Each week top-producing agents answer the toughest real estate questions.
Simply take their market-savvy answers and apply them directly and
immediately to your business day.
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Would it be okay to invite a potential buyer to enjoy a musical event and a few drinks? If so, who pays? I feel comfortable paying for the ticket, but not comfortable buying the drinks. I know I’m mixing social and professional activities, but I really need her business.
Mentor Jim Striegel has the Answer
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What can I do as a new agent to generate business?
Mentor Laura Worthington has the Answer
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I’ve been feeling a bit confused lately. I used to receive all of my leads from a local lender, but he recently decided to start his own brokerage firm. Now I need to learn how generate leads on my own. I love my job and want to keep it, so how can I go about beginning this process?
Mentor Char MacCallum has the Answer
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I am interested in implementing a guaranteed sale program, but I am not sure how to finance the purchase of the seller's house?
Mentor Ron Neal has the Answer
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How can I build a successful business without knocking on doors or making cold calls?
Mentor Terry Moerler has the Answer
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How can I work FSBO's more effectively?
Mentor Sheldon Zacharias has the Answer
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What can I do to promote myself as a relocation specialist with out-of-town buyers?
Mentor Alice Held has the Answer
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I'm planning on exiting out of the business next year by selling my existing business to another broker who is interested in it. The problem is I don't know how to determine the value of my business or what to charge, and I would like to find a way to introduce this new person to the team and have the transition go smoothly. Any suggestions?
Mentor Missy Vanderbilt has the Answer
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How can I keep the referrals coming from my buyers after the transactions are complete?
Mentor Erica West has the Answer
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How are vacation resort prospects different from other prospects?
Mentor Jim Lea has the Answer
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How important is consistent contact with past clients?
Mentor Tim Baker has the Answer
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What is the goal of a prospecting phone call?
Mentor Lisa Burridge has the Answer
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I have recently accepted a position selling homes in a development that surrounds a golf course and private country club. Any marketing tips for prospecting buyers, holding open houses, etc. We currently are not getting many calls, and we’re advertising, but these forays are not doing the job. Any ideas?
Mentor Peter & Jane Richmond has the Answer
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How can I use e-mail to cut marketing costs while still generating a steady stream of qualified prospects?
Mentor Rob Levy has the Answer
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I have been advised to work with investors. What are the best ways to find them, prospect and market to them, and create a lasting relationship with them?
Mentor Jim Remley has the Answer
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What information should be included in a successful classified ad?
Mentor Larry Suiter has the Answer
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What’s the best way to handle a caller who just wants to know the price of a listing?
Mentor Shon Kokoszka has the Answer
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How can I encourage my team to help systemize our office?
Mentor Char MacCallum has the Answer
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After showing one couple several properties, they informed me they had found a FSBO, and that the seller’s agent wouldn't pay me. One offer was accepted for another couple, but the appraisal was short $7,000. They were told about a FSBO, and ‘stole’ it from an older couple. It's discouraging to put so much time and work into people, only to have them act this way. How can I prevent this situation from happening again in the future?
Mentor Marsha Sell has the Answer
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I sell in an area with more than a few gated communities. Some are friendly, others are becoming downright hostile, requiring that agents be buzzed in by the owner, meaning the owner must be present. Signage is a thing of the past – some communities are now prohibiting signs in windows. It’s a tough situation: buyers resent the hassle and owners express their frustration by dropping the price just to get out, which hurts home values. Any ideas?
Mentor Jim Abbott has the Answer
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I am currently marketing first time home buyers by advertising bond/grant programs. Although this has been successful, I would like to change my markets' focus. How can I break into the luxury home market attracting both luxury home buyers and sellers?
Mentor Jim Remley has the Answer
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I have been a Realtor for just over a year, and feel as if my business is going nowhere. I read books about how to be a top producer, spend money following their advice, but get no real results. What am I doing wrong?
Mentor Carla Cross has the Answer
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I want to entertain my past clients and treat them like family, but what do I do if I don't feel comfortable bringing people over to my house?
