FREE Sales Training Webinar: How To Generate Buyer and Seller Leads [sign up now]

FREE Sales Training Webinar: How To Generate Buyer and Seller Leads 

This webinar will teach you how to generate buyer and seller leads online without having to learn complicated tech programs. This sales training webinar is designed to educate attendees on 3 key steps in the lead generation process. We go through them in depth so that you can come away from the webinar with an actionable strategy to create and convert more prospects in your business. Some of the strategies you can expect to learn on this webinar are:

Lead Generation – How to create a complete online sales Funnel in less than one hour with zero technical skills.
Sales Processes – How to contact and close leads from the internet without being to pushy or overtly aggressive.
Follow up – How to relentlessly follow up with In-bound Leads using text, email, and bi-weekly phone calls.

This training is for high producing real estate agents, mortgage loan officers and insurance agents. If you’re not in the real estate industry, this training is still valuable, you’ll simply need to apply the principles taught, over into your business model. My last webinar was watched over 25,000 times.

Create working real estate funnels (and more)  in less than 30 minutes.





Warning: The way we sell our products on the phone is changing. 

Cold calling is dying more and more every day. Matter of fact 86% of all calls go unanswered.  If you’re going to sell via the phone in today’s modern selling marketplace, you’re going to need to master more than just cold calling.

This webinar  addresses and solves the problems facing the modern salesman who uses the phone. It’s FREE! What do you have to lose?

Understanding Homeowners Associations

The function of a homeowners association (HOA) is to protect and enhance the common areas of that association. Homeowners associations can consist of anything from 10 to 3,000 homes, which could be single-family, townhomes, condos, or a mix. The HOA might be responsible for common walls, roofs, driveways, landscaping, decks, balconies, HVAC, and plumbing. They maintain pools, clubhouses, tennis courts, fitness centers, charging centers for electric cars, and sometimes even streets. An HOA’s budget, and its legal exposure, can be huge. Jim Laumann, president of, explains that beginning agents should learn how homeowners associations operate, and should get acquainted with HOAs in their territory.

Do your research

“Our organization,, provides education, support, and referrals for board members of the 351,000 HOAs in the United States,” Laumann explains. “Thirty percent of HOAs are professionally managed by a management company. Fifty percent are self-managed. Twenty percent are dysfunctional—they don’t hold annual meetings, don’t elect officers, don’t collect assessments, and don’t enforce covenants—but they’re still legally incorporated nonprofits, so they can still face liability issues.

“If you’re representing a home buyer who’s looking into a property that’s part of an HOA, you’ll need to know where to find the covenants, the by-laws, and the financial statements. Most buyers know nothing about the HOA till they move into the community and discover, ‘Oh my God, we just moved into our dream home in the neighborhood from Hell.’ The educated buyer should see the HOA’s financial documents, the profit/loss, the balance sheet, and the reserve fund, before committing to a purchase.”

As the real estate agent, you need to have contact information for the homeowners association, Laumann says. Procuring this can be a challenge. If the HOA is professionally managed, you should connect with the management company, as well as with the board.

“Start by going to your state’s Secretary of State website and looking up the corporation,” he advises. “Then google the name of the community, see if they have a website. Finding the information and getting the documents will be your biggest challenge.”

Understand the risks involved

“Buying a home that’s part of an HOA is a big risk if you haven’t read the governing documents and the financials,” Laumann says. “If there are amenities like tennis courts and private streets, are they being maintained? If not, the HOA probably has money issues. Most important are the restrictive covenants—such as one that might not allow you to park your boat or RV in the driveway, or build a shed or playhouse—and age-restricted associations.”

If the covenant says no children, Laumann cautions, and the owners discover that after they’ve bought the home, tough luck about having the grandchildren stay for the summer. An owner may not be able to sell the home to just anyone, and if they put the property in their will, the heirs might not be able to move in, nor sell it to anyone who’s not within the age restriction.

“With self-managed associations, you might find that nobody wants to serve on the board, collect the assessments, or enforce the covenants,” Laumann concludes. “It keeps getting worse till the roof leaks and the pool needs huge repairs, so you have to go to special assessments—in the thousands—and that’s going to especially annoy the people who have just bought a property.

“More than 80 percent of homeowners are happy with their HOA. But I can’t stress enough the importance of doing research on the HOA before buying a home, and it’s incumbent on the agent to do some of the research if you’re representing a client.”

