Are You Sending Hidden Messages? Let Customers Know You Care By Changing These Habits.

Even those of us with the best intentions can send the wrong messages to the people around us. The three actions and habits below may not seem like huge faux pas, but you can be sure they tell potential clients that you aren’t invested.

Responding to calls and emails isn’t your top priority.

If clients are waiting days (or even hours, depending on the client), can make a huge difference in the way your client feels. You’re incredibly busy, of course, and may not think a slow response is a big deal. But your client does. Even if you are truly too busy to send a well-thought-out email, it doesn’t take much time to send a quick text or email that says “I received your message and want to respond more thoughtfully later.”

You aren’t touching base.

It would be rare for a client to feel like you’ve over-communciated, especially in the real estate industry. But almost all of us have been guilty of communicating too little at times. When people don’t hear from you, they usually assume the worst, thinking a deal has fallen through, or that you aren’t doing your job. Fix this by touching base regularly. Even if it’s a quick update to say, “I know you’re probably feeling anxious, but we don’t have any news yet” or “I just wanted to let you know where we are in this process.” By the way – this is a great practice to have with clients, but also a great idea with colleagues and team members.

You don’t ask for things until the last minute.

When you ask a client or team member for items at the last minute, it sends a message that you’re working on things at the last minute as well. When possible, look ahead and give timelines as far in advance as you can. This also sends the message that you are appreciative of others’ time and schedules. The same goes for deadlines – missing a deadline is one way we can convey to others that we don’t respect their time. Sticking to an agree-upon schedule is crucial.


Let’s Set Some Goals!

Confession time. Raise your hand if you’ve ever set a goal without actually taking steps to reach that goal? If you’re like most people, your hand is in the air. Setting goals like, “By this time next year, I’d like to have saved this amount of money” or “I’m going to sell 6 more houses next year than this year” sound great. However, if you aren’t changing your behavior, that goal-setting is nothing but a waste of your time.

It’s easy to dream – easy to know where you want to be – but much more difficult to map out a path to get there.

Necessary changes also mean taking a good, long look at where I am, where I want to be, and how I’m going to get there. We’ve got some steps that may help you avoid a plan that bottoms out.


Start with the present. Make a list of what is working and what isn’t as well as what brings you joy and what doesn’t. You can’t move ahead without understanding where you are. This may be a good time to survey people with whom you have done business. What was their impression of your business? Was their experience positive or negative? Does their perception match the message you’re trying to convey?

Work Backwards

Start with the big picture. What does the future look like for you? I’m not talking about this time next year – I’m talking long term. Five years ahead, ten years ahead…what does that look like? What do you want your business to be known for? What does your income look like? What does your life look like?

In setting my goals, it’s good to know where you want to be in 10 years, 5 years and 1 year. It makes planning your next steps make so much more sense.

What’s next?

When you know what the long term looks like, take a look at your short term goals. What do you need to put in place today to make tomorrow possible? If you want to sit on the Board of Directors of an organization you care about, maybe your next goal is to attend a few more networking events this quarter. If you want to sell more, maybe it’s time to invest in some online ads, or attend workshops on lead generation. One good goal begets another.

Think Big, With Wiggle Room

Nothing is more deflating than falling short of your goal. Make big plans, but make sure you’re being reasonable when you decide how quickly to get there. And give yourself help when and where you need it. If there’s someone you admire in your industry, ask if you can treat them to coffee or lunch. Ask a peer for advice on the steps you can take to meet your goal.


If there’s one certainty, it’s that your plans will change. Regardless of the specific goal you have in mind, be flexible and ready to change. There are plenty of reasons to change your goals: unexpected changes in the market, the actions your competitors take, your own life events, and more. There are so many factors outside of your control!  You may discover that something you thought would work just doesn’t and find that a new plan is necessary. Readjustment is normal and you shouldn’t see it as a setback.

Looking For Side Income? These Ideas Will Grow Your Wallet AND Your Business.

We’ve all experience the occasional sales slump. But before you start to give up, why not turn that extra time into extra cash? It could be the perfect time to start a real estate side hustle. And before you know it, both your wallet and your appointment book could be overflowing! Here are 3 ways you can earn a little extra income while you wait out the slow season.

Monetize Your Blog or YouTube Channel

If you don’t already have a blog or an active video presence, a slow season is the perfect time to get it started! When you use your platform regularly and consistently you’ll be doing two things. First, you’ll be gaining credibility as an authority in your field. Now, you could wax philosophical about real estate, but you could also turn to one of your other passions like local restaurants or community events, home decor trends, being a working parent, or any number of things. If you can be transparent and available through your blog or vlog, you’ll easily create a loyal following, making it easier to generate leads. Second, popular platforms can make you money through advertisements and affiliations. If you’re singing the praises of a certain yard tool, look into becoming an Amazon affiliate or something similar. You could get a percentage of the sales from your viewers. You can also place ads from Google and other search engines on your site, getting a few pennies for every click. Hey, it all adds up.


