Hunting vs. Farming? and Prospecting vs. Closing?

Hunting vs. Farming? and Prospecting vs. Closing?

I led a mastermind meeting this week in which several managing brokers discussed the difference between sales hunters and sales farmers (or what some people refer to as sales “zookeepers”). We discussed whether farmer/zookeeper brokers can be converted into hunters....
2020 Real Estate Market: Epic Crisis & Unimagined Growth

2020 Real Estate Market: Epic Crisis & Unimagined Growth

Perhaps you’ve seen a meme making the rounds lately that depicts how many people feel about calendar year 2020. In the meme, the second digit is almost twice as tall as the other three digits, so it looks like the year 2020 is flipping you off. I suspect many people...
Selling Season Starts Tuesday

Selling Season Starts Tuesday

For those of you in the United States, you’re probably looking forward to the three-day holiday weekend. I know I am! But make sure you’re ready, because a race begins on Tuesday. It’s a race every broker wants to win. It’s called, “Selling Season.” You may not have...
Two Articles for the Price of One

Two Articles for the Price of One

I have two things for you this week, so I’m splitting this article into halves. Here you go… An Impactful Life I had never heard of Larry Tesler until I read an article about him in the Wall Street Journal this week titled, “Life Lessons to Copy and Paste” by Andy...
The 7 Selling Habits of Highly Effective Real Estate Brokers

The 7 Selling Habits of Highly Effective Real Estate Brokers

Surely, you have heard of the book, The 7 Habits of Highly Effective People. It has been so widely read since its release 31 years ago, the title has become part of the American lexicon. In that spirit, I opened an email last week from ringDNA with the subject line,...
Why Do Some Prospective Clients Go Dark on You?

Why Do Some Prospective Clients Go Dark on You?

Let’s say a prospective client contacts you, seemingly excited about listing a property with you. They want to meet with you immediately because “time is of the essence” or they want “to nail this down right away.” Your meeting goes well. You hit it off with the...