Real Estate's Most Popular Success Community


Not a Member? Join Now!

Breakthrough Ideas for Greater Real Estate Success!
Help Us Become the Most Valuable Network on Earth For Real Estate Professionals:

Real estate can be a tough business. Even top agents need a continuous flow of guidance, support and new ideas to keep going strong. When you share your tips, strategies and ideas for growing a more successful business, everyone wins! And if you submit an idea, you automatically become eligible to WIN a BRAND NEW iPod Nano. So don’t be shy: Tell us what you do to build and run your business successfully.

An Investment That Pays For a Lifetime

Would you like a small piece of helpful investment advice? OK... look at these facts:

  • If you had bought $1,000 worth of Revlon stock 10 years ago, it would now be worth $4
  • If you had bought $1,000 worth of Harken Energy stock ten years ago, it would now be worth $2.
  • If you had bought $1,000 worth of United Airlines stock ten years ago, it would now be worth $0.

But think about this...

  • If you had bought $1,000 worth of Budweiser (the beer, not the stock) one year ago, and turned in the cans for the 10 cent deposit, you would have $214.

Isn't it amazing that your investment advisor could have advocated drinking and recycling, rather than investing in their worthless stocks, and you'd be 5 to 43 TIMES RICHER?

It never fails to amaze me just how bad some investments can be when you're a hapless retail client dabbling in the stock market (hey, we've all been there, right?). But here's an investment that will dwarf any returns you'll get in the stock market, bond market or any market for that matter...

Thirty two years ago, almost to the day, I had one of many one-to-one talks with my "rich" uncle Michael. He was my early mentor who managed over 150 salespeople in a 4-state area for Philadelphia Life Insurance Company.

Sadly, he passed-away just a few months ago, but his business experience and advice was truly incredible, and I'm deeply grateful for his guidance, his patience, and the remarkable insights he shared with me. But in the process of our dozens of one-to-one talks, my uncle Mike taught me something about investing that no one else ever taught me. He said...

Double Your Clients With This Networking Strategy

All successful sales people have one thing in common: When they are around other people, they are networking. What do I mean by this?

Every encounter with another person is an opportunity to sell or make a connection for a future referral. Your doctor, a mortgage broker, the guy at the dry cleaners are all potential clients. To make the best use of these often short encounters, you need to be ready.

In my "old" life in corporate America, we called it the "elevator speech," because it had to be short and succinct enough to be delivered during an elevator ride.

An elevator speech is a one-minute commercial about YOU. The purpose is to make the other person interested in doing business with you or your company. As in any sales ad, don't talk about your "features," talk about the "benefits" of working with you.

A good elevator speech, like any presentation, takes practice. First, write it down. Read it to yourself in the mirror. Run it by your family and trusted colleagues. Then memorize it.

When you encounter a potential client, introduce yourself, hand them a business card and begin your commercial! You'll double your clients in no time.

An Open House Strategy Worth Thousands

Steve has figured out a way to make the most of every open house. It's not about selling that property as much as it is about generating leads. That's where he multiplies his productivity.

When you follow Steve's advice, be sure to put your name and contact information on anything you hand out. You can also use this opportunity to hand out any of your own "Special Reports."

"Here's how I get solid contact information at an open house. In addition to having information on the home I am holding open, I also create a book (4 to a page) of similar listings in the same zip code. I keep this open next to my open house registration book.

"When folks walk in, I ask them what type of home they are looking for. If the home I am showing is not the home for them (it rarely is) I let them know about the other homes in the area. They invariably want the listings. I tell them that I will be happy to email them the list and set up an auto search on my computer system that will email new listings that meet their criteria. All I request is their name and a valid email address. I promise not to give their email to anyone else, and not to pressure or hassle them.

"I have been getting 90% good email addresses because the prospect wants what I am offering. My system allows me to see what the prospect is looking at. When I can, I preview the property and send a mini report. This low-key method can take 4 or 5 months to build a relationship.

"In the past 5 months my wife and I have closed 4 deals totaling $1.5 million. We also have a ratified contract for another $500,000 home that came from cold open house contacts that developed from this approach."

Horror Story: They Bought the Wrong House

"Several years ago I had a listing and the sellers wanted to have an open house. I was already scheduled for the weekend and could not find anyone else to hold it open. My sellers said they didn't mind manning the open house if I coached them on what they could or could not do. After the open house I received a call from the sellers telling me there was an older couple who would be calling me in the morning because they wanted to write an offer on the house. Sure enough I received the call and scheduled a time for them to come in and meet with me.

"When we met I suggested that we take another walk through the property just to make sure they were happy and to see if there were any issues that needed to be addressed. They told me that was not necessary. We wrote the offer, negotiated the contract and things proceeded smoothly from there. The sellers packed up and moved from Ohio to Texas prior to closing.

"During the final walk-through I noticed the buyers had some strange looks on their faces. I stopped them in the kitchen and asked what was wrong. Mr. B said that this was not the house they thought they were buying! I was as dumbfounded as they were (and I was a Dual Agent). I asked how could this happen and they had no idea.

"They said they have been so excited about this home and have been driving by it for several weeks. I asked where the house was they thought they were buying and they said they didn't know! I asked what they wanted to do.

"Mr. B said, 'Oh well, we made a deal and we'll still buy it.' He followed up with a chuckle and said that he bets this is the first this has happened to me as a Realtor. Yes, it was, and it was going to be the last. Next time someone wants to buy a house, I'm going to see it first before writing the offer."

iPod Giveaway!

Why is Joy Costello Smiling These Days?

Why…She just won a brand new, shiny iPod Nano by participating in our “Share Your Best Stuff” program. We’re giving away one iPod a month…and you can get in on the drawing just by sharing your very best marketing, sales or other idea that helps you be more successful in your practice! So get involved…everyone profits!


“Do what you are passionate about. Life is too short and the hours in the day so quickly pass, so make choices according to what is most important to you. So many people choose careers for the wrong reasons, or even for many right reasons…but at the end of the day, if it’s not your passion then something will be missing from it. If it is your passion than you will enjoy the hours you spend doing it and it won’t stop there. You will succeed because it is who you are. Look at where you’re at and choose to make changes according to where your passions are. You have the potential to be your best!”

Submitted By Joy Costello, REALTOR® and iPod Winner!

Issue #1111