“Listening is hard work,” Michael P Nichols, PhD, professor of psychological sciences and author of “The Lost Art of Listening,” says. “It takes concentration and effort and self-restraint.”

Not only is listening hard work, but actually hearing what the other person is saying and why they are saying it, can be even harder.

Here’s the thing that many people struggle with. We want to be heard. As a result, when someone is talking, we are busy thinking about our response, instead of being fully attentive to what they are saying.

Even if we don’t say something aloud, our brains are frequently thinking about a similar experience we have had and how things went in that situation, thereby, not hearing what the other person speaking is saying. When the client does finish speaking and there is a pause, we tend to interject our experiences without taking into consideration what was just said.  Although we thought we were paying attention, we were actually waiting for our turn to speak.

Our Biases

Good listening also involves keeping an open mind and withholding judgment until the other person has completed the message. Conversely, biased listening is characterized by jumping to conclusions; the biased listener believes, “I don’t need to listen because I already know what they are talking about and I know how I would handle that situation.”  You might experience this when working with sellers who have sold many times before.  They think they know everything about the process and as a result, don’t fully “hear” any new information you may be giving them. This is the recipe for creating a roadblock to hearing. Although we all have biases, good listeners have learned to hold themselves in check while listening so they can receive the other person’s message.

Another thing that shows up frequently is when we have preconceived notions about someone who is speaking, those biases can interfere with our ability to listen accurately and competently to the message. We may think we are speaking with a “know it all” or perhaps someone we don’t respect, so we tune them out completely.

I May Not Understand

On the other hand, we may feel that the content being discussed is over our head and that there is no way we will ever understand the material. This is called Listening or Receiver Apprehension. This is the fear that you might not be able to understand or comprehend the message or process the information correctly or be able to adapt your thinking to include the new information coherently.

As a result, our brain simply shuts down and we are unable to hear, let alone process this new information. This can be why we sometimes need to hear information multiple times before we completely understand it. This is especially true with some of the changes we are experiencing now with our forms and how we discuss our compensation with our clients.

There is a lot of information coming at us every day and we have lots of choices to make.  One way to make better choices is to become an active listener and not be afraid to ask questions when we don’t fully understand what is being said or presented.  Listening is a learned behavior and well worth learning!

Real-Life Real Estate Training – The Training You Need, When You Need It

Have you struggled turning contacts into clients?

Are you working hard, but hardly making any money?

Are you beginning to think you made a bad career choice?

If you answered “yes” to any of these questions you are in the right place!

Sign up for my FREE email course, 5 Things Every New Real Estate Agent Needs to Know to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016.  Candy,  “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.  Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

As an active Realtor licensed in four jurisdictions, I approach real estate training from a different perspective. With over 24 years in the real estate business, I teach agents what it’s really like to be a real estate agent.

www.rlretraining.com/

The post Roadblocks to Hearing appeared first on Real Life Real Estate.

There are lots of things that don’t matter when it comes to real estate transactions.  Among them are the following:

• How much the seller paid for the property
• Why the seller is moving
• How much the seller wants to net
• What I think the property is worth
• What the seller thinks the property is worth

These last two items are questions the seller will ask and where you let the data do the heavy lifting for you.  When meeting with the seller you want to present data that shows the complete picture of the neighborhood.  The last thing you want to do is cherry pick which comps you show.  

Show All the Comps

Some agents will only show the comps that support their suggested sales price.  High price or low price, I believe the seller should see all of the comps because each comp tells a story…a story the seller may need to hear. 

The listing appointment is your opportunity to present all of the data to the seller…the good and the not so good. That includes, not only price, but days on market as well.  Although you may show the seller all of the properties that are similar to theirs, you will highlight those 3-4 properties that are most like their property.  Most sellers will have an idea as to what they want the sales price to look like.  Even if they say they don’t…they do, trust me on this.  