Get to know homeowners associations near you

If you’re starting your career as a real estate agent, get to know homeowners associations in your area. Study their rules, study their financials, introduce potential buyers to them—and make sure that they know what they’re getting into. Technically, that’s not your job. But if you make it your job, you’ll enhance your reputation for honest dealing.

About the author

Joseph Dobrian has been writing about commercial and residential real estate, and real estate-related finance, for more than 30 years. His by-line has appeared in The Wall Street Journal, The New York Times, The New Yorker, Real Estate Forum, Journal of Property Management, and many other publications. He is also a noted novelist, essayist, and translator.

Tips for Effective Open House Advertising

Tips for Effective Open House Advertising

Before reading the following tips for effective open house advertising, there are a few things you should consider. Some real estate agents believe open houses are unnecessary because they take up so much time. However, experienced agents know that while most homes do not sell because of open houses, they are a good source for buyer leads. Successful real estate agents either have lots of good listings and/or many qualified buyers.

Various brokers require their rookie agents conduct open houses on all new listings. They know it takes time. In the modern age of online information for all listed houses, buyers still like to attend open houses to see them. Attracting good home buyers as clients makes open houses worth it. Besides, sometimes a home sells because of an open house.

Here are several tips to make your open house advertising efforts more successful.

Web page

If your company website can build separate web pages for every listing, take advantage by making sure the web page has quality photos of every room in the house, the front and back yards, and any special features. If the URL is too long, use the free shortened URLs at or

When buyers attend open houses, they tend to take mobile phone photos to remember the house. Give them a flyer with the web page URL so they can see better photos of the entire house online.

Online open house advertising

Advertise open houses on popular real estate sites like Trulia, Zillow, local MLS, and Yahoo and Google portals. lists open houses as a feature, including sales price with directions and maps where you can post. You can also advertise in real estate forums and blogs.

Postings on and are free, but only post two days before the open house to be more effective. Include something like “OPEN HOUSE SUNDAY” in the header.

Signs, signs, and more signs

Some real estate agents put up at least 20 signs a few hours before the open house on all nearby main streets and all street corners leading to the house. The more signs the better. Besides the standard company “For Sale” signs, you should also have “Open House” signs. In addition, you can purchase sign riders, which are available at home improvement stores. They attach on top of the “For Sale” signs with pre-printed “Open House Sunday” (or Saturday).

Balloons, drones, and sky puppets

Yes, colorful balloons next to the signs attract attention. Securely attach them so they don’t fly away. Some cities have private drone companies where you can rent a drone to hover over the house holding an “Open House” banner, which will really draw a crowd. Even the old-fashioned air-filled sky puppets in front of the house get noticed.


Some of the best referrals for buyers are the neighbors, who may know a friend or relative they would like as their new neighbor. They provide the best word-of-mouth marketing for open houses.

Consider holding a special open house an hour before the public one just for the neighbors. Print up flyers from your computer inviting them to the “Neighbors Only Special Event” and offer them refreshments and finger foods. You can knock on doors to introduce yourself and hand out the invitations a few days before, which will impress them.

Social media advertising

You should have two Facebook accounts (personal and real estate agent). Advertise all your listings and open houses in your business account. Include a few photos of the home in a boosted Facebook post linking to a landing page where visitors can learn more about the home and fill out a contact sheet for notification when the open house takes place. This is a great way to generate real estate leads for you and draw attention to the open house.

Tweet everyone you know with a special hashtag (#) unique to the house. Instagram your best photos showing all the unique features of your open house. Instagram allows you to post images directly to Facebook, Twitter, Tumblr, Flickr, and Foursquare. Businesses use Pinterest to market their products, including listings and open houses.

Open house for brokers

Hold a brokers’ open house (for real estate agents only) on a different day. Make a list of every agent who sold a house in the neighborhood in the past year and invite them. Include all the agents’ offices closest to the house. Serve refreshments and hors d’oeuvres for your guests. This leaves a lasting positive impression.

Newspaper ads (print and online)

Lastly, don’t forget about old-fashioned advertising. People still read local newspaper classifieds. Community newspapers are also good for placing ads for your open house. Online local and community newspapers are growing and usually have low-priced classifieds.

These eight tips for effective open house advertising should help you find qualified buyers and possibly sell the house.

For additional advice related to open house advertising, read our previous blog post: How to Conduct Successful Open Houses

About the author

Steven Rich, MBA has over three years of experience as a successful real estate agent. He was awarded the Top Condo Salesperson for two of those years by his real estate company. Steven has served as Associate Editor for a real estate magazine and is the author of a 104-page e-book on How to Buy, Develop, Lease, and Sell Real Estate.

