Some real estate agents may prefer to see themselves as educators or “matchmakers” instead of salespeople – after all, the term conjures up images of used-car salesmen and door-to-door vacuum peddlers – but when all is said and done,

1. Greet the client and develop rapport – Help the client get comfortable with you. Build trust through authentic interactions. 2. Ask qualifying questions – Ask about what the client is looking for, their financial situation, buying motivation, and timeframe. 3.

The rolodex and three-martini lunch may be things of the past, but there are plenty of tried and true sales tactics that many agents still use today in some form. Which are still alive in 2016? Cold calling Habits

Below are just a few of the questions agents need to ask to assess potential clients’ current situation, motivation, and timeline. How long have you been looking for a new home? How soon do you hope to move? Have

In the real estate business, agents have to strike a balance between engaging clients on a personal level and employing the sales tactics that will get a home sold. We asked Brian Rayl, a Realtor with Keller Williams who

In real estate, the barrier to entry is low. Newly licensed agents are released into the world with the state’s blessing to sell real estate, but many of them lack practical, important knowledge about building up a successful real

Boosting credibility with designations and certifications can certainly impress clients. But how much do those designations, which require investments of agents’ time and money, really impact their business? Do more designations translate into more income? We took a survey

Over the course of their real estate career, agents will work with many real estate professionals. Some will know what they are doing…and others may not. Encountering low-quality agents is a frustrating experience, but one that any agent can

Rookie agents have a lot to learn during their first years in the business. Jessica Jakubowski, an associate broker at Baird & Warner, and Josh Lipton, a Realtor with Jameson Sotheby’s International, know how to handle it better than

Upon completing the requisite 50 to 80 hours of real estate training and passing the licensing exam, many rookie agents expect they’ll be ready to sell real estate. It’s a reasonable expectation. And technically, they are officially qualified. But

For an experienced perspective on common rookie mistakes, we turned to Mike McCatty, a broker with Century 21. McCatty has closed more than 1,300 transactions totaling a half billion in sales since 1999, and was named “Office Broker of

Since their emergence in the early 1990s and the early 2000s, syndication sites have disrupted the real estate world and divided Realtors. Viewed at once by agents as competition and as yet another source for leads, the “Big Three”

We pulled the numbers of likes, followers and shares directly from each brokerage’s social media pages during the week of May 9. Brokerages are listed in descending

We ran the numbers on national real estate brands and local brokerages to see which websites led in website visitors and visitor engagement. We pulled data from Alexa.com during the week of May 9. Average time on site is

Agents know that being found online is crucial for their business. David Conroy, an R&D engineer for CRT Labs at the National Association of Realtors’ headquarters, has some best practices for SEO implementation on agent websites. “Real Estate is

In our Agent Insider survey earlier this year, we asked agents which real estate apps they use. Though the MLS was the clear favorite (62 percent of respondents said they used it), 46 percent told us that they use