Mentor Terry Moerler has the Answer
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I just received my real estate license two weeks ago. I would like to know what my first step should be when going after potential clients.
Mentor Diana Ivas has the Answer
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I'm a new agent with no listings; I have free time and would like to sit other agent's open houses. I have a few questions about how that works: 1) How do I go about negotiating with other agents to sit their open houses? 2) If buyers come through who are not with another agent can they become my clients?
Mentor JJ Johnston has the Answer
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I am planning on going to some real estate investment meetings soon. Any advice when talking to investors to potentially make them clients?
Mentor William Meyersohn has the Answer
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I am a buyers’ agent on a real estate team, and until recently I have relied on sign calls and company advertising to bring me business. Now I want to develop my own lead generation system to attract buyers. What is the most effective form of marketing/advertising that I could do?
Mentor Shon Kokoszka has the Answer
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One of my sellers contacted me about pulling his listing. His house has been listed for 30 days and shown 22 times, so my agent has advertised and done his job. My client spoke with another agent who disagreed with the number of showings. I explained that my agent had done his job, and that it was very unethical for another agent to get involved in such a way. How should I handle the situation?
Mentor Linda DeVlieg has the Answer
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What are the basic steps for selling part of a business to existing employees?
Mentor Tim Baker has the Answer
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How do I market a luxury home priced well beyond its neighborhood?
Mentor Jim Lea has the Answer
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I've been a full-time Realtor for the past 3 months but haven't closed any deals yet. I've been door-knocking around just-listeds and expireds, and have sent a newsletter to my friends and church friends. I don’t have money for marketing at the moment but will set some aside once I get a few deals. Am I doing something wrong? Is there anything else I can do to see some fast results to improve my cash flow? What should I be doing daily, at what time and for how long?
Mentor Jim Remley has the Answer
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How can I produce a personalized video for my pre-list package without spending a bundle?
Mentor Bruce Hardie has the Answer
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When trying to target Expireds, when is the most likely time they’ll re-list?
Mentor Galand Haas has the Answer
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How can I plan for my retirement so that I’m not left with nothing after 10 or 25 years in the business?
Mentor Mark McKee has the Answer
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How do I go about creating a niche for myself?
Mentor Buddy West has the Answer
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How do I begin investing in real estate?
Mentor Patrick Cowne has the Answer
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Is there a cohesive system of checklists available on your site for tracking buyers, sellers, and sales in process? Or better yet, how does one pull together the systems available into one workable office? I currently have Top Producer and am trying to train an assistant and organize our duties.
Mentor Marsha Sell has the Answer
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What software application would allow me to keep track of when to send out marketing materials?
Mentor Linda Mawhinney has the Answer
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When creating a website, what are the key ways to connect with visitors?
Mentor Alice Held has the Answer
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When I go on a pre-listing appointment, what can I do to stand out from other Realtors?
Mentor Dianna Kokoszka has the Answer
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What is the best way to send out a letter to 50 homeowners in a relatively small subdivision, inquiring if any are interested in selling their homes? My son wants to purchase his first home in this subdivision. Do I mention that fact or just keep the letter general, and what will make my letter the one they respond to?
Mentor Roddy McCaskill has the Answer
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I’m thinking of adding virtual house tours to my website. How will it help me sell homes?
Mentor Mary Harker has the Answer
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What local organization could I join to benefit my business?
Mentor Michael Ardolino has the Answer
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I am a successful agent in Montgomery County, Maryland, who is feeling a little lost lately. I’ve closed about 120 transactions over the past six years, so I know how to close clients, but I used to receive my business from a lender who decided to start a brokerage firm. Now I am scrambling to get back on my feet. I need to do something to get me jump started again. I love my job and want to keep it, but what I am doing wrong?
Mentor Kathy Toth has the Answer
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How can I be more effective in cultivating leads generated from the Internet?
