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December 2014

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Editor’s NoteExpect the unexpected, they say. I prefer to call it being proactive. In this issue, I cover how to prepare yourself for success. From your daily habits to your biggest business fears, there are always ways to get ahead of the competition and keep your cool while doing it.

Finding new leads and listings is tough, especially when you’re new to the business. Sure, there are the tried and true methods - word of mouth, self-promotion, etc.. But going the extra mile with your online and in-person interactions might just be the key to getting the best listings. I’ve put together some tips on where to look and how to take advantage of some often overlooked avenues.

Time management is another big struggle for many agents. I suggest creating a system for making sure things get done. It doesn’t have to be fancy. A good system will keep you on track and be easy to maintain.

Of course, you can’t control everything. That might be why so many people are reluctant to make that big call or have such a hard time dealing with the unexpected. Sometimes, you have to act or react before you’re really ready. I’ve put together some suggestions for how to handle these stressful scenarios and how to prepare for the things you can’t anticipate. It’ll never be easy, but it doesn’t have to be so difficult.

I hope you find something that strikes a chord with you in this issue. If you have any suggestions or requests for topics you’d like to see in a future issue, let me know!

Contact Me!Feel free to contact me if you have questions or would like your peers added to the distribution list.

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CONTENTS

6. How New Agents CanGet Listings

4. Are Closing Gifts ReallyNecessary?

8. How Do You React?

10. Using the Internet forLeads

12. Overcoming CallReluctance

14. Using Expired Listings asSales Leads

This magazine is published monthly. Entire contents are protected under copyright law where applicable. All Rights Reserved. Reproduction or use of content in any manner without permission is strictly prohibited. All images are copyright protection of 123RF.com and its photographers.

16. A System for Making theMost of Your Time

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Are Closing Gifts Really Necessary?If you ask twenty-five different real estate agents what they think about providing closing gifts after completing a sale, you’re very likely to get twenty-five different answers. It’s one of the most contentious questions in the realty world. Many think that providing a gift can increase business. In reality, they’re likely right.

Anyone who’s been in the real estate industry for a while already understands the positive outcomes that come along with throwing a simple gift the way of the buyer. Don’t worry too much about not being reciprocated. Turns out that it’s common

etiquette for buyers to purchase a gift for their real estate agent after closing. Even if they don’t, though, you’ll definitely be receiving something in return.

Why Buy a Closing Gift?

There are a variety of reasons that you should be handing out gifts at every closing you manage to pull off. Some are more important than others, but it all comes down to dollars and cents. Trust me, these things will be paying for themselves in the long run.

One of the best reasons to purchase gifts is for tax purposes. You can’t write off all gifts. You

can, however, write off those that include some form of marketing as “business related expenses.” This doesn’t mean that you should start handing out gift cards for $25 off your client’s next home purchase, since that doesn’t really make sense, but you can definitely give gifts that fall under the tax umbrella.

There are countless companies out there that sell tins of candies that stamp a company logo on the top. You can even have personalized labels for wine bottles created by a company called Personal Wine. As long as your gift carries your business name on it, it’s an advertising business expense.

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Before you head off and purchase all of the name-bearing gifts that you can find, don’t forget the other type of advertising you get from providing gifts: word of mouth. No one is going to remember a real estate agent who got them nothing. Since I follow the “get your real estate agent a gift” etiquette, I’d probably be a little perturbed that I didn’t receive something in return.

Real estate agents who hand out great closing gifts are remembered positively. People will ask where the gift came from. Boom! Free promotion. Friends of the buyer will ask them if they know of any good agents. Boom! They’ll go into detail about how nice their last real estate agent was and how the agent even purchased them a gift. Closing gifts could have your homes selling themselves.

What Gifts Should You be Giving?

Now the tricky part. Exactly what gifts should you be handing out?

A 2008 study looked into the behaviors of real estate agents across America, and they found that nearly 41 percent of these agents provided gifts such as wine or sweets. There’s no mention of whether they added a bit of promotional flair or not, but if they’re seeking extra business, which they all should be, there’s no doubt they went that extra mile.