We know there’s that certain something that you do better than anyone else. It could be staging a home, setting up an office system, or handling your own graphic design. There’s something you do well that someone else needs! Let others in your brokerage know that you can train them on accounting software, or help them hire an assistant by handling resumes and interviews. Your little break from business could become the side hustle that saves you.

Teach Classes

If you’re looking to supplement income, teaching real estate classes could be your perfect fit. Getting certified to offer CE courses isn’t too difficult, though it will come with a fee. You can learn more about certification on the TREC website.  You can also browse major job sites like Indeed and Monster to find companies looking to hire real estate course instructors. Don’t overlook this opportunity to help others, gain credibility, and make some side income while you wait for business to pick up again.

Marketing Your Business This July

With Independence Day behind us and the start of school just a few weeks away, it’s time to plan your next move. What can you do this month to strengthen your future business?

Celebrate With Some Late Summer Holidays

Holidays can be the perfect excuse to connect with current and potential clients, and August is full of them – if you know which ones to look for. There may not be any big, widely recognized holidays in August, but there are a few good once that make connecting a breeze. Look ahead to Friendship Day (August 6) to be your perfect icebreaker. And who wouldn’t love to receive chocolate chip cookie mix in a jar as a pop by on National Chocolate Chip Cookie Day on August 4. Other fun holidays include National Garage Sale Day (August 12), National Relaxation Day (August 15), and National Dog Day (August 26). See more at

Back To School

August means kids are heading back to school, and unfortunately, some are heading back with a lot less than others. A great way to give back and encourage others to do so is by holding a back to school supply drive. You may want to collect traditional school supplies, or think outside the box and collect money for school lunches, or ask for donations of new shoes. Add your office as a drop off point and you’ll be able to connect to new friends as well.

Block Party!

If your neighborhood doesn’t already have an annual block party, it might be time for you to get the ball rolling. There are some great ideas here to get you started. Use the opportunity to help your neighbors get to know you and each other. You’ll love being seen as a connecting point for others.

Social Media Challenge: Neighborhood Know-how

Part of selling yourself as an agent is selling your expertise about the areas you live and work in. This month, use social media to highlight your favorite parts of town, from restaurants to museums to family spots to free activities. You want your audience to know that you are the best source for information! And when they’re ready to buy or sell, they’ll certainly want an area expert like yourself to guide them through the process.


Want To Appear More Successful? Make These Changes!

It may be common knowledge that people who are successful (or at least, people who project success) get treated differently. It may be something small like better service at a restaurant or something that can make a real difference, like a better seat at a networking events. Successful people get better introductions, better invitations, and, in general, more respect from the people they work with.

What may not be common knowledge is that you can project more success today by just making a few little changes. These little tricks could open big doors. Our little guide below will hep you “Fake it ’til you make it.

1. Change Your Mindset.

People who project success are usually confident people who are open to taking risks and finding solutions. If you’re not a risk taker, in business or beyond, you can start small. Take a new route to work, sign up for a kickboxing class, or start a conversation in line at the grocery store. If you’re naturally a risk-taker, try moving outside of your comfort zone in bigger ways, like taking a white water rafting trip or signing up for a talk at something like a Pecha Kucha event.

These kinds of changes will affect both your mood and attitude, which will affect productivity levels, which can help establish you as a leader. Let the success be mental and own it.

2. Dress For Success.

If you’re ready to be recognized as a leader, you’ve got to look like one. This doesn’t mean that you have to abandon your personal style, but you can polish it up. You’ll never regret being the best-dressed person in the room. Skip the at-home dye jobs and ill-fitting blazers and make some real investments in your personal style. Take pride in your appearance and it will affect the way you handle yourself, too.

3. Slow Down.

Studies have shown that people who move quickly can look frantic and anxious to others, while those who take their time appear intelligent and successful. Give yourself an extra 10 minutes to get anywhere or an extra 30 minutes for your morning routine and you won’t run the risk of rushing into a meeting or event. Whether you’re speaking to a prospective client or a peer, use a measured tone. By giving each person you speak with the time and attention they deserve (without looking hurried or ready to rush off to your next appointment), you’ll give the impression that you have the luxury of taking that extra time.