Mentor Jeremy Conaway has the Answer
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The real estate industry is dominated by independent contractors. How do you suggest a company create a "franchise prototype" that creates a consistent and predictable client experience when the primary contact with the client is an independent contractor who is not bound to standardized policies and procedures?
Mentor Michael Gerber has the Answer
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I want to increase my buyer business. Any advice on how to do that?
Mentor Stuart Sutton has the Answer
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I’ve been working as an Exclusive Buyers’ Agent for about a year, and my husband and I will be opening our own brokerage soon. We have two listings that amount to about $90,000. Here are my questions:
1. What tasks should I accomplish in order to properly list a property?
2. What is the best way to maximize all of the options on Realtor.com when listing a home on a very limited marketing budget?
Mentor David Eiglarsh has the Answer
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Is there another option beside virtual tours to advertise a house on a web site?
Mentor Ron Neal has the Answer
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Do you have any creative ideas for transforming a FSBO into a bon-a-fide listing?
Mentor Cathy Russell has the Answer
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What is an effective strategy to bring in expired listings?
Mentor Lisa Burridge has the Answer
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I need to market two multi-million dollar properties that are too unusual and extravagant for comps. How can I get these sold as the highest priced homes in the area?
Mentor Peter & Jane Richmond has the Answer
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I want to design a successful newsletter and need some pointers. Any suggestions?
Mentor Ed Birdsong has the Answer
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One of my best friends is also a real estate agent, and we are considering forming a business partnership. What are some things we need to consider before jumping into this venture?
Mentor Debra Berman & Pat Kandel has the Answer
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I have a client that needs to sell a residential investment property that is tenant occupied. The tenants are on a month to month lease term. The client is willing to take a financial hit on the final sale price to preserve the existing monthly rental income which covers the mortgage. What is the best way to market a tenant occupied home to buyers and buyers’ agents?
Mentor David Eiglarsh has the Answer
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What is a good way to keep a caller on the phone if the property they’re interested in has already been sold?
Mentor Joe Rothchild has the Answer
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How can I use email to cut marketing costs while still generating a steady stream of qualified prospects?
Mentor Rob Levy has the Answer
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When calling client leads, do you ever leave voice mail messages? How do you decide whether or not to a leave a message? What is the content/basic gist of your message if you do leave one?
Mentor Byron Van Arsdale has the Answer
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Cold calling, sphere of influence, community events, flyers, advertising... it's almost too much to take, not to mention a great deal of money! What is the most cost and time effective method for a new Realtor to build their client base?
Mentor Diane Armitage has the Answer
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What are the key elements you should include in a community newspaper ad?
Mentor Nate Martinez has the Answer
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I'm a new real estate agent with seven years of software sales experience. My question is related to starting out in the business and differentiating myself as a knowledgeable Realtor. What do you recommend as the best way to gain trust and loyalty from prospects? A corollary question would be: in what ways would you measure success during your first year as an agent?
Mentor Ron Neal has the Answer
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What kind of information should I put on my web site to attract relocation buyers?
Mentor Alice Held has the Answer
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How do you decide which transactions to keep detailed files on? Should you judge by dollar amount, possible future referrals, or track them of all?
Mentor Tim Baker has the Answer
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As a rookie agent I don't really know where to begin. I'd like some specific ideas. Do you have any suggestions?
Mentor Bruce Hardie has the Answer
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When is it time to hire an assistant?
Mentor Diana Ivas has the Answer
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I have been in real estate for over 33 years and am ready to start slowing down. How do I continue to work in the business at a lesser pace, without burdening my existing staff?
Mentor Terri Murphy has the Answer
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How can I spice up my pre-listing package to help me win more listings?
Mentor Doug Drummond has the Answer
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Where can I find good scripts that you would recommend a new agent might learn? Which scripts should I learn first?
Mentor Rich Toepper has the Answer
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I’m a new agent with four transactions under my belt, but I don’t feel that I have a real handle on the contract itself and how to negotiate the deal. For instance, I am selling a 3 bd., 2 bth. track home for $175K. The buyer will pay $175K, but would like $5K put back into the home for repairs at escrow. How should I handle this?