When it came to the number one closing gift provided by real estate agents, the title belonged to gift cards. In fact, no other gift even came close. Over 65 percent of agents surveyed said they had given a gift card as a closing gift in the previous year. Of those individuals, nearly 30 percent gave cards with a face

value of $75 or more. Other agents went different routes:

• Gift baskets: Over 31 percent

• Plants: Over 30 percent

• Personalized accessories forthe home: Nearly 29 percent

• Other gifts: 30 percent

While it wasn’t the most popular gift, personalized accessories are a big hit with buyers. It could be a self-inking address stamp or a nice plaque to hang over the entryway with the family’s name engraved on it. These personalized gifts feel, well... personal.

The main goal in any gift is to make it thoughtful. This will show buyers that you really care. Also, if you provide a gift with staying power, such as one that can be displayed prominently in a room, this bit of forethought will keep you in the mind of the buyers for years.

You’re going to run into some tough questions doing business, but whether or not to provide a closing gift should not be one of them. These gifts serve a strong purpose in gaining referrals, so this small show of gratitude should never be overlooked. If you’re feeling really froggy, go ahead and send periodic follow-up cards wishing the family good luck or to simply check in. Hey, it can’t hurt!

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How New Agents Can Get Listings

If you’re a new real estate agent, you have high hopes for yourself but may have a few questions about how to reach those goals. Fortunately, there are ways for new agents to establish themselves as reliable agents and develop a solid number of listings.

1. Spread the News

Sure, you’ve told your family and close friends about your business, but have you made sure that everyone in your different social circles know too?

The people that you may not have remembered include:

• Schoolmates

• Church Members

• Children’s Friends

• Past Employment Co-Workers

If it seems awkward to approach someone to tell them about your work, simply start a conversation by asking questions about their lives. Soon, the conversation will turn back to your life, and there’s your perfect opportunity to bring

up how excited you are about the real estate field.

Since people are more likely to do business with people they know, chances are that when one of your contacts needs an agent, they’ll call you first.

2. Focus, focus, focus.

Many successful real estate agents find that listings come to them because they have established a reputation for being knowledgeable about a certain niche, like a suburban area in

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a particular school district, an urban area experiencing renewal, or a historic area.

Think about how you can best use your skills. Do you have a lot of contacts because of your kid’s soccer team? Then focus on family homes in suburban areas. Do you have an interest in urban revival and contemporary design? Then focus your business downtown where the young and hip crowds hang out. You won’t be able to become an expert on every area, so you have to focus your efforts.

Once you’ve decided what your focus will be, hit the streets. Make your face well known at establishments like coffee shops, diners, parks, or business centers. Also, create an eye-catching flier to hang around the area and buy a print advertisement that will reach your target audience.

3. Share Your Knowledge

Most people won’t have the industry knowledge that you’ve gained through your training, so use that to your advantage. Share information about the field with anyone who’s interested, even if they aren’t currently in the market. By doing this, you’ll quickly become known as a down-to-earth agent who isn’t only interested in making a sale. (Of course, you are interested in making a sale, but that comes later.)

A lot of homeowners have questions about their return on investment for renovation projects, any homeowner wants

to know what their house is worth, and renters would love to hear information about affordable housing options.

If you use your resources to seek out this information and kindly share your knowledge with your contacts, you’ll benefit down the road. Any of the people you’ve helped will be sure to call you when they want to list their house, since you’ve already created a positive relationship with them.

4. Use Social Media

As a new agent, you bring a fresh perspective and dynamic energy to the field. If you haven’t already, channel your energy towards your social media presence. Maintaining a strong online persona can complement your personal connections, since 85% of Americans go online regularly. That statistic is even higher for your potential clients, since most people who don’t go online have a low income that

prevents them from being active in the market.

