SOUTHERN CALIFORNIA 10-1-18

SOUTHERN CALIFORNIA EDITION

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

4 Ways Mentoring Up-and-Coming Employees

COVER STORY

Wally Elsherif FEATURED AGENTS

MIKE CAPOBIANCO KAY WILSON-BOLTON

MAKES YOU A BETTER AGENT

Take My Word For It:

THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT

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SOUTHERN CALIFORNIA EDITION

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WALLY ELSHERIF

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MIKE CAPOBIANCO

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KAY WILSON-BOLTON

CONTENTS 4) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

17) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT

13) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

21) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 25) YOUR SECRET PRESENTATION WEAPON

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Wally Elsherif

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Based in Covina, California, Wally Elsherif and the team at WERE Real Estate serve clients across the San Gabriel Valley and North Orange County.

Wally Elsherif launched his journey in real estate back in 2014. He always knew he wanted to work with people, and his previous licensing as a loan officer made for a natural transition to residential sales. Applying a client-centric ethos and an ambitious outlook, Wally launched his own imprint in WERE Real Estate, now home to twenty-one dynamic agents. There, Wally has built a proven track record for integrity, forthright communication, and a personal touch.

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Based in Covina, Wally and the team at WERE Real Estate serve clients across the San Gabriel Valley and North Orange County.

With 80% of business generated by repeat and referral clientele, Wally has cemented his staying power as an agent and regional business leader. What’s more, his working style is guided by a commitment to service that caters to the individual, prioritizing the needs of clients above all else. “First and foremost, it’s about the client,” he says. “When you’re putting your clients first and are dedicated to helping them, any secondary success will follow. After all, clients are making some of the biggest decisions of their lives. It’s not only our fiduciary responsibility to serve their interests, but it’s also about being a good fellow human being. In other words, it’s our job to look out for them and deliver the most value.” Creating a greater sense of community Top Agent Magazine

is another central tenet of Wally’s philosophy, and alongside his colleagues, he hosts an annual client appreciation barbecue that draws familiar faces together for a day of fun.

“We’re big on building community,” he says.

“That’s what real estate is all about. When Top Agent Magazine

working with clients, we understand that it’s not just a property—it’s a home.”

When listing properties, Wally applies an informed and tech-forward approach that accounts for market trends, cutting-edge Copyright Top Agent Magazine 9

digital tools, and property-specific tactics. “Strategy plays a big role in what we do,” Wally says. “I study the market and stay ahead of the curve, that way we know which angles work best for our marketing.” Beyond professional photography that captures each property in its finest, most 10Copyright Top Agent Magazine

immersive light, Wally leverages the influence of online listing platforms and social media outlets to reach a wide audience. Demographically targeted ads source ideal buyers in short order, while promoted Just Listed and Just Sold postings increase brand awareness on the whole. Whether spearheading the buying Top Agent Magazine

or selling process on behalf of clients, Wally’s focus remains squarely on the individuals and families at the center of each transaction. A candid, transparent approach to communication ensures expectations are established and no questions or considerations go unresolved. “I treat clients like family, and to me it’s not about telling them what they want to hear, but what they need to hear,” he says. “One of the things I love most about what I do is talking to and meeting new people. I love being out and about in the field, meeting someone new every day. It’s so rewarding to see different generations of families moving into and making a home in our communities.”

To give back, Wally and the team take a hands-on approach, most recently donating 100 backpacks to the cities of Covina and Fullerton to support under-privileged children in the region. They also work closely with Field of Valor, supporting military veterans in the Covina area. Beyond the office, Wally most enjoys time spent with his family and loved Top Agent Magazine

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ones, especially his fiancée and nephews. He also enjoys staying active and escaping on his next travel adventure.

As for the future, Wally intends to continue his business’s steady growth, grounded by his commitment to ethics and client-centric care. “My hope is to continue to grow in real estate and really show people the right way to do business,” he says. “It’s not about monetary gains; it’s about the impact you can make on individuals. If that

remains your focus, then the byproduct will naturally be success.”

Finally, with four sterling years of service behind him, Wally Elsherif considers what lessons he’s come to value most about his career in real estate thus far. “At the end of the day, buying or selling a home should be a memorable and enjoyable time for people,” he says. “From the beginning, it’s always been our goal to provide that positive experience for our clients.”

To learn more about Wally Elsherif email Wally@WEREGroupInc.com, visit WERERealEstate.com, https://www.facebook.com/weregroup/ call (714) 813 – 5360, or visit his Facebook page here. www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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MIKE CAPOBIANCO

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MIKE CAPOBIANCO How did Mike Capobianco become one of the most knowledgeable real estate agents in Orange County? Mike had a lifelong dream of becoming a real estate agent.

After retiring from a 22-year career as a butcher/manager, he became licensed as an agent in 2003. He hit the ground running and was immediately successful in his new career. He managed to weather the crash by transitioning to REO properties for a short time. Now with sixteen years of experience, he leads The Capo Group serving all of Orange County.

He’s so well known and respected that at least 70% of his business comes from repeat and referral clients.

What keeps his clients coming back and eager to spread the word about Mike to their friends and family? “It’s the way I connect with my clients,” Mike says. He takes the time to talk to his clients so that he thoroughly understands their motivations and goals. “I try to go three levels deep on anything we discuss as far as their goals and why they are moving.” To stay in touch with past clients, Mike reaches out by phone, stops by to say hello, or sends thoughtful notes via social media.