Educate the Seller

Often times that price is unrealistic and doesn’t align with the most recent sales or market conditions.  Help the seller understand what happens to overpriced listings. This is the time to let the data do the heavy lifting.  It’s not you saying the price is unrealistic, it’s the data.

By showing the seller pictures of the best comparables, they can see how their property measures up…or not.  You’ll want to look at the quality of the renovations, square footage and other property amenities.  When reviewing the comps with the seller take great care to tell them how their property is better or not as good as the comp.  But keep this in mind, although we look at the comps to see what has sold, they don’t necessarily project what the future holds.  A lot depends on the current market conditions.  

In the end, the seller needs to understand that they don’t set the price, you don’t set the price, but the market sets the price. Once you arrive at a list price, the market will tell you rather quickly, if you got it right.

Real-Life Real Estate Training – The Training You Need, When You Need It

Have you struggled turning contacts into clients?

Are you working hard, but hardly making any money?

Are you beginning to think you made a bad career choice?

If you answered “yes” to any of these questions you are in the right place!

Sign up for my FREE email course, 5 Things Every New Real Estate Agent Needs to Know to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016.  Candy,  “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.  Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

As an active Realtor licensed in four jurisdictions, I approach real estate training from a different perspective. With over 24 years in the real estate business, I teach agents what it’s really like to be a real estate agent.

www.rlretraining.com/

The post Let the Data Do the Talking appeared first on Real Life Real Estate.

I know this sounds like such a basic question, but I simply had to ask.

We have a lot of things going on in our lives and in the world today and I thought it important to do a quick check in. Through various media and social media outlets, we are bombarded with negative news. There are multiple fires, multiple wars around the world, domestic terrorism, uncertainty around our government, and a dividedness that seems never ending.

Not to mention the stress you face every single day on the job. Will this transaction fall apart? Will the buyer make an offer? Will the seller accept the offer? Will I get the listing? What will the home inspection bring up? Will the property appraise? And the list goes on.

And then there’s your personal life. Sick children, college tuition payments, unexpected expenses, aging parents, mental health issues and illness.  And now, so many families being displaced due to the fires.

You’re dealing with a lot!

If it is of any comfort, please know that you are not alone. Everyone is going through something, even if they don’t show it. This is why it is so important to show empathy for others. You don’t know what they are going through and the way they show up may be the best they can do that day. Show them a little grace, because one day you will need that same grace.

Take Some Time For Yourself

Real estate agents are born to give, but we need to take some time to fill back up.

Read a Book

Simply being still and reading a book can be the medicine you need. Silence your phone (your business won’t fall apart, I promise) and enjoy a little quiet time with a great book.

Take a Walk

This is a beautiful time of year and your hours are flexible so take advantage of both. Take a stroll in one of your favorite neighborhoods, your own neighborhood or in Rock Creek and simply enjoy the beauty of nature.

Take a Nap

Remember when you were in kindergarten and you had nap time? Your’re never too old for nap time. Naps are a great way to not only be still, but to get a little extra energy to take you through the rest of your day.

Practice Meditation

This is a difficult one for me. My mind is constantly racing and it takes work and practice to get it to slow down. Mindfulness meditation is a mental training practice that teaches you to slow down racing thoughts, let go of negativity, and calm both your mind and body.

Mindful meditation uses deep breathing exercises and awareness of body and mind. Practicing mindfulness meditation doesn’t require props or preparation (no need for candles, essential oils, or mantras, unless you enjoy them). To get started, all you need is a comfortable place to sit, three to five minutes of free time, and a judgment-free mindset.

Take Care of You

Please take the time to take care of yourself…whatever that looks like for you. If you think your business will suffer because you take some time for yourself, just know that it will suffer even more if you don’t.

If you don’t take care of yourself, there’s no way you can care for those around you.

Real-Life Real Estate Training – The Training You Need, When You Need It

Have you struggled turning contacts into clients?

Are you working hard, but hardly making any money?

Are you beginning to think you made a bad career choice?

If you answered “yes” to any of these questions you are in the right place!