Update your social media status at least two times a week, and try to make one of those times a Friday afternoon. (Apparently people are likely to lose focus at work on Friday afternoon and entertain themselves online. Sound familiar? We won’t tell.)

You can post about upcoming open houses, industry trends, interesting facts about renovation projects, and any news that is pertinent to the field. Sharing community information is also a great way to fill your social media page and help establish your reputation as a community resource.

You have the potential to become the “go-to” agent in your area, but it does take time. If you start marketing yourself, focus on your target audience, share your knowledge, and establish a social media presence, you’ll be well on your way to increasing your listings.

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How Do You React?Which is more important - what happens to you or how you react to what happens? This is a question worth considering, because everyone experiences challenges and obstacles of one kind or another.

No matter how good you are as a salesperson, you will inevitably experience slumps and periods when none of your efforts seem to be yielding any results. At times like this, you have to realize that you can’t always control your outer circumstances. What you can control is your response.

You Can’t Control Everything

Real estate agents are dependent on many factors large and small. These include the national economy, the local housing market, the mood of potential buyers and even the weather.

Sometimes these external factors won’t be to your liking. This is a fact of life and nothing to worry about. What doesn’t make sense is wasting your energy railing against conditions that you can’t change. This only leads to

inaction or the deadly habit of making excuses.

Conditions are constantly changing. This is true for everything, but it impacts the real estate industry more than most others. At times, it may seem difficult or even impossible to sell a property. It’s easy to fall back on blaming the economy, the fickleness of buyers or even bad luck.

If you find yourself slipping into this kind of thinking, remind yourself that homes are being

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bought and sold every single day, even in the worst of times. Are the real estate agents responsible for these sales simply lucky? Are they magically endowed with a special exemption from housing market slumps? Or have they simply learned how to change their approach when things aren’t going well?

How Do You Respond to Adversity?

It’s always more pleasant when everything is going your way. It would be wonderful if every day brought qualified buyers to your office who knew exactly what they were looking for. Some days will bring you such buyers. The question is, what do you do when many days go by without so much as a nibble?

The most important thing you can do is look at your situation objectively and ask yourself what you could be doing differently right now to create more success. The answers you come up with could include many possibilities, such as improving your website, communicating more effectively with clients and doing more in-person networking in your area. You can use slow periods to reassess your approach and identify areas where you could be doing better.

Will making such changes immediately bring a rush of buyers to your doorstep? There is never a guarantee. Real estate is an ebb and flow type business, so certain periods will always be more prosperous than others.

What counts is that you do everything you can to maximize the likelihood of improving your results. For example, if you make your website more user-friendly, you are more likely to get a call when a hot prospect lands there.

By taking concerted action in the face of adversity, you are positioning yourself to make the most of opportunities when they do present themselves.

Focus on Future Victories, Not Past Defeats

No matter what happens, all you can do is resolve to do better in the future. One of the

least productive uses of your energy is to mope over deals that didn’t happen or that fell through. Disappointments will occur, and you are allowed to feel momentarily discouraged. What you want to avoid is carrying today’s disappointment into tomorrow. This leads to a downward spiral where you start expecting bad things to happen.

One of the keys to maintaining a positive, future-focused attitude is to not take things personally. Economic trends are completely impersonal. People who are focused on buying and selling homes are not really interested in your sales figures You are merely a means to their ends. While this may sound harsh, it can also be liberating if you think about it the right way.

Whether profitable deals are rushing your way or slipping out of your hands, it’s never about

you. You can only do the best you can. When that doesn’t work, change your approach. To cry over what could have been or might have been is a complete waste of time. Those who succeed in this business understand that what really matters are not external events but how they respond to these events.

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Using the Internet for LeadsIt’s vital to understand both the power and the limitations of the Internet when it comes to lead generation. The Internet cannot magically bring you leads and clients. It can, however, be a valuable tool to help you generate qualified leads.

Qualities of an Effective Website

When people land on your website, they will have one of several reactions. They may immediately decide that there’s nothing worth looking at and click away. They may casually browse and bookmark the page for reference. Or they might spend some time looking at your listings and perhaps give you a call or send you an email.

