusted.
But what if there was a way to weed out many of the seemingly untrustworthy buyers just by
asking three simple questions?
The right questions asked the right way will give you all o f the information you need to decide
whether or not a buyer is worth your time. Here are the three questions you must ask before
putting prospects into your car:
Question #1: What do you know about the local real estate market?
This innocent-sounding question will get you more information than you might think. First, the buyers’
answers will tell you if they’re realistic about the market. If not and they’ve been misled by the news or a
helpful friend, it’s better to set them straight upfront than it is when they’re ready to make an offer well below list price.
Second, when answering this question buyers will often tell you how much research they’ve done, whether or not they’ve already viewed homes, and if they’ve spoken with other agents. A buyer who understands the market but hasn’t spoken with other agents is a far better prospect than a buyer who has already seen five homes with four different agents.
Question #2: What would happen if you didn’t buy?
It’s common to ask, “Why do you want to buy?” and, “How soon do you need to buy?”when first interviewing buyers. The answers to those questions tell you whether you need to put the buyers in the car today or add them to your drip email campaign and follow up in a few weeks.
Unfortunately, those questions don’t give you the whole story. Maybe you’ve had the experience of working with seemingly hot buyers only to have them tell you they’ll “rent for another year” or “stay with family” when they weren’t able to find a home they liked.
Asking buyers what would happen if they didn’t buy tells you how many options they have. All else being equal, the more alternatives prospects have to buying, the more likely it is you’ll lose them if the going gets tough.


It’s called “Relaxation Station” for a reason!  This incredible 30A condo is in walking distance to Seaside and sits directly across the street from a beach access!! The bedroom has new carpeting, kitchen has granite and stainless appliances! This would make a GREAT rental unit that can comfortably sleep six! Rental projections from Beach Blue are $20,000 to $25,000 as is for 2016! With a Gulf view from the front balcony, this condo will not last!

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Two Strategies for Starting a Productive Day!

You’ve probably had it happen before. You get to the office and fire up your computer. You have a clear plan for the day and you’re ready to get going.

Then you check your email.

Your sellers want to hear the feedback from yesterday’s showing. Your buyers found a couple of properties on Zillow they’d like to view. Another agent has a list of questions about one of your listings.

Before you know it, it’s noon and you haven’t accomplished a single item on your to-do list.

Starting the day by checking email is inviting chaos.

Productivity experts agree it’s one of the worst activities you can do first thing in the morning (checking social media also ranks up there).

What productivity experts don’t agree on, however, is the right way to start your day. The following two strategies are the most popular. Try them both and see which one is right for you.


Strategy #1: Eat the Frog

Mark Twain once said if the first thing you do in the morning is eat a live frog, you can go through the rest of the day knowing it can’t get any worse.

His statement led to the eat the frog productivity strategy and it works well if you tend to procrastinate.

Start your day by doing your most important task. It could be prospecting, it could be following up with leads, or it could be writing an offer. Regardless, it should be something with the potential to make you money.

Only when you’ve completed your most important task do you check email and begin working on the rest of the items on your to-do list.


Strategy #2: Small Wins

People who find success with the eat the frog strategy enjoy tackling a major task first thing. If that doesn’t suit you, then the small wins strategy might be a better fit.

Start your day by completing three or four minor tasks. Each task should take less than 10 minutes and require little mental effort. As soon as you’ve completed one task, check it off your list and immediately move to the next one.

Completing several tasks in a short period is energizing. These “small wins” build momentum and pave the way for you to complete the larger items on your list.

The key to both of the above strategies is planning. At the end of every day, write out your tasks for the following day. That way, when you get going in the morning, you will already know which major or minor tasks to complete first.




Your willpower is at its strongest in the morning. That’s why, no matter which strategy you use, you want to complete your high priority tasks early in the day.

Home Inventory Shrinking!!

According to Trulia, inventory for both starter homes and trade-up homes — the two lowest price brackets in the housing market — is down about 40% in the last four years. Overall, the total number of homes sitting on the market is down to around 860,000, down from 1.4 million 2012. In short, the US housing market is facing a severe lack of supply that will either be resolved by higher prices (and more inflation) or more building:Current Articles Trulia





7 Best Places to Buy a Vacation Home

Daily Real Estate News | Friday, August 09, 2013
Many buyers are still seeing plenty of opportunities with buying a vacation home, says Tom Gilmore, chief executive and founder of The home can even turn into a money-maker for those who choose to rent them out.
Twenty-three percent of buyers said they plan to rent out their recently purchased second home, according to a National Association of REALTORS® survey on the second home and vacation home market.
MarketWatch reports that the following are some of the best vacation home hot-spots, based on the potential return from renting, provided by
1. Kissimmee, Fla.
Average rents (from $2,800 to $4,100 per week for eight-bedroom home located five miles from Disney World.
2. Cape Cod in Massachusetts
Average rents: $1,200 to $3,500 per week for a three-bedroom/one-bathroom oceanfront house.
3. The Poconos in Pennsylvania
Average rents: $2,100 to $2,450 per week for a three-bedroom/three-and-a-half bathroom house.
4. Outer Banks, N.C.
Average rents: $595 to $3,495 for a four-bedroom/three-bathroom home.
5. Destin, Fla.
Average rents: $900 to $2,500 for a three-bedroom/two-bathroom home with a private pool and access to a private beach.
6. Myrtle Beach, S.C.
Average rents: $1,200 to $2,650 per week for a five-bedroom/four-and-a-half bath house, located in the family friendly beach area of Surfside.
7. Ocean City, Md.
Average rents: $700 to $3,500 for a three-bedroom/two-bathroom town house with an ocean view.
Source: “Best Places in U.S. to Buy a Vacation Home,” MarketWatch (Aug. 8, 2013)

Foreclosure & Short Sale Info for Buyers & Sellers

The prospect of foreclosure can be financially and emotionally devastating, and often homeowners proceed without guidance of any kind. CDPEs believe that in almost all cases, the best course of action for a homeowner in distress is to speak with a well-informed, licensed real estate professional. They have the tools necessary to help homeowners find the best solution for their particular situation. While enduring financial difficulties are challenging for any family, the process of finding a qualified real estate professional should not be. Ed and Terri Smith have achieved the CDPE designation, ensuring you deal with a professional trained to address your specific needs. CDPEs don’t merely assist in selling properties, they serve and help save their clients in need.

Property Tours by Boat

Property tour by boatEd and Terri are pleased to offer property tours for their waterfront buyers on their Hatteras, Southern Exposure. Piloted by Captain Dave Kisner, a private waterfront tour can be a wonderful way to fall in love with a home or condo by seeing its “curb appeal” from the water!