RISMedia's Real Estate Magazine

APR 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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potential sellers, that can help you get to the root of their commitment and then use smart stories, meta - phors and analogies to illustrate your value, tools and solutions to help them realize that next level— that's where the magic lies. Stay focused on building that list - ing inventory and generating now business by prospecting FSBOs and expireds at least three days per week, for at least an hour each day. Commit to the activity, let go of the results and "get in the batting cage and swing" three days per week. I love when agents break through old fears and habits and embrace this strategy. At a recent event, I shared the powerful combination of ques - tions, mindset and skill it takes to list two out of every four of these prospects. During the lunch break, one agent who had been dead-set against calling FSBOs in the past went out to her car and made the calls. She came back in with two ap - pointments. Another agent recently emailed me following a workshop to say that she jumped in and made the calls and got four appointments. The difference is having the right words—and the right perspective. If you're calling people because you know, based on industry history, ex - perience, statistics and your gut, that you can honestly help FSBOs get a higher return on their investment, those calls get easier. Scheduling the listing appointment is then just a natural progression of the knowl - edge and resources you're able to of- fer. You're serving, not selling. You're coaching, not closing. We're just at the front edge of the Agent's Market TM , and it's too early to tell how long it will last. Agents, do everything in your power to fine- tune your communication and listing skills. Brokers, put the training and coaching in place to help your agents master building inventory. I'm here to help. RE To learn more, visit www.TheAgentsMarket.com. Darryl Davis has spoken to, trained and coached more than 100,000 real estate professionals around the globe. He is a best-selling author for McGraw-Hill Publishing, and his book, "How to Be- come a Power Agent in Real Estate" tops Amazon's charts for most sold book to real estate agents. He is the founder of the Next Level™ real estate train- ing system The Power Program®, which has proven to help agents double their production over their previous year. Davis earned the Certified Speaking Professional (CSP) designation, held by less than 2 percent of all speakers worldwide. To learn more, visit www.ThePowerProgram.com. Planning for your future just got easier. The Center for REALTOR ® Financial Wellness is designed to help you and your agents navigate financial security. Log-in to FinancialWellness.realtor and discover a unique and interactive website where you can: Assess your current financial profile Receive personalized goals to help navigate your financial security Practice financial decision-making skills Discover financial resources related to budgeting and retirement NAR National Association of REALTORS

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