In the previous chapter, we talked about you becoming the best agent for the job. I mentioned the importance of learning your market statistics and told you exactly how to do that.  I discussed how you could increase your credibility and power by... read article »

Becoming the market authority is job one (continued). The final two pieces of market data I want you to learn are the average markdown (also know as the list to sale ratio), and the general market climate.  We’ll cover them both in this... read article »

Becoming the market authority is job one (continued). The next piece of market data I want you to learn is the standard deviation of the average days on market. DOM Standard Deviation (STDEV). What?!  I know what you’re thinking: “Matt Jones has... read article »

Becoming the market authority is job one. Before we get into the listing presentation, it’s important for you to do an honest assessment of your ability as an agent.  Can you look into the mirror and feel, deep down, that you are the very best... read article »

As a new agent, and armed with this same listing approach, I began to take listings.  My initial goal was to take one listing a week.  And because I really discovered the approach I’m about to teach you as a seller and not as an agent, I... 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 »

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 »

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 »

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 »