4. Change Your Body Language.

Just as speed can affect the way people perceive you, your body language speaks volumes. Successful people have a confident expression on their face, lifting their chin just a bit when they enter a room. They don’t wait for introductions; they approach others first. In fact, they’ll usually be the individuals conducting the introductions. Want to look unsure and unsuccessful at a networking event? Stand by yourself and check your emails and texts. This doesn’t make you look like a busy professional – it makes you look nervous and uncomfortable. Work the room, hold your head high, make eye contact, and your body language will start affect the way you think about yourself as well.

Now, go get ’em, tiger!

How You Can Use Storytelling To Attract Clients

Many real estate agents are good at their job, sincere with their customers, and hard-working individuals. If you’re an agent, there’s a good chance that you enjoy working with others – the difficult part is finding the clients in the first place.  Here are some strategies to help you attract more prospects by letting others in on the story of YOU.

Marketing is about storytelling – telling the story of you and your business to the people who want to hear it. Years ago, customers may have wanted to see a polished facade of the businesses they patronized, but that has changed. Especially if you are running your business as an individual, customers expect transparency. They want to know with whom they are spending their money.

To do this well, you probably shouldn’t lay everything out on the table. But there are certain elements of your story that will help you connect with customers.

How Others Experience Your Work

Obviously, testimonials tell the best story. Former customers have the opportunity to tell your future customers the real-life experience of working with you. If you haven’t done so already, reach out to your former clients and ask if they can share their story with you. And don’t just stop at Zillow or Facebook reviews – take those reviews and add them to your website, social media timelines, or e-blasts.


Posting a picture of a smiling couple at closing or a family in front of their new home speaks volumes. Again, this paints a real-life picture of your work. A testimonial can give glowing words, but can’t compare to glowing smiles on actual faces. Don’t forget to document these moments with your customers. This should be a regular part of your marketing campaign.

Your Unique Perspective

Every agent is different. Whether you hobbies include interior design, the great outdoors, or trying every restaurant in town, customers want something they can connect to. By being little bit more open about your life and your personal interests, you could very well win a client who shares your hobby.

Your story is your way of demonstrating your value, experience and expertise to a prospective client in a way that they can relate to and not be intimidated by. The better they know you ahead of time, the more comfortable they’ll be moving forward.

Is It Time To Walk Away From A Lead?

We’ve all heard that you shouldn’t give up too quickly on a lead – in fact, it can sometimes take 5 follow-up calls or meetings to finally hear a “Yes.” But, when does it cross the line from persistent into annoying? Once that line is crossed, it’s hard to get back into your potential client’s good graces. So when is it time to give it a rest?

When You’ve Exhausted All Possible Efforts

Do you find yourself scratching your head, desperately trying to think outside of the box for that one more way to your prospect’s heart? If you’ve contacted your lead by phone, email, text message, and offered to meet for coffee or lunch and you’re coming up against wall after wall, it’s probably time to let go.

They Tell You To Stop Calling

A more timid customer may try to put you off, telling you to call again in a month, or give them a few weeks to get back to you, when they may really want to tell you they’re not interested. But if a bolder prospect comes right out to tell you to stop your efforts, you definitely need to listen. It’s not a good idea to follow up again – this could be seen as annoying, or even harassing behavior.

When You’re Exhausted

We get it. Rejection is hard. Even if the statistics are on the side of persistence, you may have had all you can take. You may get a cold feeling from your potential client – you can probably tell by their avoidance behavior or their tone of voice (if you can get them on the phone).  It would be better in the long run, to quit before you’ve hit your wit’s end – or theirs – and take a break for a month or two. By the next time you have contact, you’ll be ready to take a fresh approach and chances are they’ll be more receptive.

It’s Not Forever

Remember that stepping back doesn’t mean that you won’t ever make things work with your lead. Keep them on your mailing lists and in the back of your mind. You may find the perfect opportunity to get the ball rolling again, somewhere down the road. Keep your head up and move on to the next prospect!

Boost Creativity Today With These 4 Ideas

It doesn’t matter how left- or right-brained you might think you are. Every single one of us has the capability of creative thought, especially when it comes to business. Adding that little bit of creative spark could, in fact, be the stepping stone to big business success.

If you’re feeling stuck or lost when it comes to new, inventive ideas, let us suggest the following steps to tapping into that imaginative side.

  1. Take A Walk

    Get out of the office! If you have a bit of free time, even just a five minute walk will give your mind a chance to wander. Here’s the thing, though. Leave the phone, music, or any other kind of technology at home. Give your brain a chance to relax and you’ll be surprised at how the ideas start to flow. Plus, won’t a little exercise be a nice change?