Sign up for my FREE email course, 5 Things Every New Real Estate Agent Needs to Know to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016.  Candy,  “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.  Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

As an active Realtor licensed in four jurisdictions, I approach real estate training from a different perspective. With over 24 years in the real estate business, I teach agents what it’s really like to be a real estate agent.

www.rlretraining.com/

The post How Are You Feeling? appeared first on Real Life Real Estate.

Life Gives You Choices

As I was scrolling on Tik Tok the other day, I ran across this and immediately thought about being a real estate agent.

“Marriage is hard.

Divorce is hard.

Choose your hard.

Obesity is hard.

Being fit is hard.

Choose your hard.

Being in debt is hard.

Being financially disciplined is hard.

Choose your hard.

Starting a business is hard.

Working a 9 to 5 is hard.

Choose your hard.

Life will never be easy,

but you can choose your hard.

Choose wisely.”

Being a Real Estate Agent is Hard

You can choose the hard work of prospecting for leads, learning the ins and outs of our new contracts, and staying up-to-date on market conditions. Or, you can choose the hard that comes from stagnation—where your business struggles because you didn’t push yourself to attend training, sales meetings and go the extra mile for your sphere of influence.

Being a real estate agent is hard. Let’s face it, juggling clients, managing expectations, working long hours, and handling the rollercoaster that is the housing market isn’t exactly a walk in the park. But here’s the thing—life itself is hard.

It’s easy to look at successful real estate agents and think, “Wow, they’ve got it all figured out.” But behind every thriving agent is a series of hard decisions, long nights, and oftentimes, failed attempts. The truth is, successful agents chose to embrace the hard work, the hustle, and the challenges that come their way.

The Choice is Yours to Make

How will you choose?

Sometimes, just showing up and trying to make it through the daily grind can be hard.

I challenge you to think about which hard you will choose today, tomorrow and each day that follows. 

Real-Life Real Estate Training – The Training You Need, When You Need It

Have you struggled turning contacts into clients?

Are you working hard, but hardly making any money?

Are you beginning to think you made a bad career choice?

If you answered “yes” to any of these questions you are in the right place!

Sign up for my FREE email course, 5 Things Every New Real Estate Agent Needs to Know to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016.  Candy,  “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.  Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

As an active Realtor licensed in four jurisdictions, I approach real estate training from a different perspective. With over 24 years in the real estate business, I teach agents what it’s really like to be a real estate agent.

www.rlretraining.com/

The post Choose Your Hard appeared first on Real Life Real Estate.

Many people, especially real estate agents, struggle with managing their time. Once gone, you can never get your time back. We all get the same 24 hours each day, but some of us are better at managing it than others.

A Blessing and a Curse

A common reason people decide on a career in real estate is because it allows us to determine our work hours and enables us to have a more flexible work schedule. But the reality is, the luxury of creating your own work schedule can be a blessing and a curse. It’s a blessing because you can schedule time to go to the gym in the middle of the day, or attend your child’s field trip or simply sleep in. But that same blessing can easily become a curse because when we have to come up with our own work schedule, we simply don’t know how or aren’t as good at it as we may think.

Parkinson’s Law

Making good use of your time is critical to having a thriving real estate business. Taking control of your time means less stress, in what can be a stressful job. Many of us are familiar with Murphy’s Law, but my favorite is Parkinson’s Law. The adage goes, “Work expands so as to fill the time available for its completion.” In other words, tasks take as much time as you give them.  

Have you ever noticed that the more you have to do, the more productive you are? You can get a lot more done when your plate is full.  

One of the issues I’ve noticed with real estate agents is that we often mistake motion for progress. Just because you are in the office, doesn’t mean you are working. Just because you are on the computer, doesn’t mean you are working. You don’t have to work 6-8 hours every day. If you are focused and really work, you can probably cut that time in half. When you put in the time and really work, you can enjoy your time off without feeling guilty.  

