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Sammy Harper

Content Writer

Recent Posts

4 Reasons You Lost The Listing (And How A CRM Can Help)

Posted by Sammy Harper on Jun 2, 2017 10:03:00 AM

Losing clients and listings isn’t fun, but it’s something every real estate agent experiences. Sometimes it’s beyond your control—maybe the client is just utterly unreasonable (one agent lost a client because she couldn’t be available on her wedding day!) or maybe they’re best buds with another agent.

Sometimes, though, it’s on you. (I know, I know, harsh!)

It’s true, though—we all make mistakes. It’s what makes us so delightfully human and interesting. It’s how we learn how to do things better. As Napoleon Hill said, “Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit.”

Many of the mistakes that lead to the loss of a listing or client can be solved by one tool: a real estate customer relationship management (CRM) system. When combined with the right strategy, using a CRM system can really drive success for your real estate business.

There’s a great article on Inman News that lists reasons why agents lose deals. Let’s take a look at some of these common mistakes and talk about how a real estate CRM could help you avoid making them in the future.
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How To Create A "Culture Of Gratitude" Within Your Real Estate Business

Posted by Sammy Harper on May 2, 2017 11:16:00 AM

When was the last time you genuinely thanked an employee for their work?

I’m not talking about one of those obligatory niceties (“Thanks for sending that email!”). Rather, when was the last time you took a moment out of your day to pause, observe your employees, recognize that they are doing really great work, and then personally express your gratitude?

An article by Fast Company suggests that all of us suffer from “gratitude deficit disorder.”

“We are hungry for genuine appreciation and thanks,” the article states. “We want to know that we matter, that our efforts are making the world a better place.”

Unfortunately, many people are not getting that reassurance. In one poll, nearly half of those surveyed reported that they never feel appreciated at work.

Do your employees feel appreciated? What about your clients? And how much does gratitude really matter?

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6 Mind Hacks To Help You Accomplish Your Real Estate Goals

Posted by Sammy Harper on Apr 25, 2017 11:11:00 AM

Think about a goal you once had that never came to fruition.

What happened? Did you simply decide it wasn’t the right path for you...or did procrastination, distraction, and a loss of motivation cause the fierce pursuit to fizzle out?

It happens to us all. In our personal lives, we fail to follow through on New Year resolutions, diets, and budgets. And it happens in the workplace, too.

As a real estate agent, you know you have to hold yourself accountable. Not only do you have to set your own yearly, quarterly, monthly, and weekly goals, but you also have to complete the daily tasks that are required to accomplish these goals.

It requires self-discipline and self-motivation. And a little insight on the inner-workings of your mind...that doesn’t hurt, either.

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7 Ways To Boost The Impact Of Your Real Estate Marketing

Posted by Sammy Harper on Apr 18, 2017 11:19:00 AM
Sometimes, just a small change can make a huge difference.

This is certainly true when it comes to marketing your real estate business. The smallest tweaks to things like word choice or sentence structure can have a huge impact on the persuasiveness of your messaging.

Last week, I shared some fascinating findings from The small BIG—a collection of researched-backed insights in the field of persuasion science—and discussed how real estate agents could apply those insights to different aspects of their business.

For today’s post, I’ve zeroed in on 7 “small BIGs” that can be applied to your messaging to really boost the impact of your real estate marketing.

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Persuasion Science For Real Estate Agents: 5 Insights From “The small BIG”

Posted by Sammy Harper on Apr 11, 2017 11:16:00 AM

“When it comes to influencing the behaviors of others, it is often the smallest changes in approach that make the biggest differences.”
The small BIG

The small BIG is a fascinating collection of 52 insights on how to influence and persuade others, all gleaned from recent research in the fields of social psychology, behavioral economics, and neuroscience. The tactics shared in this book are easily applicable because they are all small, mostly no-cost changes that have a big impact. And every “small BIG” is completely ethical—this is about influence, not manipulation.

