Posts made by author 'David Horn, Managing Broker - Eastern Shore'
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21
The Real Risk isn't the Market. It's You.
The following is a summary of a blog written by Nick Schlekeway
Realtors (particularly at this time of the year) blame the market for not reaching their goals last year and are watching it hoping it will allow them to hit their goals this year.
Very few are fixing the thing that actually determines whether they win or lose.
- The market is not the variable that determines your outcome, your internal discipline is.
- Habits, mindset, environment and leverage decisions decide whether you survive volatility.
24
Deflecting Liability. It's Not a Copout - It's a Responsibility!
I often break down our job as Realtors like this - We are:
- Guides (through an uncommon process)
- Resources (assist in finding answers)
- 3rd Parties (non-emotional participant)
I also often say we are primarily in two businesses:
- Personal Marketing (meeting as many people as possible)
- Deflecting Liability (protecting ourselves)
Deflecting liability simply means to stay in your lane and allow others, who expect the liability, to take that liability. We do not need to try to be all to everyone.
21
Are You THE Source?
The more I read and the more I learn, the clearer it becomes that long-term sustainability in this business requires one thing: you must become THE source for real estate information for everyone you know.
It really is that simple.
This isn't about instant gratification or getting likes on a single post. This is about a long-term, sustained message that communicates your skills and the care you provide. It's about branding yourself as the go-to expert. While it is the easiest and lowest-cost marketing you can do, it's often the hardest to get agents to do consistently.
If you are not constantly reinforcing your value, how can you expect people to use you over the other agents they know? The truth is, if you are vi...
16
Prioritizing Your Safety as a Real Estate Professional
September is Realtor Safety Month, a crucial time to focus on the unique risks and safety concerns that come with being a real estate professional. While the job is generally safe, it's vital to be prepared for the unexpected. Developing and practicing a personal safety plan isn't about being paranoid; it's about being proactive and ensuring you're ready to protect yourself in any situation.
According to a 2020 NAR Realtor Safety Report, a significant number of agents have experienced situations that made them fear for their personal safety. These facts underscore the importance of having a plan and a mindset of constant awareness.
A Comprehensive Safety Ch...
7
Steps for Handling Objections?
I think one of the hardest things for most of us is dealing with objections from clients. The first key to successfully handling objections is to NEVER take the objection personally. Remember, an objection is really a request for more information or clarification, which is an opportunity for your help.
Here are some simple and easy steps for overcoming objections:
1. Acknowledge
2. Ask Questions
3. Confirm
4. Respond
5. Ask for Action
Acknowledge the Objection:
After someone poses an objection, it is important to immediately acknowledge their concern. People need reassurance they are being heard and taken seriously or they won't feel you are looki...
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