Our Latest Posts
Are You Using Technology or is Technology Using You?
Remember what life was like before smartphones? Sitting in an airport departure lounge recently, I found the scene around me almost eerie. Almost every person had their faces glued to a smartphone or tablet whiling away the wait time. It made me wonder: have these devices taken more than they’ve added? Are we now incapable…
ReadAre You “Good” Busy or “Bad” Busy?
Sales professionals, regardless of production, are busy people with a lot of balls in the air including finding new business, serving existing clients and running a business (in many cases with very little administrative support.) But why is it that we all get the same 24 hours yet some people seem to be far more…
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When is the Right Time to Ask for Referrals?
I was recently on a conference call with our coaches discussing the concept of asking for referrals. Nancy Steinhausen, one of RRi’s outstanding coaches, brought up the point that most salespeople wait until the transaction is complete before asking for a referral. Now, I understand the logic that most salespeople want to wait until they…
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The Secret to Better Serving Your Customers
Real estate transactions are stressful. They’re a big deal. They might not seem that way to you, but for your clients, the sale of their home and the purchase of a new home is a central occurrence in their lives often fraught with potential moments of anxiety and angst. Thankfully, they have you to guide…
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Never Forget: It All Comes Down to Value
After all of the new technologies, the market predictions, the industry ups and downs, and the changes in how your profession works, it turns out what really matters, what has ALWAYS mattered, is how well you continue to provide great value to your clients at a time when they need it the most. Providing tremendous…
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Build a Reputation on What You Know
As information shifts from scarcity to abundance, real estate professionals can no longer rely on being the gatekeeper. Most of the information buyers and sellers think they need is now just a few clicks away. It’s time to shift our focus from delivering information to delivering something new: insight. Insight is information with value added…
ReadDoes Prospecting Still Work Today?
Have you noticed that prospecting, in its traditional form, isn’t quite producing the results it used to? Here’s why: As the internet increases consumer access to information, it decreases their need to contact an agent, particularly in the early phases of buying and selling. The result is that prospecting, at least in the ways we…
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Are You Moving With or Against the Current?
I believe there’s a natural current in life–a flow in which one thing follows to the next in an effortless progression. At any given time, we’re either moving with or against this current, and this has an enormous impact on our business success. When we are moving with the current, our life and career expand smoothly…
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Are you Mobile Enough?
Have you noticed something startling (and somewhat eerie) lately? Whether stopped at a red light or waiting in line at the bank, everyone seems to be staring at his or her smartphone. In what has felt like an overnight phenomenon, suddenly everyone and their grandmother is walking around with a handheld computer that no one…
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Congratulations, You Failed
You can learn a lot from watching a toddler try to walk. From the first attempt to stand, to those first successful few steps, it’s one failure after another. Stand up, fall down. Take a step, tip over. The remarkable part of the process is that all that falling down doesn’t seem to deter…
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