The HOW TO SELL MORE HOUSES Podcast

Marketing 101 – The Magical Mystical “Yellow Drop-Off” There are probably as many unique definitions of the term “Marketing” as there are different styles of houses, and the same holds true with the actual purpose of “Marketing”. Within the Real Estate Business though the most commonly stated purpose for “Marketing” is quite often to just […] The post SMH102 – Marketing 101 – The Magical Mystical “Yellow Drop-Off” appeared first on How to Sell More Houses.

Prospecting and the 25% Rule How can you KNOW whether or NOT your Prospecting efforts are Generating enough Prospects? What metrics should you be using to Gauge your Skill Level? Is there an Easy and Instant Method of knowing which techniques are working or not working for you? Find out the answers to these and […] The post SMH101 – Prospecting and the 25% Rule appeared first on How to Sell More Houses.

Getting Good at Getting Good What does it take to get GOOD at something, anything? Better yet, what does it take to get GOOD at Getting GOOD at something, anything? Can an average Real Estate Agent become a Top Producer even though they don’t possess any natural born selling skills or talent? What SKILLS can you […] The post SMH100 – Getting Good at Getting Good appeared first on How to Sell More Houses.

The Five Cons of “NOT” Prospecting Answer this Honestly…How many times in the last 30 days have you told yourself “I REALLY NEED TO SPEND MORE TIME PROSPECTING” Or “I WISH I WAS BETTER AT PROSPECTING” Or “I WOULD BE MORE SUCCESSFUL IF I KNEW HOW TO PROSPECT”? If you really feel that one of your career weaknesses rhymes […] The post SMH099 – The Five Cons of “NOT” Prospecting appeared first on How to Sell More Houses.

Earn $100K Working 10 Hours per Week How can it be possible to Earn $100K per year in the Real Estate Business by working just 10 Hours per week? A recent N.A.R. report stated that the average REALTOR works a minimum of 40 hours each week and earns a gross of only $45K per year […] The post SMH098 – Earn $100K Working 10 Hours per Week appeared first on How to Sell More Houses.

We've all been there before; the listing appointment is going better than expected, the sellers are respectful, appreciative, highly attentive and their home is an absolute gem. You think to yourself how everything seems to be going so well that you can almost taste that commission check you're going to get once their house sells. […] The post SMH097 – The Impractical Logic of Taking Overpriced Listings appeared first on How to Sell More Houses.

We all tell lies. We do. We may not intend to lie and in most cases we may not even be aware that we've lied and yet we continue to do it, we lie. And unless you've been professionally diagnosed as a Sociopath or a Psychopath, it's likely that you're guilty of lying about lying […] The post SMH096 – Who Are You Really Lying To? appeared first on How to Sell More Houses.

What should you do as a Professional Real Estate Agent when your Buyers, after an exhaustive search and finally agreeing that this is the “RIGHT” house, still aren't willing to pull the proverbial trigger and submit an offer to purchase the property? During this episode of the “HOW TO SELL MORE HOUSES” Podcast you'll learn […] The post SMH095 – Tips for Working with Buyers appeared first on How to Sell More Houses.

Selling More Houses by Just Thinking Less Are you guilty of letting your “thinking” get in the way of your business growth? Probably not. At least that’s what your Subconscious Mind would want you to believe. The truth is we’re all subjected to occasionally “Over Thinking” our prospecting efforts which can get in the way […] The post SMH094 – Can You Sell More Houses by Thinking Less?? appeared first on How to Sell More Houses.

HOW TO Change Your Client's Thinking We all believe what we believe based upon a lifetime of what we've read, heard, seen, been told by others and personally experienced. What we believe as individuals doesn't necessarily make us right or wrong but it does have a real impact on nearly all of the decisions we […] The post SMH093 – HOW TO Change Your Client's Thinking appeared first on How to Sell More Houses.

There's NO Reason to Be Afraid of FSBOs Scene #1: You're driving home after a difficult day at the Real Estate Office and as you turn onto the street that leads into your subdivision and then you see it; a freshly planted “For Sale by Owner” sign prominently placed for everyone to see. You quickly […] The post SMH092 – There's NO Reason to Be Afraid of FSBOs appeared first on How to Sell More Houses.

It's Monday Morning; Now What Should I Do?  It happens to each of us at some point; we decide to take a well deserved short break from the hustle and bustle of the Real Estate Business after getting that “One Deal” to finally close. That sale you just closed consumed so much of your time […] The post SMH091 – It's Monday Morning; Now What Should I Do? appeared first on How to Sell More Houses.