Marketing Tips To Increase Your Real Estate Business!

Marketing Tips To Increase Your Real Estate Business!

While the country’s real estate market is slowly working its way back to life, people making a living with a real estate license have had to get creative with marketing strategies to remain successful. There are a number of simple things that you can to do to continue to build your real estate business, regardless of the state of the economy. Just following these three simple tips can make a tremendous difference in who is successful with their real estate license, and who is still struggling in a rebounding real estate market.

Be more than a real estate agent, be a real estate expert.

These days, the first professional that people will consult for their real estate needs does not have a real estate license; it is the internet. Clients have a lot of information before they go looking for a professional with a real estate license.  If you want to be the one who gets the business, then you will need to show potential customers that you have information and expertise that they cannot find on the internet. Not only should you know the area and be able to point out the schools, local shopping, entertainment; you should know everything there is to know about a neighborhood or property. Having knowledge of indirect fields that have little to do with your particular expertise is important to being more than just a real estate agent. From available mortgage programsto knowinga good moving company, the more information you can provide, the more business you will generate.

Really listen to the clients wants, and know what they need

Today’s home buyers and sellers will sign the real estate agent that they feel they can trust. Knowing what your customer needs and providing it quickly and efficiently builds the trust that will get you the commission. To really understand their needs, it takes more than just answering questions;you will need to ask some question as well. Find out what exactly they need and what is important to them in their home. The most important thing to remember is that when they answer, you have to really hear what they are saying. The real estate agent that best meets the customer’s needs will have a customer for life.

Always keep your word.

The largest complaint people have when they are unhappy with a real estate agent is that they did not do what they promised to do. They would say they would call back or take care of something and then not be heard from again. With trust being a crucial part of building your business, keeping your word is necessary to building that trust. If you say you will call, you must call. If you say you will be there, be there on time. If you promise information, you must deliver, and if you cannot, you must let the customer know as soon as possible.

Anyone can earn a real estate license, but it takes a lot of hard work to turn that real estate license into a successful real estate business. Using these simple tips will help you increase your real estate business in any economy.  A real estate license positions you for success, however, it takes hard work to be successful!

Spring Cleaning!

Spring Cleaning!

The doldrums of winter have nearly passed, and straight ahead lurks the chaos of spring real estate. What passed for clean back in January simply won’t work as open house season approaches, so let’s take a closer look at the dusty corners, the filthy hardwood, and the tumbleweeds of discarded pet hair.

Less Stuff

If your spring cleaning is also in preparation of putting your home on the market, a storage unit might be in store. As HGTV points out, decluttering to show off the house often means just getting your stuff out of there. If you’ve decided you can finally part with some of that stuff, though, you could become one of the estimated 165,000 people who host a garage sale every week.

Exteriors Matter

You might be used to that old fence never quite closing, or maybe you’re still in winter mindset and have been ignoring those filthy gutters and streaked windows. When staging your house, though, the outside is the first thing a prospective buyer sees, and it’s important that it strikes a good first impression.

In addition to giving the yard a good mowing, the mailbox is an oft-ignored landmark of the front yard. When buyers pull up to an open house, a decrepit and pitiful mailbox is not what they want to see.

On that same note, make sure that your address numbers are clean and visible. No one wants to feel like they’re heading into a squatter’s home during an open house. A new welcome mat never hurt, either.

Elbow Grease

Inside, everything must find a home. Open up those windows to let in some fresh air, hunt down offending odors, and be sure to clean even things that may not look dirty such as drapes, curtains, and hardwood floors. In some cases, you may have forgotten just how pristine and shiny they can look.

Dust the spots that are hard to reach, even if they’re out of sight. Sometimes you can just feel that a place is dusty, even if you can’t quite spot the dust, and a feeling of dustiness is certainly not a quality you want in your open house. Don’t be afraid to wipe down the walls, too; you never know what kinds of mess they’ve been hanging on to.

The biggest challenge of a deep-clean is normally the bathroom. Be sure to let stubborn grime soak before really scrubbing it, and don’t ignore the dirt-trapping qualities of grout.


Just because it’s clean doesn’t mean it’s ready to woo homebuyers. Take care to remove your personality from the house as much as possible without making it look like an empty tomb. Re-arrange furniture so as to make the rooms appear bigger. Clutter is the enemy here, and making decorations accentuate the space rather than detract from it is the name of the game.

