New Home Training Needs a Good Dose of Salt

You can lead a horse to water, but you can’t make him drink. Unless you first make him thirsty. Which brings us to why homebuilders have so much trouble drawing larger numbers of real estate agents to their events, even when the builder agrees to pay huge commissions and do all the work. Realtors® understand what…

The Millennial Home Buyer is Not Who You Think They Are

Millennials: Yes, they eat avocado toast; yes, they love their phones; and yes, they’re shopping for homes. Home buyers 37 years old and younger make up the largest portion of home buyers (36%) according to the National Association of Realtors. Millennials have experienced the 2008 housing crash and are overloaded with student debt, but they’re…

Marketing the Ultimate Property: Your Message

Every real estate agent has the potential to own the ultimate property. It is a property whose condition varies, whose variables are many, whose value reflects an agent’s personal values. It is not a property on a map but a place in people’s hearts: a place that advances based on what an agent says and…

Realtors Need to Establish Preferred Builder Networks

In the last five years, January 2013 to January 2019 many things changed, while what home shoppers want stayed about the same. Realtors still need a lot less competition and a lot more saleable inventory. According to two studies, one released by Builder Homesite Inc in January 2013 at the International Builders Show and the National…

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…