Who Is Your Second Best Client?Stay in the business long enough and you will earn/find that ONE client. Anytime his/her number shows on your phone a pay check is 30 days away. That's certainly great, but tell me who your second best client is? Why does it matter who your second best client is???1) Unless your number one client is Don Corleone, you will need more than one customer to make money in this business. 2) Client One may be a one hit wonder-- As your number one continues to buy and sell properties his/her needs may change. Your number one may stop sending business. What then? 3) Cultivate a flock of number two's-- Who are these folks? Past clients, perhaps friends/family that you knew prior to real estate. Word of warning with friends and family. Do not assume they will be advoc... 09/19/2024

In Real Estate Why Trumps HowEarly in the business I had the opportunity to list a home in my neighborhood. I gathered my materials (remember flip charts?) and headed to the house. At some point in the evening I asked why they were moving, the answer was job opportunities in another town. With ZERO follow up questions, I returned to the flip chart. Something about my company and the internet? So how did it turn out? I took the listing, that flip chart was fire circa 2009. The home lingered on the market because, well 2009. I did notice the owner was pretty nervous each time we talked. Finally after a time on the market he reached out, "Hey Doug, what happens if we can't pay our mortgage"? Based on the home and what I knew about the family, I assumed everything was great in their financi... 09/17/2024

Deal Killers 2024 Edition And How To Prevent (sometimes)During my sixteen years I have seen it all. Of course no sooner than I type this there will be a newly flavored "real estate lesson." That said, deal killers in the real estate industry seem to follow common (and repeated) themes. For the purpose of our post, let's assume the buyer and sellers have agreed to terms and are cruising toward the closing table. What could possible go sideways???1) Home inspection issues--Fan of the horror movie genre? Everyone is happy and relaxing by the campfire, then suddenly Jason appears in the distance...First time sellers often assume that a signed contract means their house is SOLD. Nope, Let's see what the professional home inspector (and the buyer's father in law) has to say.Cheat CodeSellers ... 09/16/2024

How To Manage Stress From Real Estate SalesIn my 16 years in the sales business I have worked up markets, down markets, and a few flat ones. The one common thread? There is ALWAYS stress in the day to day practice. Here are some ways I learned to manage stress...1) Separate yourself from the transaction--This is a tough one due to the fact that agents typically get paid at closing. The deal dies the night before? No money for you! What this arrangement breeds is the agent sharing the same emotions as the buyer or seller. Our power comes not being connected to the deal. People in a sinking boat have a tough time teaching others how to swim. 2) Have ample savings-- Try to keep at least 90 days worth of bill money in the bank. This will help keep you for stressing out over every deal. 3) E... 09/13/2024