Learn to Laugh at Yourself

How do you handle those situations that totally embarrass you, but other people think are funny? Maybe you said something in a sales meeting that was misunderstood that got a big laugh. Maybe you dropped a dessert in your lap at the company party and everyone laughed while you sat mortified, or you forgot how…

Not Asking for Referrals is a Costly Bad Habit

One of the most common questions I am asked is “How can I get more prospects?” Fortunately I know the answer. Guaranteed. You don’t need more technology. You need to be willing to ask for the business. If you don’t ask, you will not get. This principle is so old it’s biblical. I watched this…

Understanding Adverse Possession

There is an ancient legal concept in the law known as “adverse possession.” If we go back to our history books, this is also known as “squatters rights.” The theory behind adverse possession is that a person who holds or uses property adversely against the rightful owner should ultimately be entitled to clear title. But…

Resolutions Drive 2019 Success

Real estate professionals who are determined to make 2019 an outstanding business year, should start by taking control of how they think about and use their time, money, energy, and other limited resources. PJ Wade explains “why” and “how” for a Happy New Year! Real estate professionals who are determined to make 2019 an outstanding…

To Know and Not to Do Is Not to Know

My guess is that if If you have been in sales for more than 24 hours, you have already heard that if you don’t have a prospect if they are not ready, willing and able to purchase a home. You have a suspect. The reason this is included in this series of ‘lessons’ is that too…

We Default to the Level of Our Training

Recently I was reminded of an adage that I learned from a Marine Corps fighter pilot: “People don’t rise to the occasion; they default to the level of their training.” Many real estate companies know this, and it is why they provide, or send their agents to, all sorts of training. For the most part,…

Remember Your Sales Objective

Do you remember your first sales job? Your first sales training? What do you remember most about it? I remember the first sales lesson at the age of 16. My first boss, Mr. Clarence McKee (deceased), taught me a sales lesson within 15 minutes of my first day on my first sales job, as a…

Perhaps It’s Time for Some RESPA Reminders

Recently, I was reminded that, lately, neither in this column nor in many of the usual places had there been much discussion of the need for real estate agents to be observant of activities that fall under the scope of the Real Estate Settlement and Procedures Act (RESPA). It was a good reminder. There has…

Don’t Let Winter Freeze Your Assets

Is winter the “off season” for your real estate plans? PJ Wade explains why waiting for the spring market may be the more expensive thing to do. Real estate may be the furthest thing from your mind at this time of year, but keep three key real estate realities uppermost in your thinking, or 2019 could be an…

What Do You Own When You Own an Own-Your-Own?

Both real estate licensees and members of the general public are liable to think of all forms of common interest subdivisions as being condominiums. For the most part, this is a common and harmless mistake. On occasion, though, it may turn out that the differences among these types of ownership is quite important. California law,…

Lessons Are More Important Than Skills

I started in real estate as the project manager for a large condominium community in Florida. I had no real estate experience. No real estate license. On my first day I went to my sales manager and asked him what I had to learn to be successful in real estate. His name was Chet Vanscoy…

Some Referral Fees Are Ok, but Caution Is Called for

Last week we discussed the Real Estate Settlement and Procedures Act (RESPA). It is almost inevitable that such a discussion will call for further discussion regarding the payment of referral fees. More than a few real estate agents are confused about the laws governing referral fees. Some don’t even know that there are any laws…