Some Changes

Okay, you got everything clean. It looks better than it’s ever looked, and while you’re cracking jokes about maybe we’ll just stay after all, you start to think that things could use an update in addition to being really, really clean.

Chances are that, if you have a home built sometime between 1950 and 1990, you’re still sporting popcorn ceilings. A housing feature that’s thankfully gone the way of the dinosaurs, modern homebuyers tend to avoid its dated appearance. Though doing anything to your ceiling can quickly turn into a home makeover nightmare, you’ll be glad in the end that you took the time – especially if it locks in those buyers.

A new coat of paint, be it to finally cover up the hideous purple of the guest bedroom or to brighten up a claustrophobic bathroom, always does wonders to transform a space. Neutral colors give the greatest mileage here and are the least likely to make homebuyers turn their noses up in disgust.

A Starting Point

It’s a start, but if your ultimate goal is to sell your home, you may still have a long road ahead of you. Look on the bright side, though – at least the weather’s finally warming up! For a more intensive itinerary to follow, look no further than Oprah. Happy cleaning!

Have any cleaning tips you’d like to share? Leave a comment below!

Your Own Private Hideaway: Vacation Homes

Your Own Private Hideaway: Vacation Homes
Being a homeowner is great, but let’s say you’ve finally decided your city is just too cold in the winter and that you’d love to have a second house to escape to – a warm place, maybe a place with a beach nearby. If you’ve decided to pursue buying a second home, where do you start?

Vacation homes are huge in recent years. In 2014 alone, an estimated 1.13 million vacation homes were sold in the US, making up some 21% of residential transactions for the year. You might be wondering, are all of these second homebuyers just fabulously wealthy? Wealth certainly doesn’t hurt when buying a home, but neither does being informed and having a plan.

The appeal of a vacation home is that you would only reside there for a portion of the year – maybe just a month or a week – but the rest of the year it could be accumulating income for you, helping to lower the burden of that mortgage. Renting out the vacation home can be big business, particularly if it’s located in a resort town or other desirable location.

The big problem with renting out a property without being physically there is that things can go wrong, big things like busted water pipes, and no one will be around to fix them. It’s not necessarily as easy as just owning the property and listing it on AirBNB or VRBO; a property manager is necessary in most cases to maintain a semblance of cleanliness and to ensure that doors properly shut and raccoons haven’t decided to live in the attic.

It’s also important to know the rules of the area. Rental income is taxable, and if you’re doing short-term rentals of six months or less, your state and county could consider you to be an innkeeper – meaning you’d have to pay the same lodging taxes as hotels. In addition, not every home can be used as a rental property. Cities, HOAs, and condo associations might have regulations in place to ensure that their community isn’t solely comprised of short-term renters coming and going. In South Carolina, for instance, beach town property taxes can betwice as high for non-residents as for residents.

As any homeowner knows, maintenance and upkeep costs for a house can quickly add up, and vacation homes are no exception. Beaches in particular are hard on homes with a relentless assault of sun, salt, and wind. Windows, roofs, and A/C units need replacement and can quickly drain that supplemental rental income that at first seemed so attractive.

But hey, it’s not all doom and gloom. The point of a vacation home is to have fun, right? If you approach it with a level head and look beyond the allure of your very own property in that vacation spot you love more than the sun loves the stars, then it’s absolutely possible to make a little money while maintaining your private hideaway. As long as you have a local looking after the place when you’re not around, it sure beats battling other skiers for a room near the slopes each ski season.

Have thoughts on vacation homes? Want to keep the conversation going? Leave a comment below!

Live Tweeting an Open House

Live Tweeting an Open House


It’s common knowledge by now that social media can be enormously helpful in building and growing your business, but there are so many options and possibilities that it’s hard to know where to start.

Live Tweeting

Live tweeting, as defined by Google, is to “post comments about (an event) on Twitter while the event is taking place”. Depending on who you follow on Twitter, live tweeting could involve awards shows, sporting events, movies, or TV shows. In the world of real estate, however, live tweeting becomes an especially interesting option for open houses.

In our hyperconnected society, Twitter’s immediacy and short character limits (each tweet is limited to 140 characters) make it accessible to even the most casual of users. With a huge userbase and the ability to add photos to tweets, Twitter is an ideal way to get the word out about an open house in real time.

This is no secret, of course. There are all kinds of tips for how to get your open house trending on Twitter so that others can easily find mention of the property even if they can’t be there in person. It’s a nice way to show off the house, while also showing that you’re tech-savvy as an agent. More and more often, professionals are judged by their internet presence, and there are plenty of prospective buyers that might be persuaded into working with you if they find a history of successful and informative real estate tweets.