The overall appearance of your website has a lot to do with your visitors’ reactions. You must have an attractive site that’s easy to navigate. Your actual listings also play a part. If you have a picture of a house that catches someone’s eye, he or she is likely to contact you. Yet, you also want to get contacted by people who are impressed with your website in general and who want to enlist your help in finding the perfect property.

Consider these factors that make a website effective for generating leads:

• An attractive, professionallayout

• Clear photos of your listings

• Thorough descriptions ofproperties

• A photo and brief bio

• A call to action on every page

A call-to-action is an invitation for people to contact you or sign up for your mailing list. You should give people several choices for contacting you, such as by phone, email or by filling out a contact form on your site.

Make it clear that people can benefit by contacting you even if they didn’t see a property that jumped out at them on your website. Remind them that you are constantly listing new properties and that when you know what someone is looking

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for you will be on the lookout for something that’s a match. One of the best ways to do this is to convince people to sign up for your mailing list.

The Power of a Mailing List

If you want to generate leads, a mailing list is one of your most powerful tools. You can never be sure that prospects who visit your website will ever return. If they provide you with an email address and give you permission to send them a newsletter, you can contact them whenever you want.

Sending out a regular newsletter gives you an excuse to email your prospects weekly, monthly or however often you publish it. Your newsletter doesn’t have to be fancy or even long. You will be mainly using it as a way to get readers to click on links and return to your website so they can see your latest listings.

The great thing about an email list is that it can keep

growing. You will probably lose subscribers as well, but if you are persistent you can build up your subscription base to hundreds or even thousands of people. Out of that, you are bound to find some outstanding leads.

Leverage Social Media

Social media can be just as effective as your website for generating leads, if not more so. It’s really up to you whether you want to focus your efforts on your website or on a social media page such as Facebook. Either way, you should be doing both. Some of your prospects are going to be easier to connect with via social media than any other way. For this reason, you should be active on Twitter, Facebook and LinkedIn.

Getting Traffic to Your Website

If you want your website to generate leads, it must get traffic. There are a few ways you can generate website traffic.

• Having your website URL onyour business card and on any promotional materials you hand out or post

• Have a link to your website inyour email signature

• Use social media sites likeFacebook and Twitter to direct traffic to your website

• Make sure your website ismobile friendly, as many of your prospects will be browsing the web on smartphones

Understanding the Benefits and Limitations of the Internet

While all of the above tips can help you generate leads, you don’t want to rely too much on the Internet.

As valuable as it is, it’s still only a tool. You still must engage in the same type of relationship building and networking that were essential in the pre-Internet age.

If you want to generate valuable leads, getting them to visit your website is only the first step. After that, it’s up to you to convince people that you can meet their real estate needs.

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Overcoming Call ReluctanceCall it stage fright. Or shyness. Whatever name you give it, call reluctance can be a huge problem for anyone in sales. That is especially true for real estate agents. This is the real estate agent’s version of writer’s block, and it can be just as crippling.

It’s easy to give in to temptation and stop making calls when call reluctance sets in. But giving in to the feeling like that is actually the worst way to deal with the problem. It’s critical to step up and confront call reluctance with a planned approach that will ensure you are back making calls as fast as possible. Working on a commission means you can’t spend days fighting shyness.

The best defense is preparing a course of action in advance. This plan will lay out the best way to overcome call reluctance and keep yourself on track.

Just remember that this affects every real estate agent, so don’t feel that you are uniquely weak or unqualified if you feel call reluctance - it happens to the best of us!

Step 1: Be Self-Aware

The root of most call reluctance is simple fear. Real estate agents are as vulnerable to doubt and worry as other sales jobs. Sure, you have to pick up the phone and call people - but nobody said

it was easy to put yourself on the line that way. On the other hand, spending time thinking about your own flaws and insecurities is quite easy. Part of call reluctance involves doing just that - getting wrapped up in your own shortcomings.

