Charles White

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So far Charles White has created 155 blog entries.

Case Study: Realtor Helps FSBO With No Strings; Gets Listing

This week Ben spoke to one of our members, Jim. He's a newer member and has two FSBO listings and one buyer client. In the interview they go over: How Jim has two FSBO listings. He just drops his book off and offers to help. Jim then does a CMA of the home for when

2017-12-09T11:30:18+00:00 August 14th, 2017|Categories: Members, Prospecting|Tags: , , , |

What Owners Look For In a Realtor

If you know what owners look for in a realtor, you can tailor your efforts to highlight those qualities. Most of these qualities are things that are discussed on this website a lot. This is why so many people choose family or friends (or get referrals from them). If you demonstrate these ideal qualities and

2017-12-09T11:30:19+00:00 August 9th, 2017|Categories: Client Relations, Prospecting|Tags: , , |

Pick-Up Basketball Game Turns into Listing For Realtor

This week we spoke to a new member who just started to give his books out. Fred, a veteran realtor, has replaced giving his business cards out with books. It's paid off for him with two clients. Here is what is talked about in this interview: How and why he just started giving out his

2017-12-09T11:30:23+00:00 August 8th, 2017|Categories: Members, Prospecting|Tags: , , , |

The Importance of Real Estate Testimonials

Testimonials are some of the most important parts of your marketing. They have the power to make or break a deal. They are the reassurance that goes the extra mile in affirming everything you say and promise to an owner. If they aren't up to standard (or if they are absent altogether) owners will be susceptible

2017-12-09T11:30:23+00:00 August 4th, 2017|Categories: Client Relations, Marketing and Advertising|Tags: , , , , |

The Secret of the #1 Real Estate Team in the Country

There is a real estate team in America that is the number one team according to Real Trends Magazine. They've been one of the top teams for the last five years. This team has a secret advantage over their competition. Their secret isn't that they're the best salespeople. In fact, they're not incredible salesmen. Their

2017-12-09T11:30:23+00:00 August 2nd, 2017|Categories: Agents, Prospecting|Tags: , , |

Owner is Waiting to Expire So He Can List with Smart Agents Member

I interview Gina, who is her husbands assistant. He's been using the My Books program to target expireds. Here is what we go over in the interview: The owner listed with his friend. Was sent his book and kept it for a year. He now wants to work with Rusty. They mail out manilla envelopes to

2017-12-09T11:30:24+00:00 August 1st, 2017|Categories: Expireds, Members|Tags: , , , , |

Back to School Real Estate Marketing

The start of the school year is one of the best time to target parents. It brings countless opportunities to add these parents to your sphere of influence. Any change in season is a good time to focus harder on your marketing efforts. The end of the summer and subsequent return to school is a

2017-12-09T11:30:24+00:00 July 29th, 2017|Categories: Marketing and Advertising, Prospecting|Tags: , , , , |

Why I Never Tell Sellers I’ll Bring Them a Buyer

Should you tell sellers or potential clients you have a buyer? Some agents love to tell sellers that they might bring them a buyer. I call it the “I have a buyer” listing strategy. In fact, some agents will call sellers and tell them that they might have a buyer interested in their house. They will

2017-12-09T11:30:25+00:00 July 27th, 2017|Categories: Client Relations, Prospecting|Tags: , |

Struggling To Get Listings As A Newbie? Read How Ginger Overcame That Objection

We recently talked to Ginger. She was an agent for about 6 months and struggled to get listings.  It seemed like every seller asked her, “How many houses have you sold?”   When she answered, “One,” it totally killed her credibility. As a result, she couldn’t get any listings. Then, she started using the books.

2017-12-09T11:30:25+00:00 July 25th, 2017|Categories: Members|Tags: , , |

Persistence is Everything When You Prospect In Real Estate

Real Estate is sales. No matter how you look at it, prospecting is fundamentally similar to other sales jobs. A lot of the time, it is a game of persistence. Imagine having a conversation with an owner. They aren't ready to sell. How you handle the follow ups with them will determine whether or not

2017-12-09T11:30:25+00:00 July 25th, 2017|Categories: Leads, Prospecting|Tags: , , |