Mentor Lewis Walker has the Answer
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I have the classic problem of the homeowner thinking that their home is worth much more than it's fair market value. The CMA I completed shows that their house will sell in the range of $510k-$520k, but they want to list it at $575k. With a gap that big it's just going to sit on the market. I’ve followed up with opinions from agents in my office, and they all concur with me. How can I overcome this price objection?
Mentor David Eiglarsh has the Answer
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I'm a rookie trying to create my own personalized listing presentation, but I have no idea what order the sections should go in. Can you make a suggestion for an effective layout?
Mentor Rich Toepper has the Answer
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I’ve seen a drop in the number of leads generated by my newspaper ads. How can I reach more people?
Mentor Tim Baker has the Answer
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I've had my license for three years, and have worked primarily with residential sellers in a rural city. Recently a family situation occurred that forced me to relocate to a resort area, which is great to live in, but I have no clients and no idea how to work this niche! Any ideas on what I can do to break into this market?
Mentor Jim Lea has the Answer
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What questions can I ask to qualify a caller?
Mentor Joe Rothchild has the Answer
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Is there a way to use open houses to break into higher end markets?
Mentor Bryan Barnes has the Answer
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I’m a fairly new agent and I want to work new construction. How do I approach builders about letting me list their new builds? Can you give me some tips on how to begin building a relationship with them?
Mentor JJ Johnston has the Answer
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I have several buyers that are looking for 10 acres with a home, but I’ve yet come up with a surefire way of getting in touch with right kind of sellers. Do you have any good advice on how to attract sellers besides door knocking, or to at least contact them?
Mentor Robert Yoder has the Answer
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I have a few questions on how real estate teams work. Any input you could give me would be very much appreciated.
Mentor Ray Otten has the Answer
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How do I separate myself from other agents in approaching expired listing prospects?
Mentor Rand Smith has the Answer
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How do I respond to a client who asks me to reduce my commission?
Mentor Nelson Zide has the Answer
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I started out in real estate eight years ago with some success, but have been doing very little since my children were born about five years ago. How do I get back in the game and reconnect with past clients to build for the future?
Mentor Jeff Thompson has the Answer
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Do you have any suggestions for transitioning out of my job as a real estate agent to become a broker/owner?
Mentor Linda McKissack has the Answer
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How can advertisements on bus benches bring me business?
Mentor David Agema has the Answer
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I am a new Realtor, and I am trying to select a trustworthy website to purchase leads from. Can you recommend any companies in particular, or are these sites simply a waste of my time or money?
Mentor Ron Campbell has the Answer
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How do I design a commission structure for my buyer’s agent that makes money for both of us?
Mentor Bill Renaud has the Answer
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How do I convert visitors to my website into clients?
Mentor Michael Russer has the Answer
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After sitting around my house for the last couple of months trying to figure out how I can get my new career off the ground, I discovered iSucceed.com. I've found a lot of useful information, but most of the pre-listing packages suggest that I include a personal success record, such as the number of deals or homes that I closed in the past year. How should I answer that question during a listing presentation -- especially if I haven't sold any homes yet?
Mentor JJ Johnston has the Answer
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I am a new agent and would like some advice on a coaching system. I need a coach that I can talk to and will help me to grow my business. Thanks a bunch!
Mentor Roy Argall has the Answer
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I’m a newly licensed agent, and I joined a company that does not offer any training programs to help new agents starting their business. I’ve searched around for training courses, but the pricing is outrageous. I joined a grassroots community group, but I still feel so lost. I love the real estate business, but right now I just don’t know what to do or where to start. Please kindly give me some advice on this dilemma.
Mentor Robert Yoder has the Answer
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A builder I recently began working with called me about a land purchase. I assumed he knew what he was doing and submitted a contract without seeing the property. When I actually saw the neighborhood, I was totally dumbfounded. He wants to charge $300k–$400k for each home he plans to build, but the development is right in the middle of a 1930's neighborhood that would not sell for over $120k, tops. How do I counsel my builder friend without jeopardizing our relationship?
