Posts Tagged ‘Education and Training’

Education and Training

Frustration to Freedom… How to Drop Your Deadbeat Buyers

by Broker★Agent AdvisorNovember 18, 2015
by Matthew Ferry

Dead beat buyers!  Ugh!

They can be like a vampire sucking the life out of you. So why are you holding on to these people? You know you should let them go but you don’t.

Don’t worry my friend.  I’ve got your back… In this article I will help you get free of Dead-Beat Buyers and reclaim your dignity, joy and personal power.  Sound good? Let’s do this.

To start, let’s do a little ‘be-honest’. You already know what you need to do. You need to drop them. But you don’t. Why? Maybe you’re addicted to suffering.  Maybe you’re codependent.  Maybe you are starry-eyed and optimistic.  I don’t know.

What I do know is that if you are reading this article, then you realize you have a problem. You realize you’re pretending like they are going to buy any day now, right?  “Matthew, I just have to show them one more house. I can’t let them go!  What if they buy from someone else?  I’ve put in so much work.”

The list of reasons goes on and on. And, I know… It’s okay.  It happens to the best of us.  But it’s time for a change. Let’s get your power back starting now.

The first step to solving any problem is the awareness of the cause.  In my Mindset Methodology I call this ‘The Game Changer Process’.  Awareness of a problem instantly makes you more flexible because you don’t want to keep [...]

Education and Training

Reaching for the Sky with Larger than Life Properties

Every once in a while a property comes along that has extraordinary potential. That diamond in the rough which can be difficult for the average buyer to see without some help.

I had the pleasure of talking with the listing agent for one such extraordinary property and learning exactly what he did to help overcome visual hurdles to stimulate increased value for his seller.

The Vision

As a raw piece of land, the listing agent could have chosen to market this piece of property simply as a land investment “with potential” and the regular run of the mill specifics.

With the help of an architect and builder, along with some special aids however, they were able to show the greater potential in being able to sustain a 4,500 square foot home on 1.16 acres with a 10 minute walk to the community of Whistler, BC.

By creating 3D renderings of the potential space, including a waterfall and glass elevator make this acreage obtainable for most interested buyers buyers because now everyone can understand the potential view, elevation, and possibilities whether its the final design or not.

Virtual Photos

The star of this marketing campaign is the 3 dimensional photo collection. Imagine trying to market this property without these photos. How would you ever be able to express the uniqueness of this exquisite piece of land? The setting is majestic, the [...]

Sales and Marketing

Prospecting… From Fearful to Fearless

by Broker★Agent AdvisorJune 1, 2015

by Matthew Ferry

Those who fear it, vehemently oppose it. Those who embrace it, are some of the biggest agents in the business.

Brian Buffini has built his career teaching people to avoid it. Mike Ferry, my father, is villainized for teaching it.

It’s controversial. What is it?


I started teaching people how to prospect in 1993, and built my career on helping people learn the skills necessary to be successful to use prospecting to build their business.  Yet after teaching thousands of agents the techniques, scripts, dialogues, closes, and systems for prospecting… few ever did it and even fewer still made it pay.

In 1999 I had a flash of insight!  An awakening of sorts.

“The only difference between the successful prospector and unsuccessful prospector was their mindset.”

Same skills. Same calls. Same scripts. Yet the better mindset wins every time.

At first it didn’t make any sense to me. It took me years to fully understand it. In the end it became so obvious that mindset is the one change that changes everything, that I took my focus off of techniques altogether and started teaching mindset full time.

Is prospecting only for the fearless or can anyone do it?

The answer to that question is both simple and complex. The simple answer is yes, anyone can do it. The complex answer is that you must develop a mindset that is aligned with prospecting.

Let me see if I can help you [...]

Sales and Marketing

Low Housing Inventory and What You Can Do About It

by Denise Lones

It is no surprise to anyone that has been following the real estate industry over the past five years that we have arrived at a time of historically low inventory levels.

On the positive side real estate agents are experiencing multiple offers for sellers, but more buyers than not aren’t getting their offers accepted which lends to frustration.

So just what do you do when you are working in this type of low inventory market? The first thing you have to do is accept the fact that you are going to have to “move your boat” to find the fish! That means that you are going to have to find listings and present a compelling reason for sellers to want to list their homes. In this type of market the agents with the inventory are the agents who control their financial destiny (and their frustration levels).

A letter campaign can be very effective. So here are some ideas for finding listings for your business via a letter campaign:

MLS Research & Shortage Letter Go into the MLS and look for neighborhoods that have had very low days on market numbers (fast sales). Then look at the recent sales and what the list price to sale price ratio has been. If the sales prices exceed the list prices you have found a “hot spot”. You can do a letter campaign to the neighborhood letting them know that their area has had some high sales history and inform them of their opportunity to sell. Zoning Changes Letter Zoning [...]
Education and Training

Handling Common Real Estate Objections and Who to Work With

by Christy CrouchMarch 20, 2015
It's not always what you say, but how you say it. Scripts to help you overcome common obstacles and insights into who the best clients to work with are.