by Ted Greenhough | Oct 11, 2023 | Columnists
In my column last month, I talked about the single most powerful question to initiate meaningful dialogue with prospects: what’s your biggest reason for moving? This question is 10 times more potent than all the others most agents fire off at their prospects. I always...
by Ted Greenhough | Sep 22, 2023 | Columnists
Beyond the basic core principle of keeping track of prospects, most agents don’t know how to ask the right questions to nurture the relationship and create a positive atmosphere that promotes ongoing dialogue. Why do your prospects want what they want?...
by Ted Greenhough | Sep 5, 2023 | Columnists
When I started my career as a brand new agent, I had zero clients and zero prospects. But I didn’t just sit around waiting for the phone to ring. My previous business experience taught me that if I wanted success, I first needed excellent systems and procedures....
by Ted Greenhough | Aug 17, 2023 | Columnists
Most realtors believe that real estate is a transactional business. These agents are members of the struggling majority. But real estate is not a transactional business; it’s a relationship-based business. If you want more clients, you must maintain your...
by Ted Greenhough | Aug 9, 2023 | Columnists
We all overprice a listing, occasionally. After all, this real estate thing is an inexact science. When (and not if) it happens to you, it’s crucial that you own it, and not use one of these excuses: You’re too busy (chasing after new business rather than...