Mentor JJ Johnston has the Answer
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We have a profit-sharing program at my office, and I wanted to bring in some agents, but they're currently working in unrelated fields. They wanted to know how long it takes for most agents to start getting enough business to quit their jobs, or if they should quit altogether to do real estate fulltime. What should I tell them?
Mentor Ken Deshaies has the Answer
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After showing one couple several properties, they informed me they had found a FSBO, and that the seller’s agent wouldn't pay me. . One offer was accepted for another couple, but the appraisal was short $7,000. They were told about a FSBO, and ‘stole’ it from an older couple. It's discouraging to put so much time and work into people, only to have them act this way. How can I prevent this situation from happening again in the future?
Mentor Linda Mawhinney has the Answer
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I’m a single mom whose kids don’t need me so much anymore, and I’m interested in finding free basic real estate courses. Unfortunately, I’ve got very little income and cannot seem to figure out how to pay for the necessary classes. I am currently visiting local agencies to see if I might land a job as an assistant, and perhaps eventually start taking classes. Any ideas or suggestions you have would be more than welcome!
Mentor Carla Cross has the Answer
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Where can I find a resource to develop an exit plan so that I can sell my business when I retire in the near future? I have an excellent website on which I have spent a great deal of time, intellectual content, and money. I would like to be able to generate a return on my investment when the time comes for me to leave. I’ve searched the Web, but my results have been disappointing. Any suggestions would be appreciated!
Mentor Missy Vanderbilt has the Answer
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I will be entering college this coming fall, and I'm very interested in becoming a real estate agent or broker. What classes should I take in college that would help the most in reaching this goal. I am also wondering if in the summers I could work at a real estate office and get paid, or is the office just where the agents work that get their money from all the sales of homes that they do? I appreciate any help or advice you can provide.
Mentor Sharon Simms has the Answer
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How do we fight the discount brokers moving into our towns? I know we have to show value in what we do, but sometimes the discount is so great that it’s hard to compete.
Mentor Rob Levy has the Answer
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In working with my relocation department, sometimes the buyer or seller would receive a rebate. Some of those folks have referred me, and these referrals are now asking me to rebate them as well. My broker will not reduce the fee stated in the MLS to help out a buyer, but if I refuse to rebate them, other agents may lure them away.
Can you suggest a way to handle this? Any suggestions are appreciated, as I know my broker will not participate in pitching.
Mentor David Eiglarsh has the Answer
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One of my strategies is to send out 500 hand-written letters to absentee owners who live outside my county. It reads: “Dear Mr. and Mrs. Smith, would you consider selling your property at 123 Elm Street to a prospect of mine?”
The response ratio from these letters is high, but when the owners call they immediately ask for the buyer’s offer and identity. Once they realize that I don’t have a specific buyer, it just goes south from there. What am I doing wrong, and how do I correct it?
Mentor Rob Levy has the Answer
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I have had my real estate license for the last 3 years, recently obtaining my broker's license. However, real estate is a second career for me; I work full-time as a police detective investigating real estate fraud and white collar crimes (of all things!).
When delivering a listing presentation, what's the best way to address this fact, if the issue is raised?
Mentor Ken Deshaies has the Answer
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What contact management system do you recommend?
Mentor K.C. Butler has the Answer
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What are some tips on effective newspaper advertising? I'd like to get an edge over the other real estate companies' ads here in Chicago.
Mentor Ron Neal has the Answer
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What would you say to a client who specifically asks for your lowest percent commission?
Mentor David Eiglarsh has the Answer
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I've been in the business about a year, and though I've had a couple sales, I feel like my prospecting is all over the map and I'm not having much success. I've tried neighborhoods near my own home, expensive neighborhoods further away, a group of neighborhoods close together, etc, and I just don't know how to narrow down where I want to farm. Do you have any suggestions for determining a good farm area, before I waste more time and money on direct mail?