When is Taking a New Listing a Bad Decision?  You’ve probably been told by everyone you know in the Real Estate business that “Listings” are the name of the game, right? Most Real Estate Agents find that Taking a New Listing is an opportunity to demonstrate their superior promotional and marketing abilities. Sometimes taking a […] The post SMH090 – When is Taking a New Listing a Bad Decision? appeared first on How to Sell More Houses.

Avoiding the “Let’s Find One First Before Listing” Trap It happens regularly to most Real Estate Professionals out there — those sellers you’ve been chasing after for a while tell you they’d rather go out and “Find” their next home before agreeing to put their current home on the market. So what should you do […] The post SMH089 – Avoiding the “Let’s Find One First Before Listing” Trap appeared first on How to Sell More Houses.

Why Do (Some/Many/Most) Agents Fail? Earning a Living by Selling Houses looks a whole lot easier than it really is and during this episode of the “HOW TO SELL MORE HOUSES” Podcast you'll not only learn why Agents Fail but what they can do to avoid Failure. Thanks for taking the time to listen and […] The post SMH088 – Why Do (Some/Many/Most) Agents Fail? appeared first on How to Sell More Houses.

The Appointment Process — Getting them to WANT TO Hire You!! Let's face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there's no question that to them that working Expireds is a virtually untapped source of steady business – and it comes […] The post SMH087 – Mastering the Expired Listing Process PART 4 appeared first on How to Sell More Houses.

Helping Them Discover Their Toothache and Wanting to Meet With You Let's face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there's no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with […] The post SMH086 – Mastering the Expired Listing Process PART 3 appeared first on How to Sell More Houses.

Finding Them, Contacting Them and Connecting With Them Let's face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there's no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with hardly any […] The post SMH085 – Mastering the Expired Listing Process PART 2 appeared first on How to Sell More Houses.

Why You Should Master the Expired Listing Process Let's face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there's no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with hardly any […] The post SMH084 – Mastering the Expired Listing Process PART 1 appeared first on How to Sell More Houses.

Why Should Any BUYER or SELLER Hire You? It sounds simple yet most Agents don't have a truly compelling answer to the question “Why should any BUYER or SELLER hire you?”  Some of the more common responses I've heard such as “Because I'm really good at what I do!!” or “They Just Should!!” seem to […] The post SMH083 – Why Should Any BUYER or SELLER Hire You? appeared first on How to Sell More Houses.

Painlessly Charging (and Earning) HIGHER Commissions Most Real Estate Professionals literally CRINGE at the thought of charging their Sellers a higher listing commission or selling fee!! And even though you were taught in pre-license class that all fees between you and your clients are “Negotiable”, the reality is that most Commissions charged tend to go down […] The post SMH082 – Painlessly Charging (and Earning) HIGHER Commissions appeared first on How to Sell More Houses.

STOP Worrying and START Planning What do Real Estate Professionals worry about more than anything else? Most likely the same thing any “Self Employed” person is concerned about…MONEY!! More specifically they're worried about running out of money or not making any money at all. And as you probably already know, worrying about money will hardly […] The post SMH081 – STOP Worrying and START Planning appeared first on How to Sell More Houses.

How to Overcome the Fear of Being Rejected One of the more popular reasons Agents give for WHY they resist prospecting is their own FEAR of being rejected. It's completely understandable why someone would NOT want to be put into a position of feeling rejected, regardless of whether its from a prospect or even a […] The post SMH080 – How to Overcome the Fear of Being Rejected appeared first on How to Sell More Houses.

Here's a silly question: How do any of us actually go about deciding what to do or not do on any given day? If you're like most folks you're probably thinking this is easy; all you have to do is decide what needs to be done and then simply commit to getting it done. Enough […] The post SMH079 – To Do or Not to Do? >> That is THE Question… appeared first on How to Sell More Houses.

How to Know if a Prospect is actually a Prospect or Not Selling Houses is definitely not a profession based on science. In fact it takes a lot of hard work and an unbridled willingness to take chances; plenty of chances. Unfortunately, most agents are too willing to take uncalculated chances with most potential buyers […] The post SMH078 – How to Know if a Prospect is actually a Prospect or Not appeared first on How to Sell More Houses.

Tell Me Again WHY You're Going on That Appointment… There's a good chance you're  going to spend at least a couple hours getting prepared for that upcoming appointment. After you finish doing your market research you might even go as far as to assemble and print out a full color CMA. Impressive to say the […] The post SMH077 – Tell Me Again WHY You're Going on That Appointment… appeared first on How to Sell More Houses.

Making the Most of Your 2014 Report Card – aka IRS Form 1099 Once again it's that time of the year when most Real Estate Professionals will be receiving their Annual Performance Report Card showing exactly how well they did over the previous year.  What I'm referring to of course is the 1099 Miscellaneous Income […] The post SMH076 – Making the Most of Your 1099 Report Card appeared first on How to Sell More Houses.