The solution is to mentally review your good points, and specifically the way you are a good agent. Think about your special advantages, your experience, or your insight, as well as how you use those for your business and how you are giving your clients an opportunity to gain. It might be a good idea to write this down and keep it handy, just to give yourself some perspective at all times.

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Step 2: Be Responsible

This is a bit more practical. Make goals for yourself so that you have little self-imposed deadlines to meet every day. Decide how many calls you think is a reasonable amount - it can be as low as five to ten per day. Make your goal something you are sure that you can do, and then do it. A little bit of progress will go a long way in reassuring you that you really can do it.

Step 3: Be Disciplined

Don’t give in to your internal doubts. You will need to face them every day, and sometimes it will be worse than others. But learning to ignore and put aside the internal dialogue of doubt is a great way to get out of call reluctance and reduce the probability of it coming back.

You don’t need to listen to your negative side, so try to avoid doing so as much as possible. It will never benefit you, and often it can hurt you. So why give it the chance?

Step 4: Be Ambitious

Don’t get weighed down by possibilities and potential for failure. Take a moment to imagine how a perfect call might go. Think about how you would talk to the client, how they would respond, and how you would use your skills to help them get what

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they want. Imagine what it would look like to make a flawless call so that you know exactly how to do it in real life. It’s pretty easy to get caught up in negative versions of this - thinking about bad calls, dwelling on ways calls can go wrong, and similar exercises.

Put all that aside and think about great calls. This is similar to Step 3. Don’t let the negative or anxious side of you get control. It’s not a sign that you are a weak person - everyone needs a little confidence and drive. Kickstart your own day by thinking about the best case scenario.

Step 5: Be Committed

Never let yourself have an “easy” or “reward” day if things are going badly. Make yourself a quick deadline that you need to meet, like spending 15 minutes straight making calls or calling 5 more numbers. That way, you can always go home at the end of the day with something accomplished.

It’s easy to spend a whole day getting nothing done through the phone - don’t let this happen! You will only feel worse if you are unproductive. So make sure that, especially when things are not going well, you can still say you accomplished something. That’s a great way to fight through call reluctance and come out again on the other side, ready to work.

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Using Expired Listings as Sales LeadsIf you’re a listing agent, the most critical part of your business is obtaining new listings. You can try to find potential sellers by contacting old clients or making cold calls. But one of the best methods for getting new listings is by contacting owners who you know are ready to sell and want to list with a real estate agent.

One way to find those owners is by reviewing expired listings. Although these owners usually intend to relist their property, they often don’t want to relist with the agent who failed to sell the property the first time around. You can reach out to offer them an alternative.

Listings Expire All Month Long

Most listings expire near the beginning or end of the month, but listings expire every day of the month. You should make searching for expired listings a daily habit, not something you do only at the start or end of the month. You can check the daily MLS hot sheet for expired listings, or search in MLS using “expired” as a parameter.

Some MLS systems tell you the date a listing is scheduled to expire. You can make note of listings that will expire soon and be ready to contact the

owner once that date arrives. It’s unethical to reach out before the expiration date, so don’t be too quick.

Make an Expired Listing Your Listing

Once the listing expires, the selling work begins. Your first step in selling the property is to sell yourself to the owners.

Don’t just start calling all the owners, though. You want to take on the listings that have a high probability of selling quickly. Start by reviewing the listings that didn’t sell and see if your experience gives you any insight.

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Do whatever market analysis and other research you need to learn about the property’s value. You’ll be able to use that information in your conversations with the owner.

Of course, you have to find out how to reach the owner. You can use Internet searches and other means to find the right phone number. If you can’t track down a phone number, you may need to contact the owner by knocking on their door.

Prepare a script for your conversation. You will need to convince them why they should trust you to sell their property.