What are the potential downsides, then? Well, most people make pretty goofy faces while they’re tweeting or texting things on their phone, their minds on the formation of words instead of controlling their facial expressions. By posting a series of tweets throughout the lifetime of your open house, you run the risk of alienating those that actually do show up in person. It’s very possible that a potential buyer would be dissuaded from placing an offer on the home if the agent was in the corner squinting at their phone the whole time instead of interacting.


One way around this is to use a platform like Hootsuite or Sprout Social that allows you to schedule social media posts well in advance of posting. This way the pre-scheduled tweets can launch during the open house while you yourself are schmoozing up potential buyers.


When it comes down to it, variety is king in social media. Remember the 60-20-20 rule to dictate post content: 60% educational, 20% motivational, and 20% sales.



Useful though it is, Twitter is by no means alone in the wide world of social media. There are the other more obvious players like Facebook and Instagram (both of which can also be enormously helpful for generating leads!), and just a few years ago Twitter launched a new platform called Periscope.


The gist of Periscope is that anyone can start “broadcasting” video from their phone and others can join in, watching events as they happen. I’m sure you can see where this is going, and how game-changing this could be for open houses in particular. Video is the king of content, and a streaming video of a house that a viewer might be interested in is just about the best way to experience an open house short of actually being there.


Social media platforms are merely tools, though, and it’s up to the content creator to decide how to best use each one. The greatest open house tweets or Periscope broadcasts won’t do anything if there isn’t an audience.


Check here for some more ideas on how to spread your social media presence, and good luck on your open houses, however you choose to promote them!

Scents for a Buyer-Friendly Open House

Scents for a Buyer-Friendly Open House


When staging a home to appeal to the most people in the shortest amount of time, it seems obvious that the place should smell good. While hiding away all of the questionable artwork and various clutter, most agents will light a candle or two. Maybe spray some Febreze, give the bathroom its own oil diffuser, and take out the trash.

But what scent should we be spreading through these homes? Scents are certainly not a one-size-fits-all, and while most people can agree that certain scents are quite nice, there will always be outliers that will have some lovely childhood memory sparked by an otherwise offensive smell.

Don’t worry, because there’s been research into this very question.

In 2010, Washington State University observed 402 people over 18 days in a Swiss home-decor store, and found that, on average, shoppers spent 31.8% more when the store was scented with a simple orange scent over a complex blend of orange, basil, and green tea. Eric Spangenberg, the dean of the college of business at WSU, pointed out that the findings can similarly be applied to open houses since, in both cases, the aromas may affect cognitive functions in the same areas of the brain involved in decision-making.

Complex smells, while sometimes perfectly pleasant on their own, can be a distraction from the house itself. Like ignoring a movie in order to figure out just where it was that you’ve seen that actor before, some people will coast through the open house, their thoughts entirely consumed by trying to place the scent. The smell of freshly-baked cookies, though nearly universally loved, might send the wrong message by awakening a grumbly stomach instead of a wallet.

Welcome scents like cedar and pine might be confusing if featured in a beach house, but would be perfectly suited for a mountain home. In other words, if the scent is not something you might expect to smell in the given setting, it probably won’t accentuate the house itself – which is, after all, the ultimate goal.

The simpler the scent, the better. In addition to orange, Spangenberg and colleagues found that lemon, green tea, basil, and vanilla were the most effective in creating a pleasant environment without being overly distracting. The stronger the aroma, the more likely someone will be pulled away from the charming features of the house. So, in order for people to notice and truly appreciate how charming that handmade Portuguese chandelier really is, you should opt for a subtle scent.

Beyond candles and diffusers, though, make sure the house just generally smells good. This means changing out old air filters, cleaning up pet fur, vacuuming carpets, and maybe even installing a dehumidifier to control those particularly musty smells. No one wants to buy a house if it smells like a disturbing mix of a dog kennel and a crypt.

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Your Face on a Bench: Marketing on Bus Stop Benches


Your Face on a Bench: Marketing on Bus Stop Benches

Let’s talk bench ads.

We’ve all seen them – maybe you even have a few of your own. Ads on bus stop benches are one of the most popular – and economical – forms of outdoor advertising, a category that also includes billboards and transit vehicles. Just why, though, would someone want their face superimposed and placed on public furniture that people sit on, lay on, and maybe even sleep on?

