Speak Facts, Not Emotion During Conflict
Conflict is inevitable when you bring two or more people together. And conflict can come in many varieties. It comes about through broken promises, misunderstandings, and sometimes a downright...
View ArticleSeeing the Other Side of a Conflict
This week’s topic is on the second point of my conflict resolution formula. As a review, the Conflict Formula is: Speak the facts, not emotion Engage the other person’s point of view or thought Tell...
View ArticleWHAT IF? Essential words when working with buyers to write an offer
Over the next several weeks I am going to be covering the importance of two little words: “What if?” Simply asking this question in a variety of scenarios will not only help you gauge what your clients...
View ArticleWHAT IF? Essential words to use when working with sellers
Sellers can be the lifeline of a real estate agent’s business. Working as a listing agent can give agents much more control over their hours and time spent with each client. In fact, it takes about...
View ArticleWHAT IF? Essential Words to Use when Pre-Qualifying a Buyer
If you have spent hours driving around buyers who aren’t really ready to buy, you know the importance of making sure buyers are pre-qualified before they get in your car. And I don’t just mean...
View ArticleWHAT IF? Essential words to use when asking for a price reduction
If a home you have listed has been on the market for longer than you know it should be, it is time to address that with the seller. First, honestly assess whether the home would have likely sold if it...
View ArticleWHAT IF? Essential Words to Use With a Seller After an Inspection
This is our final article in my “What If” series. If you would like to read the entire series, click the links below: WHAT IF? Essential words when working with buyers to write an offer WHAT IF?...
View ArticleThe Other Agent: Ally or Adversary?
I can’t tell you how many times I have seen agents quarreling and bickering over their real estate transactions. Some agents start seething over a small hiccup or completely blow up when things aren’t...
View ArticleAsk Denise: Political Discussions with Clients
Q: Denise, with the government shutdown, I have clients on both sides of the political fence getting very irate regarding the state of affairs. I am trying to maintain a professional outlook and am...
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Re-Tooling Your Listing Presentation – The Smart Agent’s Guide to Staying...
There isn’t a day that goes by that I don’t read about a new real estate company jumping into the industry with a fancy new idea created to entice sellers into working with their company. Promises of...
View ArticleDon’t Let Barriers Drain Your Pool of Buyers
There are many barriers to selling a home in today’s competitive selling environment. The challenge for many agents is how to discuss those barriers without offending the client. Perhaps the home...
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What If…A Seller Asks You to Cut Your Commission?
I’m teaching at the Lynnwood Convention Center. The first thing you have to remember is that when someone asks you to cut your commission, they are being motivated by something. Maybe the seller is...
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