You can discuss:

• Marketing Techniques

• Online Exposure

• Better Photographs

• Staging (real or virtual)

• Realistic Pricing

Even though you are trying to convince the owner to list with you, you should also evaluate how you will work with the owner if they do. Is the owner realistic? Are they really motivated to sell, or will they put roadblocks in the process?

Streamline the Process

Since you will be working expired listings routinely, put a process

in place to minimize the effort it takes. There will be days when hundreds of properties have just become available. You need to filter them and be strategic about where you invest your time.

Be prepared with a plan for you and your assistants to work through the list quickly. Being one of the first to reach out to the owner is key to converting them as clients. Have a prepared packet of materials to send to the owner or take on your visit. Try to make the packet stand out so it doesn’t just end up in the garbage.

You need to be persistent, as well. A single letter or phone call

won’t be enough to convince someone to switch their listing to you. Follow up with the owners after they’ve had a chance to review your materials.

At the same time, be sure you adhere to Do Not Call requirements. Being over-eager can cost you your reputation, not just a single potential client.

On the other hand, if you convert a client and sell their property, you can be sure they’ll tell people what a great real estate agent you are. This is another reason to add expired listings to your leads: effectively selling expired listings is a great way to market yourself.

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A System for Making the Most of Your TimeWe all know we should manage our time better in order to stay organized and productive, but it sometimes seems as though advice for time management is aimed at people with predictable schedules. When hosting an open house, it can be a challenge to find time to take notes on prospective buyers, let alone scarf down an energy bar. Similarly, if a lull stretches on for several weeks, it’s tempting to let the hour you planned for tinkering with your business cards stretch into an all-day activity.

Even though it might seem as though time is rarely on your side, you can ensure that you are making the most of the time available to you.

Create a System

The difference between a “to-do list” and a “to-do list system” is that the first is a list of tasks you think you might forget. The second is a tool for budgeting your time effectively and for following through with what you intend to do. If you know it’s a good idea to contact past clients to ask for referrals or testimonials, you’re more likely to do so with a system.

It can work like this. First, keep a list of what you want to remember to do. Then, later - at

the end of the day, for instance - review your list to decide when and where you will work on each item from the list. Block out sufficient time in your calendar for each items, whether you will do them the next day, by the end of the week, or sometime this month.

It is better to overestimate the amount of time a task will take in order to prevent one project from running over into the next one. The result is a self-created schedule that is flexible and helps you prioritize.

Be Proactive using External Motivation

Even with a “To-Do List System,” it is tempting to perpetually postpone less urgent tasks like creating a website or blog. After all, when the housing market booms, you might struggle to find time for yourself or your family. And when it lulls, what’s there to blog about?

In truth, the impediment to some types of proactivity might be a lack of the right kind of motivation. Clients rely on you to showcase their houses, and you are willing to bend over backwards for them. This is because you take your responsibility to them very seriously. Conversely, you might be reluctant to expend

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the same amount of energy showcasing yourself, especially if the rewards for doing so - or the consequences for not doing so - are ambiguous.

The way around this is to use external motivation: to establish a goal and then create an external reward or consequence linked to whether or not you stick to your goal. The key is finding the right motivation. Research in Behavioral Economics shows that people are more likely to keep commitments when others are aware of these commitments. For example, someone who publicly vows to stay away from fast food will be more likely to keep that vow.

You can use this tendency to your advantage. If you tell a client you intend to not only start a blog but also feature their home on your blog, you are much more likely to follow through. Just be sure to establish a goal that won’t interfere with other important priorities!

Keep Tomorrow’s Clients in Mind Today

This does not mean you should neglect the people in front of you in case a more congenial prospective client should walk by. On the contrary. One of the best ways to attract future business is through the satisfaction of those you’ve already helped. In baseball, the

principle is called “swinging through the ball.” When you anticipate success and give it all you’ve got, you improve your odds of hitting the ball out of the park.

As you could guess, this involves something slightly different from going the extra mile for a client. It involves a shift in goals. Instead of trying to merely make a sale, you’re aiming to grow your reputation as a premier real estate agent.