Advertising comes in many shapes and forms, and anything that might get you noticed or get someone talking about you is considered a win from a marketing perspective – especially in the hypersocial business of real estate. Most people won’t look twice at the face they’re sitting on as they wait for their bus to arrive, but to the person who happens to be looking for a new house but doesn’t have the first idea of where to start, your smiling mug starts to look very much worthy of a phone call.

The average bench ad in America costs $250 per placement per month. As the entrepreneur website Gaebler puts it, bench ads in a big city might have as many as 25,000 vehicles pass by daily. Annually that works out to over 9,000,000 impressions per year. At $250 per month per bench, you’re paying $3,000 per year for 9,000,000 impressions, which is just over three one-hundreds of a penny per impression. That’s a much better ratio than Facebook or a PPC ad can do for you, and while the impressions you’ll receive from a bench ad are vastly different than those to be found or purchased online, the name of the game is to get your brand and face in as many places as possible.

Bench ads are always on and they easily allow you to target specific areas. With online advertising, there’s a possibility that someone in New York will see your ad when your intended market was really Florida, but by sticking your face on a bench, there’s not a chance in the world that your pearly whites will ever shine on an unintended city.

It’s not all gravy, though. One of the big complaints about advertising on benches is that the commercialization of public property isn’t the best use of a public investment. All of our taxes paid for the bench, so how come Joe Schmo gets to slap his face on it? And if we’re willing to stick ads on benches, what’s next? Will our public streets someday look like the planes of a budget airline, plastered with ads for every imaginable thing?

With outdoor ads making their impression for an average of only 2-3 seconds, bench ads have to be straightforward and direct. Since most real estate ads feature a tagline and the face of a dignified though friendly agent, it’s important to present yourself in the best possible light, and in the least confusing way.

Just because your audience is fleeting, though, doesn’t mean you can’t have fun with the medium. From the Calgary Zoo to Kit-Kat, bench ads have been turned into all kinds of conversation pieces. If a bench ad plays a prominent role in your advertising, thinking outside of the box might very well involve thinking beyond the bench itself.

6 Ways New Real Estate Agents Can Master Communication

6 Ways New Real Estate Agents Can Master Communication

Once you’ve earned your real estate license, there are many skills that will help you launch a successful career. Communication is one of the most important skills for new real estate agents to master. Communication leads everything that you do as a real estate agent, whether you’re explaining the buying process to a first-time home buyer, negotiating an offer for a seller, or marketing to prospects via social media, your website, or your blog. Here are six ways new real estate agents can  master communication.

1. Consider your body language

Picture this: You’re in the middle of negotiating the sale of a home, and you’re representing the sellers. You tell the buyer’s agent that your clients are open to discussing the offer, but your arms are crossed and you haven’t made eye contact yet. You might be saying that you two can move this deal to the closing table, but your body language is saying otherwise. Remember, you’re constantly communicating, even when you’re not talking.

2. Share your stories and experiences

When you share stories and experiences with your clients, you’re engaging them and building trust. You’re letting them know you’ve “been there, done that” and have the experience and knowledge to guide them through that same experience. You’re also engaging them and bringing them into the conversation.

3. Listen, repeat, and question

Being a good listener is key to communication. Ask questions, and paraphrase what the other person has just said. This shows you’re interested in what they have to say and are paying attention. It also helps clarify any points that you may have misunderstood.

If your buyers are telling you about their grandmother’s neighborhood and why they love it so much, you might say: “So to recap, you love your grandmother’s neighborhood because it has lots of great amenities. What are some of the specific amenities you’re looking for?”

Listening, repeating, and questioning the other person can help keep everyone on the same page.

4. Don’t be distracted

Put away the cell phone, stop answering emails, and focus on the conversation that you’re having. In today’s technology-focused society, this is a common pitfall that new real estate agents should avoid. It can be hard to step away from your devices, but effective communication in a face-to-face setting depends on it.

5. Be brief and specific

Keep your emails short and sweet without leaving anything out. Be as concise and specific as possible. That goes for oral communication, too.

6. Make eye contact

Good eye contact is another important skill new real estate agents should learn. It can feel a bit strange to look people directly in the eye. But Dale Carnegie, author of How to Win Friends and Influence People, cites several studies that show making eye contact conveys truth and honor. In some cases, over-use of eye contact can unsettle the other person. Do make direct eye contact now and then, but don’t take it too far.

Ready to make the leap and begin an exciting career in real estate? Sign up for real estate license education courses here.