The Battle Between Scarcity and Abundance Which is better: too much of something or too little of it? By itself the question is of little use – but bring it into the right context and it's suddenly a hot topic worthy of pondering. For instance; what's better for a typical real estate agent; having an […] The post SMH075 – The Battle Between Scarcity and Abundance appeared first on How to Sell More Houses.

There's Just No Reason to be Terrified of Expireds “Why are they so Angry?” “I feel like they hate all of us!!” “I'd rather be broke than to have to work with Expireds!” “There must be an easier way to do it…” >>> These are just a few of the most common statements I hear […] The post SMH074 – There's Just No Reason to be Terrified of Expireds appeared first on How to Sell More Houses.

Why Do Apprenticeship Programs Work?  Throughout history Apprenticeship programs have been used as a proven method of transferring skills from one group of skilled individuals to another. The same skill building principles that the original Apprenticeship Programs from 4,000 years ago were based on are still in use and considered very applicable in the 21st […] The post SMH073 – Why Do Apprenticeship Programs Work? appeared first on How to Sell More Houses.

Overcoming the Instant Gratification Prospecting Trap One of the more common “psychological” reasons many Real Estate Agents don't or won't ever turn the act of Prospecting into a regular routine or habit is the underlying need for “Instant Gratification”.  Real Estate Agents have been conditioned to believe that the ONLY reason they should make Prospecting Calls is merely […] The post SMH072 – Overcoming the Instant Gratification Prospecting Trap appeared first on How to Sell More Houses.

How to NOT FAIL at New Commitments!! It's that time of the year when many folks decide to make changes in their lives; perhaps a new diet, an exercise routine, or as a Real Estate Agent you may be committed to implementing a new weekly prospecting initiative to help you grow your business. Committing to […] The post SMH071 – How to NOT FAIL at New Commitments!! appeared first on How to Sell More Houses.

The Prospecting PARADOX of the Real Estate Business How would it feel to have so many buyers and sellers begging to work with you that you actually had to stop taking calls? How would it change the way you deal with your job as a Real Estate Professional? Most likely you'd become a whole lot […] The post SMH070 – The Prospecting PARADOX of the Real Estate Business appeared first on How to Sell More Houses.

Creating a SUPER SIMPLE Real Estate Business Plan There's a popular Winston Churchill quote that states  “a failure to plan is a plan for failure”. A good business plan is the backbone of almost every successful business and yet the overwhelming majority of Real Estate Professionals tend to look at business planning as something you […] The post SMH069 – Creating a SUPER SIMPLE Real Estate Business Plan appeared first on How to Sell More Houses.

How to GROW Your Business without GOING BROKE!! The single most common reason for any business failure, whether it's a new or existing business, is that the business ran out of money. In other words the business went BROKE since the money coming into the business,  or the so called revenue, just wasn't enough to […] The post SMH068 – How to GROW Your Business without GOING BROKE!! appeared first on How to Sell More Houses.

Creating Business Opportunities with Open Houses Conducting Open Houses can be a good source of new business for any Real Estate Professional. Unfortunately many Agents find Open Houses to be a waste of time and the results tend to be unpredictable at best. Join me for this episode of the “HOW TO SELL MORE HOUSES” Podcast and I'll share with you a strategy that […] The post SMH067 – Creating Business Opportunities with Open Houses appeared first on How to Sell More Houses.

Does Dishonest Prospecting Actually Work? Have you ever felt a little uneasy or slightly uncomfortable while making prospecting calls? Of course you have, most salespeople do. Bet you didn't know that one of the main contributors to that awkward sensation of misplaced anxiety is a direct result of your conscience talking to you. This is […] The post SMH065 – Does Dishonest Prospecting Actually Work? appeared first on How to Sell More Houses.

Getting the Most from Your Pre-Holiday Season Prospecting Is it just me or does the holiday season seem to show up a little earlier each year? Many retailers generate a disproportionate share of their annual sales during the last couple months of each year and there's no reason you can't do the same. All it […] The post SMH066 – Getting the Most from Your Pre-Holiday Season Prospecting appeared first on How to Sell More Houses.

The Trick-or-Treat Marketing Paradox As a kid the only thing better than candy is more candy, free candy, unlimited candy. And every year around this time we recognize the annual celebration of Halloween which is marked by the tradition of “Trick-or-Treating” whereby millions of children will anxiously go door-to-door politely begging for sweets and treats […] The post SMH064 – The Trick-or-Treat Marketing Paradox appeared first on How to Sell More Houses.

