Hello Agents here is a quick Tip ! In today’s changing and competitive real estate market You MUST adapt the right personal mentality or you will NOT become successful !!!!!. The thing I love most about this business is that you are 100% in control of your financial future !!!! If you are not getting the results you want, it is because you are not committed !!! plain and simple !!. Your results will always equal your commitment level! You MUST get crystal clear on the outcome you want, truly commit and then outwork everyone.   If you are willing to put in the work, commit and be clear on […]

In addition to selling a lot of real estate over my career and brokered thousands of homes + hours of my time invested into this industry, I also get the pleasure to speak to and hang out with Realtors from all over… And I can tell you from my experience one HUGE thing that kills a real estate careers is the inability to take enough action to follow up like crazy and non-stop !!!!   Ever hear the saying “The Bank Is In The Follow Up”? Well it is one of the most truest saying in sales that exists. Yes, us Realtors are in sales, be proud of that! You […]

I hear it often when talking to agents and asking them what they do to generate buyers or sellers… “Open Houses Do Not Work…” Thats a bunch of Bologna!!!!! Open Houses are amazing, they only dont work if you dont know what you are doing! Solution, dont be like everyone else! Here is what you do to get results!   #1, know the reason we do Open Houses…. it is because 66% of buyers go with the first Realtor they meet with and connect with in person. So it is by far the best way to get face to face and connect.   #2, Go MEGA! Don’t be like the […]

The topic of real estate customer service ( The WOW Effect ) is one that most real estate agents do not pay attention to on a conscious level. Agents know that they must deliver exceptional customer service, and in their own minds think that they do, but the majority do not, not even close, that is why they dont get as much repeat and referral business as they know they should. Wake up Agents. Here is a quick test:   Did your clients at close of escrow say “WOW!you are the best real estate agent in the world and im going to tell everyone”? or Do you get at least […]

The Real Estate Sales War: Business, like war, is competition. Some win and survive. Some lose and cease to exist. Business, like warfare, is a contest of wills, dynamic and fast-paced, based on morale, intellectual strategy, technology and equipment, dealing with the effective and efficient use of limited – and sometimes scare- resources. this is what i think is important to have success: Avoid competition.The best competitive strategy is to win without fighting. With the real estate sales market changing everyday !! you can be first with a new marketing ideas !!! Be the first to have a real conversation with the actual buyer, the human being whose personal interest […]

Nine New Years Resolutions : 1. Agents pick one day each week to work on your business and looking for new clients Marketing Monday is a great idea…and this may seem like a simple idea, but if you set aside this time, you’ll be amazed at how much you’ll be able to accomplish…and the improvements you’ll be able to make. Prospecting.   2. Focus on one target market at a time Don’t spread yourself thin trying to be in too many places at the same time…try to dominate one market at a time and then move to establish new markets once you have achieved success. FARM:   3. Start thinking […]

For years during my real estate career I paid a lot of money to get trained on sales scripts to convert leads into sales, then one beautiful San Diego day I woke up and realized that we are not in the real estate business but in the Human Relations and Human Connection business and instead of trying fancy scripts and “close” on people I just got real with people(The Golden Rule). We sell homes to actual people with emotions and feelings( not to robots ) and if you are not making a Human Connection( getting them to like you and trust you) then they are going to give you the […]

Summer is the time of year where the  real estate business can be good for agents but it also holds the temptation to let the foot off the”gas” and enjoy the summer lifestyle.   My message this summer to my REALTORS® has been… “keep real estate simple and focus on these summertime real estate activities that have the highest return and allow yourself the freedom for a little summer time fun while doing what works.”   If you think about it there are only a few things a real estate agent can do today that could possibly turn into a sale.   #1 Profitable Summertime Real Estate Activity – Take […]

ARE YOU READY TO FINISH STRONG? and close a ton of escrow ? In the last couple of weeks I have been asked by numerous agents on How to Finish the Year Strong in Real Estate Sales. Well the fact is that over 3 quarters of the year are now history and less than 3 months are left in the year!!!! and the ONLY thing that matters now is your ability to finish the year strong. The good news is that there’s still plenty of time and opportunity to reach your goals, exceed your home sales targets, and close as many escrow as possible !!!. First of all ! there’s […]

Dictionary Definition of “American Dream” Word Origin noun “The American Dream is a national set of ideals in which freedom includes the opportunity for prosperity and success, and an upward social mobility achieved through hard work. The idea of the American Dream is rooted in the United States Declaration of Independence which proclaims that “all men are created equal” and that they are “endowed by their Creator with certain inalienable Rights” including “Life, Liberty and the pursuit of Happiness.” . I LOVE the definition !!! it means that if i work my butt off I will achieve financial freedom !!!!!!! in which other country in the whole entire world can […]

During my 25 years in real estate I have been a Top Listing Agent a Top Buyers Agent and a Top REO Listing Agent, (and a Top this and Top that i sound like an agent lol) and during my career I remember the very few occasions where business just fell into my lap and I listed and sold and made a bunch of sales. One of the few instances was back in  the early 90’s and here’s my story: One beautiful sunny San Diego day I received a call on one of my Advertisements and when I followed up with the lead it turned out to be a buyer […]

Commission & Value   There is an agent that I work with and  once in a while i see a Listing Agreement with a 7% commission come thru my desk !!! and the way he does it its by how much Value there is in selling with him. Here is what i know, If you can prove upfront that you add more value than other discount brokers, the seller will not question your commission.  Agents ask, “How do I handle sellers and get my full commission and fight against a discount brokers?”  Well First we have to be aware and realize that your real estate services are based on value.   In […]

