Posts made by author 'David Horn, Managing Broker - Eastern Shore'
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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...
31
Sixteen of the Last 21 Years Were Not Normal
In 2024, we entered a "normal" market.
By normal, I mean the market was not being driven up or down. Buyers and sellers, through normal supply and demand, regained control of the market, price growth slowed, neither sellers nor buyers were overly disadvantaged, and days on the market were leveling out.
But we're so used to the Fed steering the ship, how do we adjust to a "normal" market?
Let's quickly look back again:
25
Goals are Great, Start Building Systems
What's that one thing you know you could be doing to boost your business but haven't tackled yet? We've all been there: "I'd love a pre-listing packet, but I'm just too busy" or, "I always mean to block time for marketing, but..." Have you actually turned these "shoulds" into goals? And if so, have these goals just become background noise?
I know we all have the time to focus on one key improvement per week or every two weeks – whatever pace works best for you. The crucial element is laser focus: dedicate yourself to one item until it's complete. It doesn't matter how long it takes. The willpower you need is simply to resist starting anything else until that first task is done. This is how you conquer those "big" projects, like creating a killer Buyer Packet or developing a rock-solid Marketing Plan for your listing presentations.
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