Do the Work

I don’t know many people who “live to work.”  Most of us “work to live.” But it’s hard to enjoy your time off if you know you haven’t put in the work ahead of time. So put in the work.  

Time blocking is a great way to better manage your day and stay focused on what work needs to get done on a daily basis. Put yourself on a schedule. Get dressed and get into the office. Pajamas and yoga pants may be comfortable, but you need to send a signal to your brain that it’s work time. Lastly, let your clients know when you work. Let them know what time you turn your phone off. Manage their expectations so they know if they call you after 9pm, they will get your voicemail. Naturally, this doesn’t apply when you’re in negotiations. It’s important to set boundaries, because if you don’t manage your time, someone else will, and you won’t like it.

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• You’re afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you?

Get more control over your business and less chaos.

I know how you feel. I know you’ve been burned and disappointed by training programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver.

There is NO secret to success in real estate or in life. Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

Candy is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Tik Tok, Facebook,  and LinkedIn.

Let’s Go to Work!

The post Who Is Managing Your Time? appeared first on Real Life Real Estate.

What’s the one thing you’ve always wanted to do? Stop right there.

What was the very first thing that came to mind? Focus on that.

Now, what’s stopping you from achieving that thing? Or let me phrase it this way — What reasons have you been telling yourself explaining why you aren’t doing what you truly want to do?

Is Fear Holding You Back?

One reason, more than likely, is fear.

Fear of failure.

Fear of what others may think.

Fear of the “what ifs.”

The other reason you may not be pursuing what you’ve always wanted to do is, you’re not willing to do the work. The key word in this phrase is “willing,” because we have the free will to do virtually anything we want to do.

A common excuse for not moving forward is, “I don’t have time.” My dad had a saying that I’ve added to over the years. He said, “people find money for things they want to buy.” I added, “people find time for things they want to do.”

If you are willing to do the work, you can achieve whatever you set out to do. Now before you start thinking about what is and isn’t attainable due to your circumstances, hear me out. 

You Find a Way

When you wanted to take that vacation or buy that designer piece or spend more time with your family, you found a way to do it. You were willing to sacrifice other things to get what you wanted. So why is it, you are willing to do the work in some areas of your life, but not others?

We have all fooled ourselves at some point to believe that we are working hard or that we are doing everything within our power to make things happen. But, are you really doing the work or are you simply phoning it in?

As you very well know, nothing in this life comes easy. Nothing worth having ever is. That “overnight success” took a decade to become a superstar, because they were willing to do the work. And here’s the thing — they do the work when no one else is looking. They are willing to do the work now, for a larger payoff later.  

Fight Through Your Fears

Those who are willing to do the work have the same fears as you. The difference being, they have learned how to fight through those fears, continue doing the work and come out on the other side. They keep moving forward.

You can overcome fear by doing the work. There is a saying that I heard years ago that still rings true.

“You can’t expect full-time results, with part-time effort.”

So, what are you willing to do to achieve your goals?

Be prosperous!

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• You’re afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you?

Get more control over your business and less chaos.

I know how you feel. I know you’ve been burned and disappointed by training programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver.

There is NO secret to success in real estate or in life. Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

Candy is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Tik Tok, Facebook,  and LinkedIn.

Let’s Go to Work!

Candy Miles-Crocker Edit profile

As an active Realtor licensed in four jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.

www.rlretraining.com/

The post Overcoming Your Fears appeared first on Real Life Real Estate.

You’ve taken your pre-licensing class, passed your State exam and affiliated with a broker, now it’s time to get to work. 

The only question is, what do you do?

If you’re looking to crush it in real estate, follow this 7 tips for success. 

In no particular order, let’s get started.

Get More Training

This is probably the last thing you want to hear, but it’s one of the most important things you can do.

You will soon find out that your pre-licensing class was simply the tip of the iceberg.  It taught you the legalities of real estate, now you need to know how to BE a real estate agent.