To prepare a listing, Mike first goes in-depth with the seller to find out everything he can about their preferred communication style and goals, and to set the

price for the property. He speaks with all the neighbors to tell them about the open house, and then promotes the listing via social media and various real estate platforms. He has a professional photographer take high quality photos of the listing and creates beautiful flyers. He follows up regularly with all interested buyers, and constantly updates the seller about all developments. His attention and expertise results in a smooth transaction. “Rarely do I put a property in escrow and have it fall out. And even if I do have a property under contract, I always have a Plan B just in case.” This results in successful sales and happy clients. After working with Mike, his clients rave about his caring nature, his willingness to go above and beyond, his honesty and his follow through.

What’s Mike’s favorite part of the job? “Meeting new people. Finding out where they are in their lives and being a part of that is very rewarding,” he says. To give back to the real estate community, Mike volunteers his time as a coach and mentor. In his cherished free time, he loves to go out to dinner with his wife, and spend time outdoors and with friends. “I’m very much an extrovert,” he says. His future goal is to continue to grow a sustainable business that will last a lifetime and benefit his clients and his community!

To find out more about Mike Capobianco, contact him via email at info@orangecountylistings.com or by phone at 714 - 420 - 9832.

You can also check him out online at caporegroup.com. www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show18

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 21

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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Kay Wilson-Bolton Top Agent Magazine

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KAY WILSON-BOLTON Top Agent Kay Wilson-Bolton has spent more than four decades in the real estate industry, and has developed a highly-deserved reputation as a Realtor who can be trusted to consistently place her client’s needs front and center in every transaction. Her integrity and honesty, coupled with her philanthropist’s heart, have all played a large role in her continuing success.

Kay - who works with Century 21 Troop Real Estate in Santa Paula, California – began her journey in real estate in 1976. “My husband and I moved from Santa Barbara to Santa Paula,” recalls Kay, “and we bought a little real estate company. I’d always said I’d never get into real estate, because my father was a Broker and I saw the erratic pay schedules and paychecks falling through the cracks at the last minute due to failed escrows. I just thought it was a very disruptive way to live.” Never say never, as the old adage goes. Kay and her husband grew that company for many years, achieving great success. In 2012, she sold that business and struck out on her own, signing on with Century 21 Troop, at which company she now ranks as the number five agent, closing fifty to sixty transactions annually throughout Ventura County.

Among the many reasons for her success is the savvy marketing approach Kay employs for her listings. Among the tools she utilizes are open houses, print media, professional photography, 3-D Matter Port videos, and a robust online and social media presence, all of which ensure quick sales for top dollar. However, Kay admits, “The MLS remains the best marketing tool of all.”

More than three-quarters of Kay’s business is based on referrals, a sure measure of client satisfaction. When asked to account for this impressive rate of loyalty, Kay points to her visibility in her community. “I stay visible so that people know I’m still in business, even though it’s been a very long time, and I have a variety of methods of staying in touch with people,” says Kay, who writes for an area newspaper.

She is also known locally for her efforts on behalf of Santa Paula’s homeless community. “I volunteer directly and hands-on with the homeless,” says Kay, who works with Ventura County Public Health to “rescue”

food from the local school system and redistribute it to those in need. “It’s become somewhat of a model throughout the county for dealing with the homeless issue,” she says. Approximately 30,000 pounds of food are “rescued” and redistributed each month, with six hundred meals being served to homeless and hungry families every Wednesday from a local church. Additionally, Kay runs a drop-in program at her office which provides breakfast to between 30 and 40 people daily. “They can also take a lunch with them, or just come in to cool off or get warm,” says Kay. “We always have great, nutritious food to serve to them.”

The appreciation her clients feel for Kay is perhaps best evidenced by the reviews she has received on industry websites including Zillow.com, on which site she is a Premier Agent with a perfect five-star rating comprised of dozens of glowing testimonials. “Kay is an amazing woman in so many ways. Regarding her skills as a Realtor, she is knowledgeable, deeply experienced in the industry, fair and thoughtful in nature. We have used her services a number of times for the last 25 years. She’ll tell you the truth and will listen if you disagree. As a community leader throughout her career, Kay has worked tirelessly to help those less fortunate,” reads just one.

In addition to her charitable efforts, Kay was also elected to Santa Paula’s City Council in 1986, and served as President of both the Ventura County Coastal Association of Realtors (2000) and the Ojai Valley Board of Realtors (2004). Kay also serves as a Chaplain with the Ventura County Fire Department, among many other local commitments. She has been named Realtor of the Year twice by her colleagues and received the Champion of Homes Award in 2015 from the California Association of Realtors and the Good Neighbor Award in 2017 from the National Association of Realtors.

Kay’s plan for the future is simple: “I want to keep on doing what I’m doing,” she says. “It’s working for me, and I trust God to provide anything that I need. He knows what I need in order to keep doing this, in both real estate and helping the homeless. Without His help, it would be very difficult to do both. I’ve been blessed with success and can’t take credit for it,” says Kay.

For more information about Kay Wilson-Bolton, please call 805 - 340 - 5025 or email Kay@RealEstateMagic.com 24

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 26

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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