  2. Collaborate

    Collaboration is an excellent way to change things up in your business. Maybe you have a colleague who would love to run a promotion with you, or maybe there’s a business you admire who could benefit from some cross-promotion as well. What you’ll get out of finding a short-term business partner is a quick change of perspective. Who knows what business ideas you can take away and implement for your own success.

  3. Unplug

    We are so connected to the world at all times, aren’t we? Whether it’s checking your phone a dozen times a day, being interrupted by email notifications, or even unable to handle silence at home or in a car, we’re surrounded by electronics. With all that noise, it’s difficult to let any new ideas get in. Take a mini-retreat from tech, whether it’s an hour, an afternoon, or even a weekend. Turn the phone and television off, drive to work without turning the radio on, and take an email vacation, and see what develops.

  4. Change Your Routine

    It’s easy to get stuck in a rut with the same old routine. Get up, go to work, come home, work out, go to bed. We even take the same route to work, listen to the same music, eat lunch at the same places…all of these things make sense, but can also contribute to a bit of lazy thought. Keep yourself on your toes by switching things up every now and then. Take an alternate route, try a restaurant you’ve never been to, wake up early to work out, or forego your evening tv to read a new book.

You Need These 3 People On Your Side To Grow Your Business

Most of us can agree that one of the biggest ways to attract business success is making friends with the right people. Whether you’re a master networker or a wallflower at parties, reaching out to the following community partners will help drive your business forward.

The Neighborhood PTA Mom

Where can you find all of your neighborhood’s adults gathered in one place? PTA Night! What better way to connect and foster new relationships than aligning your business with the families and areas you’re hoping to serve? Aside from sponsoring a PTA night, you may want to look out for opportunities to support school sports teams, theater and music events, and more. Your sponsorship lets potential clients know that you’re invested in the neighborhood.

The Local Librarian

Libraries are wonderful resources. Many libraries have space and time for scheduled community events, like a free home buying seminar. Get in touch with your closest library to see if there are rooms available for rent (many will allow you to host an event at a minimal cost, but require that the event be free to the public.) Marketed well, you could become the go-to agent for first time homeowners, property investors, home staging – whatever your strengths may be. When those attendees are ready to buy or sell, you’ll be first on their list.

The Small Business Owner

The possibilities with small business owners are endless. From restaurants to boutiques, entrepreneurs are typically ready and willing to connect to spread the word about their products or services. Connect with a home cleaning service to suggest a steady flow of business (from the buyers and sellers you’ll refer) in return for discounts for your clients. Reach out to your favorite pizza place about advertising on their tables, and order a pizza for your new homeowners on their first night in the new house. Whether you enter into a financial partnership, by way of advertising with your small business owner friends, or strike up a mutually beneficial arrangement, by making friends with a local entrepreneur, you’re placing yourself one step closer to those personal referrals. On top of that, you’re showing off your local expertise.


Are Your Marketing Efforts Paying Off? Here’s How To Measure Your Success!

No matter how you’re marketing your business, tracking the success of your efforts is crucial. By having an idea of what’s working and what isn’t, you’ll get a better idea of how to continue to spend your money. Measuring your return on investment will help save you money AND help make you more money. Here are just a few ideas you can implement to see how hard your money is working.


In your initial conversation with a prospective client, a simple, “How did you hear about me?” is all it takes. You may find that most of your business comes from referrals, or you may find that the ad in your church bulletin is proving to be successful. Regardless, it’s important to ask and keep track of the answers. You can also send surveys to former clients and include the same question to get an idea of how your former campaigns did, in case you haven’t been keeping track.

Keep Track

This may seem like a no-brainer. And hopefully, you have an idea of how much you’ve spent and what marketing tools you use each year. A simple Excel spreadsheet is great for keeping a list of your campaigns, what dates they were active, how much it cost, and the number of leads you generated for each. For example, even if last year was a terrific success, you may find that the mailer you spent a couple of thousand dollars on gave you several clients, while your $50 Facebook ad got you one or two. You may have gotten more clients with the mailout, but the price per client is much lower for Facebook. You’ll never know if you don’t keep track.

Google Analytics

Google Analytics offers a free code to embed on your website, which allows you to track how people are arriving on your site, how long they’re staying there, what information they’re clicking on, what pages they view last, and so much more. This is a great, easy, and totally free way to see what’s working for you, especially if you’re running any online ads. For example, if you wanted to run an ad through Facebook and through Google Ads, you could easily see which ad set is getting you the most traffic through Google Analytics.

With every system, it’s crucial to have a good period of time for measuring your actions. It’s unlikely that you’ll learn much from one campaign but six months’ worth can tell you a lot. In addition, setting up a regular time monthly or quarterly to review your marketing metrics can help you see what’s been working and keep you on the ball for the future.