The FSBO Conundrum – Sell It Yourself or Hire a Pro Many Real Estate Professionals avoid working with For Sale by Owners (FSBOs) because they don't have a clear understanding of HOW or WHY they should consider helping them. For instance; out of every 100 Homeowners that begin the task of Selling on their Own […] The post SMH062 – The FSBO Conundrum – Sell It Yourself or Hire a Pro appeared first on How to Sell More Houses.

Leveraging the Value of Your Professional Opinion Most agents I talk with hardly ever get tired of being asked for their “Professional Opinion” and my guess is neither do you, right? Being asked by someone to give them some advice or to render a “Professional Opinion” is by far one of the most fulfilling pleasures […] The post SMH061 — Leveraging the Value of Your Professional Opinion appeared first on How to Sell More Houses.

The New Agent's Guide to Real Estate SUCCESS PT 2 of 2 Every Licensed Agent in the Real Estate Business has at one point been through the “New Agent” transition phase; that's where you go from a sense of unbridled enthusiasm to a more cerebral awareness that the business side of this business just isn’t […] The post SMH060 – The New Agent's Guide to Real Estate SUCCESS PT 2 of 2 appeared first on How to Sell More Houses.

Advanced Conversational Skills and the Importance of RULE 101 Most of us know how to engage a stranger in a casual conversation; start with a kind gesture to break the ice and then follow that with a dose of genuine curiosity. But turning that interaction into a slightly directed and more purposeful conversation requires a […] The post SMH058 – Advanced Conversational Skills and the Importance of RULE 101 appeared first on How to Sell More Houses.

The New Agent's Guide to Real Estate SUCCESS PT 1 of 2 Every Licensed Agent in the Real Estate Business has at one point been through the “New Agent” transition phase; that's where you go from a sense of unbridled enthusiasm to a more cerebral awareness that the business side of this business just isn’t […] The post SMH059 – The New Agent's Guide to Real Estate SUCCESS PT 1 of 2 appeared first on How to Sell More Houses.

How to Effectively Ask Questions without Sounding NOSEY Most of us tend to avoid the “Nosey” neighbor, you know the one, that annoying individual that tries to keep tabs on everything going on in the neighborhood. Why is it that we think of being “Curious” as an endearing human characteristic yet we scoff at the […] The post SMH057 – How to Effectively Ask Questions without Sounding NOSEY appeared first on How to Sell More Houses.

The “Bulletproof” Appointment Conversion Technique Finally, after countless attempts and numerous messages left on their voice mail you managed to make contact with that potential seller you’ve been chasing for the last month. Now you’re on the phone with them trying to get them to agree to a day and time for you to come over to their house […] The post SMH056 – The “Bulletproof” Appointment Conversion Technique appeared first on How to Sell More Houses.

Simple Solutions for Avoiding Procrastination I've been a secret member of N.A.P.A.; the North American Procrastinators Association for most of my life. It's a wonderful association where absolutely nothing ever gets done; there are no dues, no membership application, no web site, no meetings and no annual conference. It's a perfect association. Maybe you belong […] The post SMH055 – Simple Solutions for Avoiding Procrastination appeared first on How to Sell More Houses.

Who’s Walking Whom – Is it You or Your Clients? Every morning for the last ten years, whether it’s sunny outside, raining, snowing or a threat of severe thunderstorms, I’ve faithfully been on the dumb end of a dog leash following my longtime best friend Sparky. I used to believe it was me taking him for our daily […] The post SMH054 – Who’s Walking Whom – Is it You or Your Clients? appeared first on How to Sell More Houses.

Painless Prospecting meets the Karate Kid The whole concept of making prospecting a comfortable and painless activity is easy once you understand the key elements of the entire “Painless Prospecting System”. One of the most critical components of the process though involves understanding your agenda or the purpose behind why you are making that initial contact with them. Telling them […] The post SMH053 – Painless Prospecting meets the Karate Kid appeared first on How to Sell More Houses.

Click Here Call the 24/7 Answer Line 1-888-578-6805 >>>> I love it when a new agent tells me the reason they got into the real estate business was because they really like people. I suppose that it’s better than “not liking people” yet it’s a bit strange, at least for me, to imagine someone choosing real estate as a career […] The post SMH052 – Selling More Houses by Solving More Problems appeared first on How to Sell More Houses.

The Pain of Learning, Un-Learning and Re-Learning Learning new skills and techniques is a lot of hard work, and it gets harder as you grow older. After spending most of my adult life training adults on a variety of business growth skills, I've often found it necessary to help students “unlearn” something before they're able […] The post SMH051 – The Pain of Learning, Un-Learning and Re-Learning appeared first on How to Sell More Houses.