Make your time with clients count by asking yourself what

you need to do to increase their satisfaction. Ask them for feedback via a survey or a conversation, not about how well you did but about what their expectations were and how those expectations were or were not met or exceeded.

Finally, ask your clients for referrals and testimonials that you can feature on your fliers and website. Doing so will supercharge the value of the time you’ve invested in your clients. Following these tips will help you keep time on your side.

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Relationships Matter!What You Can Expect from Working with Me

…A Better Quality of LifeImagine working with a Mortgage Specialist, who returns your calls promptly, provides 24/7 loan status reports, closes loans on time, and most importantly, is concerned about your future success.

…A Profitable AllianceStrength in your business comes from dependable relationships with key vendors. It takes teamwork to create wealth and success.

…Quality Customer CareWorking in concert assures a positive experience for the buyer and yourself. Repeated consistently, you’ll enjoy less stress with steady, predictable outcomes.

Here’s the Best Part…How we work is by spending the appropriate time it takes to learn about your business. Unlike many loan officers who seem to only care about how many deals you’re sending them, I focus on how to help grow your business.

My philosophy is built around guiding principles:

1. Customers Are Serviced For a LifetimeDoes your daily routine make it difficult to stay in touch with your customers? If you work long hours, which is common for many career-oriented agents, chances are you’re not keeping a message in front of your customers to create a stream of new and repeat business.

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If so, how much is this costing you annually?

Not only do satisfied customers provide a valuable source of repeat business, they are your best source of referrals. They have relationships with family, friends, co-workers and business professionals that could one day be your customer. However, this can only happen if you are able to cultivate the relationship over time.

Service is the backbone of my business. I enjoy a strong referral base of customers because of the commitment I’ve made to servicing and keeping in touch with my clients.

I can help you cultivate relationships by keeping you in the forefront. I execute timely and predictable campaigns that help you cultivate relationships with little effort and can add to your income annually.

2. Both Parties Need to beTrustworthy & Accountable

Example: Loan Officer who isn’t accountable

You’ve been told that the status of your customer’s loan will be approved. Then in the eleventh hour, lender conditions pop-up and cause you and your client to scramble to provide what’s needed. As the Close of Escrow date fast approaches, the loan documents are not delivered to the Title Company as promised. The entire experience causes stress for your client

and embarrassment for you. No matter how well you try to explain things, it’s quite painfully obvious not to expect any future referrals from the customer.

Can you see how much income this is costing you?

What if you could work with a Mortgage Specialist, who was trustworthy and accountable?

What if you could work with someone who communicates during the entire process and delivers what is expected?

How much would that be worth to you? I believe in a united alliance in front of the client.

3. Success Means Constantand Never-Ending Improvement

Most people who enter real estate sales ultimately leave it because of lack of success.

You don’t earn a salary while you’re trying to figure out how to crack the code to success. Yet, here you are in a highly competitive industry and have found a way to survive.

You see the kind of dollars the top agents earn, and you wonder how they do it. Because you are experiencing some success, you may not be afraid to change.

You say to yourself, “Well, at least I’m generating some business, and doing some business is better than doing no business,” or, “I’m working so hard now

that, gosh, I should see better results!” Still there is the fear factor.

If you could learn to change for the sake of betterment and be confident that you’d see steady, predictable results, would you do it?

How much income would a few new customers provide monthly?

How many more referrals would you enjoy?

What the impact on your self-confidence?

Top agents depend on predictable systems to produce results, and they don’t work any harder than you do - they just work smarter!

Let me show you how we can work together to stay in touch with your customers to generate the referrals you deserve! Call me today!

Build a Loyal Following, Attract Fame & MoneyStop chasing prospects and wasting money on advertising. Get all the referrals you deserve today and start enjoying the real estate business!

- Become Recognized as a Leading Authority

- Build Your Reputation So It Goes Viral

- Create a Line of Prospects at Your Door

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Beat the Odds, Overcome Resistance and Conquer Real Estate!