Everyone wants more listings, but if you are working with buyers who are monopolizing your time, you are missing out on opportunities to hunt for those valuable listings. It is Read More
Tips to Maximize Your Summer Real Estate Success
You can always find the opportunities in any market cycle to maximize your real estate success. Take the time right now and have as many conversations as you possibly can Read More
Working With Potential Sellers to Get Their Homes on the Market
Do you know what the #1 concern is you’ll hear about when working with potential sellers? “I don’t know where I’ll go.” Inventory is tight and potential sellers are worried Read More
The ABCs of Real Estate Marketing
Most agents waste a lot of time and money on real estate marketing because they are not sure what method and messaging to use to reach potential clients. The ABCs Read More
Best Sources of Luxury Buyers and Sellers
Finding luxury buyers and sellers isn’t always easy. However, in the true luxury market, a lot of the business that occurs is created through social connections. Top luxury agents often Read More
Holding the Line on Your Real Estate Commission
We all know that real estate commission rates are negotiable by law. Therefore, as a great salesperson it falls to you to prove to the seller that you are worth Read More
Perfecting Your Commission Objection Handlers
If I put you on stage and asked you to demonstrate all the ways you can overcome the commission objection, would you dazzle your audience? If not, then I suggest Read More
Exceeding Expectations to Create Raving Fans
Exceeding expectations as a luxury real estate professional is important. As we all know, today’s consumers have high expectations when they hire a full-service real estate professional. Often, we focus Read More
Getting Real Estate Listings Now
Getting real estate listings is the one thing that great agents can never have enough of. In the upper tier, this is especially important. Even though inventory in your market Read More
Building Rapport in the Luxury Real Estate Market
The thing that really separates a fantastic salesperson from an average salesperson is building rapport — their ability to persuade, inspire, and motivate a prospect to take action. Often when Read More
Sales Versatility – You Have More Power To Persuade Than You Think You Do!
Before we dive into sales versatility, I want to share with you one of my favorite affirmations… “Our job as a great salesperson is to help our prospects overcome their Read More
Real Estate Marketing Tip: “Theme” Your Luxury Database Phone Calls
When it comes to luxury real estate marketing, having a set strategy is an absolute must. Having a plan is important, and sticking to that plan is even more important. Read More
How to Work Your Luxury Database in Real Estate
Before working your luxury database, take the time to get everything organized for easier planning. First, “purge” the list as much as possible. Remember, you want your luxury database to Read More
Why Is Maintaining, Servicing, and Building Your Luxury Real Estate Database So Critical?
Getting in touch with new people is getting harder to do, but you must still expand your business by connecting to new people and growing your luxury real estate database. Read More
Tips to Get Your Luxury Real Estate Client Under Contract and Provide a Stress-Free Closing
Working with a luxury real estate client in a low inventory market is challenging and can sometimes be frustrating. If they lose 2-3 homes, who do they blame? That’s right, they blame Read More
Growing and Nurturing Your Luxury Database
I want you to think about your luxury database as your future. Your database is a goldmine if you manage and handle it properly. Be obsessed with adding as many Read More
How to Work With “New Money” In Luxury Real Estate – Featuring Debbie De Grote
The face of luxury real estate is transforming faster than ever before. Technology has made it easier than ever to come into “new money” — producing a new kind of Read More
Why Building Your Luxury Brand Image is So Important
What is it about you that’s unique and special? How do you communicate those characteristics through the luxury brand image you’re marketing via your advertising materials and in your presentations? Read More
How to Select Your Luxury Real Estate Market Area of Focus
While true luxury is considered to be the top 10% of sale prices in your real estate market, that may or may not be the sweet spot for you. In Read More
Is Geographic Farming Right for You?
