Category Archives: Lead Conversion

Seriously? You’re Still Using Index Cards and Post-it Notes For Lead Followup??

Written by justinrichards on December 9, 2011 — 1 Comment

Anyone remember MLS books? I remember when I first got into the business, we had to pay our Board of Realtors for this HUGE ass book that double the size of a telephone book that showed every active listing in our market.  I’m probably aging myself, but this was before the internet and even before [...]

Also posted in Business Management, Funny Stories, Prospecting, Time Management

How Many Showings Is Too Many??

Written by justinrichards on July 26, 2011 — 3 Comments

Even the best buyer agent has gotten stuck in the trap. The trap where your buyer keeps milking you for one more showing appointment, which when done turns into a request for another showing appointment. By the time you finally figure out that this buyer is just sucking the time and life out of your [...]

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I’m already working with another buyer agent

Written by justinrichards on June 13, 2011 — 36 Comments

We’ve all heard it hundreds and maybe more likely thousands of times, “I’m already working with another agent”. Whether you’re calling somebody back from sign call, meeting them at an open house, or responding to an internet lead. This one simple sentence has gotta be one of the most common objections we run across as buyer agents [...]

Also posted in Prospecting | Tagged , , , , ,

Do You Remember Your First Time?

Written by justinrichards on May 10, 2011 — 25 Comments

I was watching TV the other night and saw a clip showing quarterback Mark Sanchez completing his very first  pass as a starter for the USC Trojans.  With that first completion, Mark took one of the most critical steps in building up his confidence and perfecting his game.  As I watched this pass replay, I [...]

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