Matthew Ferrara offers a radical idea on leads management: Only assign new leads to agents who have a track record of turning prospects into closings. Imagine that!
In a tough market, real estate companies need everyone to contribute their best efforts daily. Agents need to prospect, follow up on leads and ask for referrals. Marketing departments need to revamp websites, produce constant blog content and create company buzz on social networks. And what should managers do to contribute their best? Get out [...]
There are two basic reasons why companies fail: unwillingness to embrace the obvious changes of their day, and a smug rejection of customer feedback. At Barnes and Noble, you can get both.
In Part 1, we started the countdown towards May 1, the Day After. In Part 2, we offer ten suggestions for REALTORS to stay in business when the dust settles.
Real estate market got you down? REALTORS can learn the correct spells and incantations to keep the bad housing spirits away.
During the holidays, most of us are taking some time to slow down, enjoy the season, and recharge the batteries. It’s been a tough year – and next year will likely prove just as tough. But while it’s important to enjoy the festivities and good cheer, don’t forget that January 2 will likely be the [...]
According to a new survey by NAR, by a factor of 4, most buyers think open houses are far more useless than they were just a year ago.
Real estate is essentially a research industry: trouble is, most agents and brokers think the most important research is about houses, prices, square footage and such. Considering the data that sits in most MLS systems – unverified and incomplete – you’d think they would know better by now. In fact, the best research [...]
It has often been said that sales is a contact sport. If so, then every opportunity to work closely with consumers is a sales moment. Real estate sales professionals know that it’s all about relationships. So it’s important to never let a good sales moment go to waste. If you’re serious about a sales career, [...]
Yesterday found me on the 15th floor of the New York Times building in Manhattan, part of a trio of industry thinkers including Mike Staver and Steve Harney. Joining us for three hours of ”ask anything” discussion were some of the city’s finest brokers and managers. The host, Leading Real Estate Companies of the World, [...]
Which is harder to spot: The Loch Ness Monster or the housing industry recovery? Given the number of false sightings for both, it’s not hard to imagine that we’ll ever see either. It seems that few people can tell if they’re looking at a recovery or not: Even the “Voice of Real Estate” changes its [...]
Much time and money is wasted focusing on weaknesses we are likely never to overcome. A company’s competitive strength is always derived from their strengths, not their failings. Stop trying to do that which you perform poorly, and spend more of – all of – your time doing that at which you excel. Why struggle [...]
Martial arts masters use their opponent’s strengths against them. Today’s business innovators can do the same. Rather than imitate or go along with the market leaders, discover what makes them vulnerable. Then target your competitive activities directly at these weaknesses. For example, the company with the most listings also has the most expenses. Imagine if [...]
The computer is powerful. Email is wonderful. Social networks exciting. But remember the pen is often mightier than all. Not all activities need to be computerized. Brainstorm with a pen and paper. Send a thank you message on a note card. Draw a picture on a flip chart. Great ideas and business often happen on [...]
Much time is wasted nowadays trying to do too many things at once. Try the “off” settings for your interruptions, and focus on critical activities for extended periods of time. Don’t try to work with your phone on, email beeping, office door open. Create some space and silence; then focus on your work. You’ll get [...]
