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The Zen Path To Real Estate Success

Posted by Dave Crumby on Oct 9, 2017 7:44:26 AM

In our productivity-obsessed culture, we're biologically wired to have anxiety over the future. We’re constantly thinking about (and often worrying about) the next task at hand. And we set these astronomical goals for our businesses that force us to focus on more rather than better.

Many real estate agents focus on generating more leads. Allow me to humbly suggest a sustainable alternative:

Be present.

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The "Blink Moment": How To Connect With People As A Real Estate Agent

Posted by Dave Crumby on Sep 28, 2017 5:00:00 AM

We make snap decisions every day. Malcolm Gladwell, author of the book Blink, calls these occurrences "blink moments."

The “blink moment” I'm most interested in has to do with relationships. Particularly, that moment when you realize the person in front of you is someone worth hanging on to.

When I was in 6th grade, I traveled on a school-sponsored chess tournament. During a match, I heard a kid start laughing a couple tables behind me (he was laughing because he'd lost his match so quickly). I turned around, made eye contact, and we ended up hanging out when the tournament was over... we've been best friends ever since. That kid’s name was Billy. Today, he's a Colonel in the Air Force but to me, he's just that laughing kid.

Think back to when you first met your best friend, or your significant other. Now recall the moment you “clicked.” Remember how that felt? You realized how totally comfortable you were talking to them. They were really listening to what you were saying, and you were doing the same. It felt genuine. You were able to be your real, true self, and they were, too. And when you parted ways, you were both left wanting more.

There are lessons here that can be applied to your real estate business and the way you build relationships. By examining these types of meetings—these interactions that resulted in mutual attraction—we can better understand how to make more immediate, genuine connections with our leads and the people we meet in passing.

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The ABC's Of Real Estate Sales And Other B?!!$#÷x To Avoid

Posted by Dave Crumby on Sep 20, 2017 3:00:00 PM

“Indeed, the persons who take the greatest pains to proffer such advice are themselves unable to put it into practice.” - Seneca

In order to grow, evolve and move forward as real estate agents and as an industry - we have to look at our past with open eyes.

Let's be honest.

Real estate sales hasn’t always been pretty.

Throughout the years, I’ve seen agents in screaming matches, fist fights in the bullpen (or, as we used to call it, the ‘octagon’), go through bankruptcies, and divorces. And tragically, even colleagues who have taken their own lives...

Understand, I’m not sharing any of this to point fingers or hurt feelings – rather, just to share truth. With truth we all grow.

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The Art and Science of Real Estate

Posted by Dave Crumby on Sep 11, 2017 2:00:00 PM

Few may consider the craft of real estate a science – and fewer a form of art, when in reality, it is a combination of both.

“Arts and Sciences are branches of the same tree. All these aspirations are directed toward ennobling man's life, lifting it from the sphere of mere physical existence and leading the individual towards freedom.” ~Albert Einstein

Outside the technical and process components of facilitating real estate transaction management – the formation and fostering of relationships is the single most important activity of building a sustainable real estate business. Few would dispute this – but perhaps I can help you think of it in a different way...

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The DOs and DON’Ts of Building Real Estate Relationships in the Digital Age

Posted by Sammy Harper on Sep 6, 2017 9:03:00 AM

It’s incredible how much technology has changed our world, even in just the last five years. Electric cars are on the rise. Someone printed a 3-dimensional tortoise shell. People receive texts on their smartwatches.

These rapid developments in technology feel overwhelming sometimes. You wonder if smartphone addiction is a real medical affliction, if self-checkouts will make cashier jobs irrelevant, and if you’ll ever be able to escape the dings and pings of notifications coming from your phone, your computer, your watch, and even your refrigerator.

But technology is also wonderful. Long-lost relatives are reunited through viral Facebook posts. Online forums make troubleshooting software a thousand times faster. And you can push a button stuck to the inside of your pantry and have a crate of Pringles delivered to your doorstep in 48 hours.

Technology is deeply ingrained into our lives.

As a real estate agent, how does technology impact one of the most “human” aspects of your work—building relationships?

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5 Steps To Growing Your Real Estate Business With “Warm Calling”

Posted by Sammy Harper on Jun 14, 2017 11:14:39 AM
Is cold calling dead?

Some experts seem to think so. Others argue that it’s still an effective means of generating leads. But one thing’s for sure—it’s got nothing on warm calling.

What Is “Warm Calling?”

Warm calling is when you reach out to someone with whom you have had previous contact. They’re already in your CRM database. You know them and, more importantly, they remember being contacted by you. There’s already a tiny sprout of trust.

With warm leads, you know they have at least a little bit of interest in working with you. And you have useful data stored in your CRM, like what type of property they were looking at online or whether they have kids.  

And that’s the second part of warm calling—when you’re reaching out to someone you’ve already connected with, you are able to provide more value. You can offer to show them more properties like the ones they are interested in, let them know which neighborhoods have kid-friendly sidewalks, and so on.

Doesn’t this sound way better than calling a list of strangers who don’t know you, and who might have zero interest in buying or selling a home? Warm calling is less intrusive, and it feels way more genuine and human.

Read on to learn why warm calling works and how to use your CRM to make it happen!

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The Magic of ‘108’ In Real Estate

Posted by Dave Crumby on Jun 7, 2017 9:02:00 AM

On Sunday morning, I was making breakfast for my family. Inside the carton of eggs was a note from the farmer. It shared the secret to happy, healthy hens that produce healthy eggs...and that secret resided in the number 108.

“The Certified Humane® pasture-raised standards that we follow state that 108 sqft. per hen is the minimum needed to keep both hens and grasses healthy, a number that comes from well researched studies into flock densities and soil management.” [Click to read the entire note.]

But 108 also happens to be a magic number.

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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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How To Make a Great First Impression On Your Real Estate Clients

Posted by Dave Crumby on Nov 8, 2016 2:12:00 PM

Whether you like it or not, first impressions matter. Even though it’s hard for someone to truly know you after a single encounter, your goal as a real estate agent should (obviously) always be to make a positive first impression when meeting new clients.

After years of working as a real estate agent—and then several more years spent launching a real estate CRM company—I’ve made my fair share of first impressions, and I’ve been on the receiving end of just as many. In this post, I’ll share what I’ve learned about how you can make that first encounter with a client result in a positive first impression.

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11 Ways To Improve Your Real Estate Clients' Experience

Posted by Dave Crumby on Oct 25, 2016 2:45:00 PM

To maintain a great relationship with your clients, and to drive referrals, you must provide an excellent client experience. There are two things to consider here:

First, you need to make working with you a great experience. At the same time, you also need to figure out how to smooth out the complicated, anxiety-ridden home buying/selling process...which can be difficult to do, because you have less control over that.

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