Have you ever had an offer on the table, and only heard crickets?

Negotiation can be compared to a game: you’ve got to play it right to get the results you want!

You don’t want to be the one to end the conversation...in fact, you want to be able to keep it moving forward so that you can serve people.

Months, or even years later, you may be shocked when people come to you. There have been instances where people sitting on the other side of the table come back to you because you were the one serving and making the process as easy as possible.

When you seek to make that process easy for either the buyer or the seller, you get to be part of keeping that conversation going, and you never know when it’s going to pick up again!

Denise Brown has been in the real estate business for more than 20 years, and combines her background in law, marketing, and sales to help her be the best she can be! She lives in and serves a thriving market in Whistler, Canada, home to one of the most spectacular ski and bike resorts in the world. She’s here with some of her best tips and tricks.

Side note: have you created your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

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  Tom introduces Denise and her business.

  
  
  
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  Denise says that a key to her success is that she treats her business like a business. She has an office, and those people that she works with come to the office so they can work together.

  
  
  
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  Virtual Assistants can be invaluable! Denise has one who gets website leads, calls them immediately and qualifies them, and then does a live transfer.

  
  
  
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  Direct mail can be a good source of leads. It helps with name recognition and awareness, but it can take years to pay off.

  
  
  
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  Fake it ‘till you make it - sometimes you have to show your lifestyle to show people that you are the one uniquely suited to meet their needs.

  
  
  
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  One of Denise’s hallmarks of every transaction is kindness. She wants everyone to experience a pleasant and easy transaction, no matter the part they are playing.

  
  
  
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  Be the kind of agent that others want to work with again and again - you will have a reputation in the industry.

  
  
  
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  Never be the one to end the conversation. You may be surprised how just a little effort keeps it going and keeps people coming back to you.

  
  
  
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  Make sure to keep a long-term view, especially when watching the closing schedule.

  
  
  
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  Fill the voids: find ways to meet needs.

  
  
  
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  Remember what generates money in your business. If you’re feeling distracted trying to do everything, take it to the basics.

  
  
  
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  Get mentoring to fill in your knowledge gaps.

  
  
  
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  Denise creates a monthly newsletter for her email list. She has market info, shares interesting community events, links to new listings, and information about the area in that newsletter.

  
  
  
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  Don’t be alarmed when people constantly delete your emails - it could be that they just don’t need your services right now, but in a few weeks or a few months, they will need you. They may want it at some point.

  
  
  
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  One piece of advice for new agents: get your database started right away. That is your best source of leads and will bring in money.

  
  
  

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Denise:

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  Website

  
  
  

Connect with me (Tom):

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  2nd Home Agents website

  
  
  
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  Facebook

  
  
  
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  Instagram

  
  
  
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  YouTube

  
  
  

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Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

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Have you made your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!