The authors wrote the book after they realized information on its own (“You should buy this product because of these great features…”) isn’t the most effective way to influence people. To be more persuasive, they discovered, you must also consider the context in which the information is delivered.

For this blog post, I’ve pulled out five “small BIGs” that can be easily applied to your real estate business. Read on to learn about five small changes that can have a huge impact on the way you win clients, maintain a tidy office, build rapport with others, boost employee productivity, and stick to your goals.

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How To Step Outside Your Comfort Zone for Ridiculous Levels of Real Estate Success

Posted by Sammy Harper on Mar 28, 2017 11:14:00 AM

Ah, the comfort zone. That cozy space where the heart beats steadily, palms stay dry, and breathing is easy. It’s different for everyone. For me, I’m most comfortable here, typing my words on a keyboard rather than saying them out loud. But maybe you would rather make a speech in front of thousands of people than try to write a blog post.

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8 Strategies for Better Conversations With Your Real Estate Clients

Posted by Sammy Harper on Mar 21, 2017 11:12:00 AM

Meaningful, productive conversations play an important role in building long-term relationships with your real estate clients.

You use conversation to identify clients’ needs and provide information, which means you must be able to ask questions and communicate ideas clearly. Conversation also serves the purpose of getting to know one another and building trust, which is where knowing how to build rapport comes in handy.

In this blog post, learn strategies for showing your genuine interest, getting better answers to your questions, helping people feel comfortable talking to you, and forming deeper connections.

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Are You An Emotionally Intelligent Real Estate Agent?

Posted by Sammy Harper on Mar 14, 2017 11:33:06 AM

In an industry fraught with emotions and entirely dependent on relationships, it’s crucial for real estate agents to have a high level of emotional intelligence.

Emotional intelligence (or EI, as it’s often called) has become quite the buzzword in the business community. The concept gained popularity in the 90s after it was introduced by a pair of psychologists, and since then, there have been hundreds of books and probably billions of articles written on the topic.

Studies show that high levels of emotional intelligence are linked to successful careers and better relationships. TalentSmart, a company that provides emotional intelligence assessments and training, conducted research and found this compelling evidence:

  • Emotional intelligence ranks at the top of a list of 34 workplace skills as the strongest predictor of success.
  • 90% of top performers have high levels of EI, while only 20% of bottom performers have high EI.
  • People with higher EI make an average of $29,000 more per year.

To learn more, check out Why You Need Emotional Intelligence to Succeed in Business.

Obviously, it’s important. But what is EI, really? What does emotional intelligence mean for a real estate agent? And do you have it?

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2 Major Factors That Determine Whether Your Clients Will Give You Referrals

Posted by Sammy Harper on Mar 7, 2017 11:19:00 AM

That months-long process of helping your clients find their dream home has finally come to an end. The title has been transferred, you’ve received your commission, and you’ve given a nice bottle of wine as a closing gift.

The transaction is complete. Now the big question is whether your clients will remember the experience as positive or negative.

The key word here is “remember.” Because the way we remember experiences doesn’t always coincide with the way things actually went down. In fact, our memories of experiences are often shaped by just a few isolated moments.

The peak-end rule, founded by psychologist Daniel Kahneman, suggests that when we look back on an experience, our lasting impression isn’t formed by everything that happened, but rather by what happened at the peak (the most intense moment) and the end.

That means these two factors—the peak and the end—will play a huge role in how your clients look back on their experience, and whether or not they will refer you to friends.

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The Bare-Minimum SEO Guide for Real Estate Agents

Posted by Sammy Harper on Feb 21, 2017 10:34:38 AM

If your real estate business consists of just you or only a small team, you probably shouldn’t be spending tons of time figuring out the intricacies of SEO. But with more and more people turning to the web to search for homes and agents, it’s not something you should be ignoring, either.

This SEO guide was written for those of you who are running a lean and mean real estate business. I’ll share just the essentials of what you need to know, and nothing more. Because you have more important things to do.

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