At the International Builders’ Show in Orlando, Fla. last month, I had the chance to sit down with two authors who know a ton about generating customer loyalty. One was Jason Forrest, a sales trainer and coach whom I’ve known as a regular contributor to REALTOR® Magazine over the years.
At the International Builders’ Show earlier this month, I was lucky enough to meet up with Mina Starsiak at the Owens Corning booth on the expo floor. Starsiak—a licensed real estate pro and REALTOR®—and her real estate attorney mother, Karen E. Laine, have been rehabbing and selling homes in the Fountain Square neighborhood of Indianapolis since 2007.
Think that FSBOs dread hearing from you? Think again. Studies show that nine out of 10 FSBOs eventually end up hiring an agent to sell their home. Yet, only 5 percent of real estate practitioners say they work with FSBOs — which means there’s an untapped market for you to grow your business.
Are you worth the commission you charge for representation?
As a real estate professional, you’re surely aware of how important it is to stay abreast of the trends that affect your business. I’m betting your browsing history is filled with housing stats, news about local business developments, and features on design trends, among other things.
Usually I try to point Book Scan readers to the written word, but occasionally I find a piece of audio worth recommending. Last time I pointed you toward a wonderful novel about a real estate agent, but this time I’m suggesting a podcast.
You have the best of intentions of choosing thoughtful, practical gifts. So why do all your clients get the same cheesy keyring with your contact information printed on it? In this world of overconsumption, who wants to clutter up their brand new house with useless tchotchkes?
After last week’s post underscored the longevity of Gary Keller’s The Millionaire Real Estate Agent as a favorite book for newer agents, I thought it was time to go back and take a look at the top ten business books on real estate again. We used to check in with Amazon more often, but the last time we brought you a best-seller list was back in 2011.
Stories of salespeople going from rags to riches are a dime a dozen. And books chronicling abuse and recovery often seem overly congratulatory and hazily constructed, with the most harrowing parts excised.
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