If your broker offers training, attend every session you can. If you haven’t joined a brokerage that has a great training program, check online for additional courses you can take to learn about what happens in the transaction.

It’s a great investment in yourself and your future.

Call Everyone You Know

When you become an agent you often feel that you don’t know enough to talk to people about real estate. 

One of the biggest fears new agents have is that someone will ask them a question they don’t have an answer for. While you may not know everything, you know enough to make the call.

The first call you make to everyone you know, is to let them know that you have a new career as a real estate agent. 

That’s it.

Have a goal of calling three people each day.  When you get through all of your contacts, start again.

By the time you call them again, you’ll have more confidence and more to say.

Ask For the Business

When talking to people and making calls, be sure to ask for their business.

People move when they experience life changing events. 

If you talk to someone and they mention that they are getting married or having a baby, ask if they’ll be looking for a new home.

Find a way to ask that is comfortable for you, but you must ask.

The worst that could happen is that they say no.

Don’t Take It Personally

One of the most difficult things to hear is that a friend or family member just bought a house.

While they are bubbling over with excitement, you feel like you just got kicked in the stomach.

But don’t take it personally.  It has happened to all of us.

For whatever reason they either didn’t want to work with you or worse, they forgot you were an agent.

It’s important to remember this may be the largest purchase they’ll ever make. 

It could be they didn’t think you knew enough to guide them in the right direction or maybe they didn’t want you to know any of their personal business.

You don’t know what was going through their mind.

Bottom line, family and friendship supersedes business. 

Continue to let them know what you are doing in real estate.  They may have colleagues and friends who need your services.  

Be a Resource

You will find that people love talking about real estate.

They hear a story on the news and think they know everything there is to know about real estate.

They don’t, but you do.

When you communicate with your Sphere of Influence (SOI), give them information that is useful.

You may want to provide information outlining market conditions, a comparative market analysis or a new business opening in their neighborhood.

When you provide information that people care about, you will never be thought of as a pest. 

They will look forward to receiving and reading your valuable information.

Take Your Job Seriously

As a real estate agent, you are running your own business…so treat it like a business.

Put yourself on a schedule, and stick to it.

Write out a “To Do List” each and every day so there is no doubt as to what you want to accomplish each day.

Use time blocking to stay focused and get your work done.

As I mentioned earlier, get additional training to educate yourself on your new business.

Being a real estate agent isn’t the most difficult job on the planet, but it does take training and a good work ethic.  

Success won’t happen overnight, however it will happen if you do the work.

Be Patient

Although real estate is one of the easiest businesses to start, it is difficult to achieve success,

Don’t be surprised if it takes you four to six months to get your first client.

That’s normal.

Is it frustrating? 

Without a doubt, but keep doing the work.

In the beginning, you are sowing and watering seeds.

If you keep doing the work and have a positive attitude, you will see results.

Related Blogs

• 3 Simple Tips for Success in Real Estate
• 5 Ways to Become a Neighborhood Expert
• 5 Things New Real Estate Agents Need to Know

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• You’re afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you?

Get more control over your business and less chaos.

I know how you feel. I know you’ve been burned and disappointed by training programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver.

There is NO secret to success in real estate or in life. Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

To learn what it takes to be a successful real estate agent or to get your real estate business back on track, check out my new book,

“The Reality of Real Estate – The Essential Guide to Planning, Managing and Growing Your Real Estate Business.”  Available on Amazon now! Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success.

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

She is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

The post 7 Must-Have Tips to Crush It in Real Estate appeared first on Real Life Real Estate.

I have good news and bad news.

The bad news first.

Contrary to popular belief, there is no “secret” to success in real estate.

But there is some good news…very good news.

I’m going to share with you 3 simple tips for success in real estate.

Commit to doing these three simple activities and I can almost guarantee, you will experience success in real estate.

Let’s get to it.

Ongoing Training

As a new agent you know, or at least should know, that you need some training.

Actually, you need a lot of training.

Make sure you affiliate with an office or a team that make training a priority.

