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  52% of an agent’s business comes from Friends, Family, and Former clients! If you’re not focusing on this group, you’re really missing the boat.   We see many agents caught up in ‘new’ business, which is good – in fact, online lead generation (new business) is a service we’ve been providing to agents for […]

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We all want a complete real estate technology solution – a beautiful, robust, consumer-facing home search site with true “real-time” property alerts, a powerful CRM, smart automated follow-up, and all the rest, but none – not a single one – no matter the price, has all the features we need to take buyers from lead […]

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Last year I spoke directly (well, via GoToMeeting) with a thousand or more agents.   What surprised me was that most hadn’t learned to connect with their client bases (CB) or how to engage with their neighbors. So I thought, well, a primer might lend a little direction, so here goes.   Point #1 Nurture […]

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People tend do business with people who’ve done business with people like them before.   It’s a real tongue twister, I know.   Take a moment to consider the above statement to see if it’s true for you.   When on the phone with a prospect who’s a Doctor, for example, you might find a […]

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Over the years, eleven already, I’ve listened to agents attempt to convert online leads to appointments. They often start off on the wrong foot, get flustered, and peter out. Headdesk! Here’s one that is bullet-proof. – Go ahead, take it for a spin. Easy Conversation starter Rather than saying, “I see that you are on […]

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When it comes to effective lead conversion, the majority of other systems – whether software or training – encourage immediate callbacks as the key to conversions.   Our recent testing has us convinced that “Delayed Timed Targeted Engagement” (DTTE), a term we’ve coined, is a more efficient and effective way to convert leads.   What […]

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