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An agent approached me the other day with a problem. He wanted to work with buyers who were looking for homes in a highly desirable area of his marketplace. Most of us have such an area where the home....

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With the reality of the digital age upon us, you have no doubt heard it said that classified advertising – the kind agents are used to relying on for their listing ads -- is dead or at least dying. ....

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Actually, the real question you should be asking yourself is who SHOULD your customers be? In other words, what target market will enable you to do the most profitable business? Many agents never t....

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We're on our way back from Anaheim after concluding another fantastic SuperConference. Here's a glimpse for those who couldn't make it (and memories for those who did! Anaheim May 2012 timeline ....

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Every one of us has come face-to-face at some time or another with the stubborn reality of today’s consumers: skepticism. After decades of being misled and lied to by silver-tongued marketers, today....

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While FSBOs and Expireds represent highly qualified prospects, there are several reasons these sellers elude so many agents. First, by definition, each of these prospects comes with some predisposed n....

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Conversion is a critical part of this business. You can generate hundreds of leads, but if you don't follow up with them properly, it was a waste of your time and money to have generated them in the f....

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It is with deep sadness that we inform you of the sudden death of a member of our Craig Proctor Coaching family. Daniel Passante, our friend, colleague and top Coach, died of heart failure while drivi....

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There’s nothing worse than investing your time and money in advertising (or whatever prospecting method you use), following up on your leads, scoring an appointment … only to strike out once you g....

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Follow up is a major weakness for many agents because most don’t have a system that can consistently and predictably convert a prospect into a face-to-face presentation. This is clearly a huge probl....

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