Your pre-licensing class taught you the legal aspects of being a real estate agent.

Unfortunately, they didn’t teach you what you need to be doing on a daily, weekly or monthly basis to build a thriving business.

The right training will do that.

But it doesn’t stop there.

After having a few transactions, too many agents feel like they know everything there is to know about real estate.

Wrong, wrong, wrong!

Don’t fall into that trap.

The real estate business is constantly changing and evolving.

Market conditions, technology, communication and standards of practice change.

Your presentations, scripts and marketing will change over time.

You need to stay current and relevant or you’ll start seeing your business decline.

No matter your level of success or number of years in the business, you will need ongoing training.

Whether it’s in-person, online, seminars or a business coach, ongoing training is absolutely necessary.

Make the investment in yourself and your business, it will totally be worth it.

Market Yourself

Once you’ve told people that you’re a real estate agent, you think that’s enough.

It isn’t.

You have to consistently remind everyone you know that you’re a real estate agent.

That’s part of the job.

Tell people why they should work with you.

If you don’t have a large marketing budget, utilize the free tools that are readily available.

Make phone calls.

Start with the people you know.

These will be the easiest calls to make.

Everyday you should call someone who is looking to buy or sell real estate or perhaps they know someone they can refer to you.

Ask for the referral.

Social media is another great free marketing tool.

Some people say they are too “private” to be on social media.

I say, get over it!

Unless you are in the witness protection program, you need to be on a social media platform.

Pick one, start slowly and let the world know you are a real estate agent.

But remember to keep it social. It’s called social media for a reason.

That means your posts should be about 80% social and 20% real estate.

If you have a larger budget you may want to consider a targeted direct mail campaign or working with a lead generation service.

However, I do have a word of warning.

If you decide to go with a lead generation service, do your research and ask how they qualify their leads.

Before making the purchase, make sure you are comfortable with the scripts you’ll be using to convert the calls to clients.

Do the Work

One more little piece of not so good news.

Rome wasn’t built in a day…and your real estate practice won’t be built quickly either.

Building a profitable, thriving real estate business takes time, consistency and work.

You have to do the work. There are no shortcuts.

Be clear on the goals for your business and write them down.

Next, determine what activities you need to do to reach your goals.

Now do the work.

Have a “To Do” list every day.

Be intentional with your time. I highly recommend time blocking.

Time blocking will keep you focused, on-task and will help you use your time wisely.

Don’t expect your activities to generate results the first or second time around. It may take months to see results.

Stay focused and keep putting in the work.

Think of building your career like training for a marathon.

On the first day of running, you don’t try to do 26 miles.

You build up to it.

Your real estate business is exactly the same.

When you do the lead generating activities on a daily basis, you not only build your confidence, but you’ll build your business.

Consistency is Key

Whether it’s training, marketing or doing the work, consistency is key.

You won’t see results if you make two phone calls and say phone calls don’t work.

Call 3-5 people a day for two months and see what happens.

If you don’t get any leads from making 120-200 calls, then maybe you need to make some adjustments to your script.

But keep calling.

Over time you will gain traction.

That goes for all of the activities you commit to doing.

Don’t give up if you don’t experience immediate success.

Think about your goal and why you became a real estate agent.

That alone, should be motivation enough.

Be prosperous!

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• You’re afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you?

Get more control over your business and less chaos.

I know how you feel. 

I know you’ve been burned and disappointed by training programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver.

There is NO secret to success in real estate or in life.

Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

To learn what it takes to be a successful real estate agent or to get your real estate business back on track, check out my new book,

“The Reality of Real Estate – The Essential Guide to Planning, Managing and Growing Your Real Estate Business.”  Available on Amazon now! Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success.

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

She is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

The post 3 Simple Tips for Success in Real Estate appeared first on Real Life Real Estate.

Any experienced real estate agent will tell you that the buyer’s parents can, and will kill the deal.

