Do you ever get the idea that an entire cottage industry exists for the sole purpose of fleecing agents out of their hard-earned commission dollars? Ever feel like today’s training is more like an old-fashioned medicine show than about training... read article »

— Get All Nine for the Price of Just Three! Matt Jones’ entire training collection is now available online by instant download. Matt’s complete works cover every aspect of the real estate business — from listing to... read article »

Here is the best-kept secret about finding new listing leads. Most agents know what to do when a customer fills out a CMA request on his website (or calls to ask for one).  The problem is that those are few and far between.  Right?  Right. ... read article »

Imagine what it would be like to be the top listing agent in your market. What if you got to the office and did nothing but talk to sellers and negotiate sales?  What if you actually listed two or three homes every week, without fail? I know it... read article »

You have to solve the lead problem first. Allow me to tell you a fishing story.  A real estate fairy tale, if you will.  Once upon a time there was a huge river, stocked full of home-buyer and home-seller fish. All along the banks of that river... read article »

Let’s face it.  As a broker, your number one job is recruiting agents.  Anyone who says otherwise doesn’t understand this business.  Our industry has an agent churn of 40%.  In other words, 40% of your agents will change brokerages... read article »

What exactly is a lead capture gateway and how is that different from my website? In this part, I’m going to explain how lead capture technology works. Just like in the example above, imagine that same real estate customer going to a search... read article »

So how do you capture a typical real estate customer? According to the National Association of REALTORS® 2009 Survey of Home Buyers and Sellers, 94% of all home buyers and sellers begin their quests on the Internet, and many of them begin by... read article »

Houston, we have a problem. In 2004 our company surveyed more than 481,000 REALTORS® with an average of 12.1 years in the business. You know what their number-one need was? To get more customers. Then in 2008 we surveyed nearly a million agents ... read article »

When CNN’s Pulse on America program featured us two years ago, they were investigating an interesting phenomenon in our industry. It seems that today there are two real estate worlds coexisting simultaneously. Like in the movie The Matrix,... read article »

The final article in Matt’s Max-Bang series last week (the one on cutting your overhead) really hit the nail on the head.  We did exactly what that article says, and it saved our business.  I told my story to Matt and he suggested that I... read article »

Allow me to pose a question. What does it take to become the top listing agent in your market? If you’ve ever asked yourself that question, you’re already on your way! You’ve shown that you’re interested in mastering the listing side of... read article »

Since my original release of The Ultimate Listing Presentation back in 2006, over 100,000 real estate professionals have taken this training — some by reading the paperback, some the e-Book, some have watched the video series or read the series... read article »

As a broker owner of a real estate firm with over 70 agents, I’m amazed sometimes at how some agents seem to “get it” and some seem to be “ever learning but never able to come to a knowledge of the truth”. Don’t... read article »

For my final installment in this 20-part series, I’d like to leave you with one guiding principle that will make you more money, or save you more money, than all the rest.  (Isn’t saving money the same as making it?  My wife tells me... read article »

Here is a secret that will make you lots of money.  In fact, is one of the best I’ve ever seen.  If you have a lender you  work with on a regular basis, the technique I’m about to show you can work even better when doing... read article »

Everywhere you look today, brokerages are trying to make the transition to electronic document storage.  Data storage companies are happy to help you spend your hard earned money on their various solutions.  Complete systems to handle the task... read article »

Putting Together the Tools If I had to start from scratch in a new market with no experience, I would start with only a few basic technologies, and in this installment, I’ll discuss those essential technologies that I believe every agent must... read article »

This is one idea that will create a lot of hot tempers on both sides of the issue.  As the guy that invented the 8% listing presentation, and that believes in agents making a good living, you might find my position on this interesting, and maybe... read article »

This is one of my pet peeves.  In fact, if I’ve heard it once, I’ve heard it a thousand times: “You have part-time agents.” (spoken as if it were some dreaded curse, or as if those part-time agents were somehow deformed,... read article »

I can tell you, as someone who uses video a lot, that it adds a lot to your presentations.  Let’s face it:  people prefer watching something to reading about it.  Don’t believe me?  Then look at the lines in front of your public... read article »

Step Seven is Organization.  Let’s face it: As a group, REALTORS® are not very organized.  In fact, that’s probably the understatement of the decade!  Why?  Primarily it is a matter of gifting.  And agents tend to be very... read article »