Mentor Jason Hartman has the Answer
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I rely mainly on email communication with prospects generated from my web site. Do I need to be proactive in calling them as well?
Mentor Galand Haas has the Answer
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I have 400 leads and gain about fifty new leads per month from my four top-ranked websites, but have only had three sales from these leads in a ten month period. I think I should be having more conversions - what am I doing wrong?
Mentor Galand Haas has the Answer
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When do I ask for a referral?
Mentor Mark McKee has the Answer
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I'm a new agent and have been advised by my broker to sit open houses and do floor time on the weekends until I can get some clients. This seems like a huge waste of time to me. Do you have any suggestions on how I could make these activities more productive?
Mentor JJ Johnston has the Answer
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I'm a rookie agent who's just entering my second month of business. I've researched various types of advertising but everything seems out of my price range, since I need to make my first commission before I'll have enough to put towards a healthy marketing budget. I'm working with about $300 a quarter for advertising currently, and am wondering if I could only choose one or two things, where would be the best place to put my money?
Mentor Ken Deshaies has the Answer
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How can I make "Just Sold" postcards more effective?
Mentor Laura Worthington has the Answer
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How can I develop my brand to bring in more business?
Mentor Jason Hartman has the Answer
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How can I generate business from the real estate conventions that I attend?
Mentor Mary Harker has the Answer
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How can I make recommendations to sellers about making changes to their home?
Mentor Judy Johns has the Answer
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In my area a lot of people read the local free paper to find properties. If I put an ad in this publication, what elements should I include?
Mentor Larry Suiter has the Answer
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What's the most important thing to put on my website?
Mentor Sharon Simms has the Answer
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As a new agent, what are the most important tasks that will successfully bring in clients and start my business flowing?
Mentor David Agema has the Answer
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Our real estate market is very, very low for listings. It is a sellers’ market with about 400, 3 bed homes in a population on 350,000 that has about 900 Realtors. I along with many others are having a difficult time getting any listings, the expired for the last three years have all sold. I've done 30,000 pieces of direct mail last year and called and written all my past clients in my database. Do you have any suggestions on what else I might do?
Mentor Galand Haas has the Answer
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What are some better ways to farm a neighborhood, or how can I move a step ahead compared to others farming in my area?
Mentor Terri Murphy has the Answer
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How do I drive buyers to my website to see my listings?
Mentor Rob Levy has the Answer
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What are some ways to build my email database?
Mentor Rob Levy has the Answer
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How can I improve my ad response rates?
Mentor Rand Smith has the Answer
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What else can I do to attract more unique visitors to my website?
Mentor Rand Smith has the Answer
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Can you help me with fresh ideas to generate referrals and bring in more business?
Mentor Ron Neal has the Answer
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What dialogue can I use to introduce a negotiation on my commission?
Mentor Jeff Scislow has the Answer
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How do I ask prospects if they are ready to buy a property?
Mentor Shon Kokoszka has the Answer
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I'm looking for an innovative way to reach relocation prospects. Can you help?
Mentor Penny McLaughlin has the Answer
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What are some innovative ways to work with FSBO's?
Mentor Rand Smith has the Answer
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What programs can I implement as a rookie agent to help get my business off the ground?
Mentor David Agema has the Answer
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Where do I begin to find a referral database?
Mentor Mark McKee has the Answer
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I live in a vacation destination and would like to get started in the resort property business. Any ideas?
Mentor Jim Lea has the Answer
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How can I best utilize the Internet to attract buyers?
Mentor Sheldon Zacharias has the Answer
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How can I utilize an IVR system?
Mentor Penny McLaughlin has the Answer
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How do you approach a builder about developing a subdivision?
Mentor Tom Secolo has the Answer
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Is your website generating a lot of emails and a small number of transactions? Michael Russer shows you a way to increase you....
Third generation real estate professional and 22-year career Realtor Tim Kinzler lives and breathes real estate. From runnin....