As the buyer’s agent, you have to figure out a way to connect with the parents and ease the concerns they have about any given property.

It’s definitely a balancing act.

One word of caution…tread lightly.

Parents Want to Protect Their Children

Parenting is one of the toughest jobs on the planet and parents naturally want to protect their children from the cold, cruel world.

That’s been their primary job since their child was born.

As a parent, I know how difficult it is to watch your child do something that you know is not good for them, but you have to let it play out.

That’s how they learn.

As a parent you teach your child to be honest, responsible, trustworthy and independent.

But all of that seems to go out the window when it comes time to buy a house.

All of a sudden, their grown child is 6 years old again and incapable of making an intelligent decision.

Buyers Want Their Parents’ Blessing

Buying a house is an exciting and scary time.

It’s the ultimate “adulting” thing to do.

The buyer has met with you, gotten pre-approved, looked at dozens of houses and have finally decided on one.

Enter, the parents.

Before they make an offer, in a slow market, they want their parents to see it.

“Of course” you say and prepare for the worst.

Gird Your Loins!

One of the rules I have in my business is that I only work with people I like.

Sure one or two bad apples creep in, but for the most part I truly enjoy working with my clients.

I think my clients are smart, savvy and know what they want or don’t want.

So when I meet their parents, I compliment them on how well they raised their child.

I talk about how many houses or condos we have looked at to arrive at this particular selection.

As the house tour begins, the buyer tells them what they love about the house.

I mentally prepare for the worst.

Let the Questions and Comments Begin

The parents begin with the questions and comments.

“Is this neighborhood safe?”

“It seems a little small.”

“The price seems too high.  Do you know what you could buy (insert state) with that kind of money?”

“It sure needs a lot of work.”

“There’s no parking?  Where are you going to park?”

“Why isn’t there a bathtub?”

“How old is the roof?”

“What’s going on with the house next door?”

…and the list goes on and on.

It’s Too Late

As the seeds of doubt are being planted, you can see on their face that the buyers enthusiasm begins to wane.

They try to convince their parents what a great house they are buying and that it’s a good investment.

You exchange pleasantries and tell the parents that their adult child is making an educated decision.

You explain one more time about the number of properties you have seen and this one fits their needs and their budget.

Having said all of that, you know in your heart of hearts that there is still a 50/50 chance, the buyer won’t make an offer based on the parents.

It’s always frustrating for real estate agents when someone important to the buyer comes in at decision-making time and doesn’t “approve” of the property.

They haven’t seen all of the properties you and the buyer have seen.

As a result, they can’t appreciate the property their child has selected to purchase.

For some reason, they don’t trust their adult child to make a major financial decision without their input.

So much for raising a strong, independent thinking child.

Be a Grownup

But I don’t just blame the parents.

The buyer is at fault as well.

Part of adulting is learning to make decisions. 

Difficult decisions.

Sometimes you have to stand-up to your parents.

Yes, you can ask your parents for their input, but you ultimately make the decision.

It takes a strong buyer to go against the advice of their parents, but they are out there.

What Can You Do?

As their Realtor, it’s difficult to think you can come between a parent and their child.

You are bound to upset one of the parties.

So what can you do?

I pull the buyer aside, if possible and remind them of what they are looking for in a house.

I also give a rundown of all of the other properties we have seen and eliminated.

Often times I have to remind my buyers that they are smart and capable of making this decision on their own.

After this pep talk, sometimes I’m successful and other times, the search continues.

Frustrating, but what else can you do?

Be prosperous!

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• You’re afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you?

Get more control over your business and less chaos.

I know how you feel.  I know you’ve been burned and disappointed by programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver. There is NO secret to success in real estate or in life.

Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

To learn what it takes to be a successful real estate agent or to get your real estate business back on track, check out Candy’s new book,

“The Reality of Real Estate – The Essential Guide to Planning, Managing and Growing Your Real Estate Business.”  Available on Amazon now! Candy,  

“The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success.