Geographic farming is like real farming – it takes an investment of time, patience, and faith. But this doesn’t necessarily mean that it will take a long time for you Read More
What Sellers Really Want from a Listing Agent
Recently I was asked, “Debbie, what do sellers really want from me when I go on a listing appointment?” Sellers want to be heard Sellers today have access to information Read More
Estate Of Mind Podcast Highlight: Breaking Through to Luxury Real Estate [Real Life Stories with Debbie De Grote]
Learning how to work with luxury clients is like learning a new language. It requires a different vocabulary, a different mindset, and a whole different set of rules than working Read More
Building Your Agent Referral Network
During my 20+ years of coaching some of the best agents in the nation, I have only met a small percentage of real estate professionals who had an action plan Read More
Virtual Open Houses Create New Opportunities In Luxury Real Estate Market
Maybe some of you have returned to in-person open houses, but most of you reading this report probably have not. In either case, I hope you all are embracing virtual Read More
Create Successful Joint Venture Relationships That Bring You Clients Without Rejection
One of the best ways to build your database and find new warm leads is to leverage the power of relationships. Who do you know who has your ideal client Read More
Setting the Expectation Conversation Once the Listing Is Signed
We all know that sellers hear what they want to hear and believe what they want to believe when it comes to how market conditions will impact the sale of Read More
Maximize Your Billable Time
What percentage of your day would you say is income-producing? We define income-producing as prospecting, lead follow up, presentations to buyers and sellers, negotiating, and closing deals…money time. Income servicing Read More
Become a Social Media Celebrity In Your Community
Take up the 30-day video challenge – every day for the next 30 days, do a live stream a day on Facebook that provides great value to those who would Read More
Your Past Clients and Sphere Are The Cornerstone Of Your Business
Your past clients and sphere truly are your most important area of lead generation and focus. Your plan should include how you will market to them, how often you will Read More
10X Your Lead Generation!
For many Americans, their home may be their greatest asset, so it makes sense that they would have questions and concerns about how this health and economic crisis has impacted Read More
Thriving in a Shift
There is always opportunity in a market shift. No matter what is happening, people still need and want to buy and sell. We must help them do it safely and Read More
Thriving In the Luxury Real Estate Market During Quarantine: An Interview With Debbie De Grote
“How do we approach this time with empathy and a little bit of grace?” We spoke with luxury real estate business coach Debbie De Grote about how to keep growing Read More
How to be a Powerful Presenter
One of the most important skills sales professionals need to possess is the ability to be a powerful presenter. I’ve made a list for you, of a few things that Read More
36 Tips for Getting Listings Sold
1) Red Carpet Treatment – Meet the new home buyer at their new home and greet them with keys and champagne. Take video as they take possession and send it Read More
Script to Handle the Question: What Work Should I Do To The Home Before Selling?
Agents often lose listings when going through the pre-listing tour with a seller. Even if the seller has asked for feedback and recommendations, they can become either overwhelmed or offended Read More
Scripts to Handle the Question: What Work Should I Do to the Home Before Selling?
Agents often lose listings when going through the pre-listing tour with a seller. Even if the seller has asked for feedback and recommendations, they can become either overwhelmed or offended Read More
Setting the Expectation Conversation Once the Listing is Signed
We all know that sellers hear what they want to hear and believe what they want to believe when it comes to how market conditions will impact the sale of Read More
Questions To Determine Sellers’ Motivation and Hot Buttons
As we know, today’s home seller may not always be forthcoming and honest about their motivation and timeline. The more information you can gather, the more you can tailor your Read More
How to Get More Business from the People You Know
In the last 17 years, I have conducted over 80,000 coaching calls and have had the opportunity to coach some of the best real estate agents in North America. As Read More
Hiring, Training, and Retaining an Administrative Assistant
Working a luxury business is intense especially when you need to be available 24/7 for luxury clients or their handlers. Many of you need to hire an administrative assistant or Read More
2020 – Ready to Go
2020 is here and it’s a good idea to revisit your methods of working with your luxury clients. With an election year ahead where a “wait and see” period may Read More
Increasing Conversions at Luxury Open Houses
Those of you who know me know I’m passionate about open house conversion. When I got started in the real estate business at the age of 18, I didn’t have Read More
When Do You Hire Your First Assistant?
The simple answer is that you should hire your first assistant when you are ready to be a full-time salesperson and when you can afford to hire one. The real Read More
Building and Maintaining Solid Relationships With Luxury Clients
As many of you know, I coach some of the top agents across North America. Agents like Ernie Carswell from Beverly Hills, whose client rosters are a virtual who’s who Read More
Creating a Plan for Success
It’s that time of year when we begin completing our business plans for the next year. Unfortunately, many agents leave their plan to the last minute to complete and then Read More
How to Survive and Thrive in a Disrupted Industry
When I got into the real estate business at the age of 18, there were no computers being used, no internet, no fax machines and no cell phones. Purchase contracts Read More
Holding The Line On The Commission Dollars You Deserve
Most sellers know more than one real estate agent, and most will interview multiple agents before making a selection. It also goes without saying that most will, at some point, Read More
Pricing Property in a Shifting Market and Selling the Tough to Sell – Part Two
In my last blog, I talked about pricing and selling tough to sell properties. Many readers reached out with great comments about how much they enjoyed the blog. Also, many Read More