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

She is a firm believer in managing expectations.

Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

The post Parents Can and Will Kill the Deal appeared first on Real Life Real Estate.

When I say there are 3 ways to help real estate agents work smarter, I’m not speaking about simply using your smartphone or other Internet tools to make your life easier.

While those are extremely helpful tools, I’m talking about how to make better use of your time…something most of us have more of since we’re not driving as much.

Let’s take a look at the 3 ways you can work smarter and have more time in your day.

Qualifying Clients

Too many times real estate agents are what I call, “happy to be there.” 

They are so excited to get a client, they skip one of the most important aspects of the job. Qualifying a client. 

To work smarter, make sure you have a pre-approval letter from the buyer BEFORE you take them out to see property.

There are a couple of reasons you don’t want to skip this step.

First, you want to make sure they have the financial ability to purchase a house.  Any house.

Second, you need to know how much house they can afford. 

The last thing you want to do is show them houses, they fall in love with one and you then learn, they can’t afford.

Not only has everyone wasted time, you will now spend the next few months trying to find the house of their dreams, at a lower price point.

Before making appointments to show property, have your clients speak with a lender to determine how much house they can afford.

Group Your Showings

This is one of my favorite tips.

Grouping your showings frees up a lot of your time if you plan it correctly.

If you have several buyers wanting to see properties, try to group them back-to-back on the same day.

If possible give each client 2-3 hours each.  Doing this will make more efficient use of your time.

Of course you can’t do this with your first showings with a buyer since you will be showing so many properties, but on subsequent showings give it a try.

This method works extremely well when you have a rental listing.

When you receive calls from prospective tenants, let them know when you will be at the property and have them come in the same block of time.

It may make for one very busy day, but it’s better than having 3 chopped up days.

Put Systems In Place

This should go without saying, but because most agents don’t do the work, I have to say it.

Everything in your business should be systematized.

Anything you do in your business more than two times, you need to have a system for it.

Those systems should include everything from how you prospect to how you present to a new buyer to how to process a ratified contract.

Having written systems in place frees up your brain so you don’t have to wonder it you forgot to do something important that could cost your client thousands of dollars.

Creating systems in your business will allow you to bring in an assistant without totally disrupting your business.

Write up systems for your business today, because when you get busy…well you know what happens.

They never get done.

Work Smarter, Not Harder

If you are looking to grow your business you have to work smart.

Time is your most valuable commodity and once it’s gone, it’s gone.

Make the best use of your time by getting your buyer pre-approved, group your showings and getting systems in place.

As your business grows you don’t have to worker harder, just smarter.

Be prosperous!

Are you stressed and frustrated at trying to figure out everything on your own and still failing to get business?

Sign up today for my Free Email Course, Your Road Map to Success in Real Estate. Start building your real estate business on a solid foundation.  Click here to get started.

Don’t think you need help?

• You don’t know what to do to make something happen…how to get clients
• Your afraid of making a mistake
• If you don’t start making money pretty soon, you’ll have to get a “regular” job

Is this you? Get more control over your business and less chaos. I know how you feel.  I know you’ve been burned and disappointed by programs that promised you results before.

So have I.

The majority of my clients come to me because other companies didn’t deliver.

There is NO secret to success in real estate or in life.

Sign up for my FREE email course, Your Road Map to Success in Real Estate to start building your real estate business on a solid foundation.  Click here to get started!

To learn what it takes to be a successful real estate agent or to get your real estate business back on track, check out Candy’s new book,

“The Reality of Real Estate – The Essential Guide to Planning, Managing and Growing Your Real Estate Business.”  Available on Amazon now! Candy,  “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success.

Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.

She is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.

Candy’s unique training methods have shown agents what it takes to be successful!

Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.

If you haven’t done so already, please connect with us on Twitter on Facebook,  and LinkedIn.

Let’s Go to Work!

The post 3 Ways Real Estate Agents Can Work Smarter appeared first on Real Life Real Estate.