Growing up in San Diego and specifically Logan Heights, one of the last things that I was concerned about during and after school was reading books !! and honestly I read very little, unless I had to. However after getting my real estate license and making the decision and commit to real estate 100%, reading and education became a big part of my daily life.  Its been proven that every real estate agent that wants their income to grow must be willing to educate and feed their mind and reading is the best way to do this !!!! In order to keep going to the next level in real estate you […]

I wanted to share this article that i wrote over a year ago and i think that it is even more true move than ever before so here it is: Today more than ever real estate agents have to be more creative and clever to get their offers accepted.  With the inventory of listings being low, Agents are experiencing multiple offer situations and bidding wars.!  Individual REALTORS and Sellers often handle multiple offers in various different ways. If there are numerous offers, rather than making individual counter offers, some Sellers eliminate offers on the first cut and leave only the best offers with which to negotiate. For example, one of […]

I Wanted to share this post that i wrote for you last year :  You probably don’t remember Floyd Wickman because he was before your time , he was one of the great real estate coaches that I would follow. I learned many things from His Master Sales Program and one of them was that, “LISTINGS are the Name of the Game.” !!!!!!! If ever there’s been a time where listings are the name of the game? It’s right now !!!!!!!! and I hear it all the time “How do I Get More Listings”!  And here is what else I learned, that, “your listing inventory level will determine your income […]

I have met a ton of agents during my career and I think many agents underestimate the importance of this, to the point that I think agents miss out on 3-5 sales a year sales because of this. First impressions can make or break an opportunity to create new relationships and build existing ones. Within seconds of meeting someone for the first time, your appearance, body language and non-verbal communication will create a lasting first impression. First impressions are lasting for business. What is a first impression? It is the way people perceive you from the first second they meet you, either personal or in business. “You don’t want your […]

      “Twinkle, Twinkle, Little Star” is a popular English lullaby. The lyrics are from an early 19th-century English poem by Jane Taylor, “The Star”. The poem, which is incouplet form, was first published in 1806 in Rhymes for the Nursery.       Im sure the following sounds familiar… Twinkle twinkle little star, How I wonder what you are? Up above the sky so high,   Like a diamond in the sky, Twinkle twinkle little star,   How I wonder what you are?      Have you ever wondered what makes this children’s rhyme so unforgettable?  Don’t worry, I did the all the hours of research for you on this one.   It’s […]

I wanted to remind you about this article i wrote last year and here it is : Most agents set goals and NEVER accomplish them… they give up or they decide to ignore them. If you want your production to increase in 2016 here is a simple way to be more productive. Don’t focus on the year…. instead focus only on Today! Yes, thats it !!! , just focus on today being the most productive day you can possibly have !!! and yes I know that TOP agents set massive annual, quarterly and monthly goals… however it will boil down to their daily goals that will determine their production. So […]

Since most Real Estate Agents struggle how to correctly use Facebook to sell more real estate I wanted to Share this super great article that i found from a Social Media Guru, so here it is:   Likes, Shares, Video Views and Comments Don’t Matter….. …said the social media guru… I’ve heard the chatter over and over..it’s a myth.. I felt compelled to take you inside the realities of today’s most powerful platform, Facebook..and hopefully dispel some myths. At the same time, share with you some tips to support the growth of your business in an environment where over 100 million Americans login every single night between 8 pm and […]

The only thing that will remain the same in the Real Estate market is CHANGE ! and that will remain true of the real estate market and is something we can count on from now on. As a result, you can expect to see some changes in the real estate industry for the remainder of 2016. After more than a decade of ups and downs, the housing market has seemed settled into a steadier healthier mode. In the last couple of years national home prices have increased, but the forecasts is that home prices will stabilize by end 2016 which will bring us a more solid stable real estate market. Which will be great for business !! […]

Growing up as a kid my dad had a saying(well he had a ton, but this was one of them) “If you lie down with dogs, you get up with fleas.”  or something like that he would tell me. and that motivated me to come up with my own “if you surround yourself with non producers, then what happens to you ? you get my message!!!.”  and i know mine is not as cool as my dad’s but it seems like they already came up with all the cool sayings.  But on a more serious note, the fact is that the people/agents you surround yourself with matters !!! for a lot […]

I wanted to share this great article that i found and read and i wanted to share it with you since i think it will help you since i hear this all the time from Agents that could do a bit better to a lot better with managing their time, here it is :     I hate getting the “I’m busy” excuse. We are all busy. If you are always so busy, maybe you haven’t figured out your niche yet. My time is valuable, so I am careful how I spend it.   Spring is the busy time of year, especially in real estate, and everyone is busy — […]

Here is a Simple and easy way to get more sales and to Stop trying to build your business with your bank account! Did you know that according to the National Association of Realtors (NAR) …72% of clients come from Trusted Resources. So, what are trusted resources? I’ll tell you…they are the very best lead sources that will build your business and cost you absolutely no money!   So here it is people Let me break down, our trusted resources (Lead Sources):   Trusted Resources – Your SOI Seller Transactions: 39% Friends- Family- Neighbors 25% Past Client 7% Other Referrals   Buyer Transactions: 45% SOI 12% Past Client 8% Open House 7% Referrals […]

MIND SET–I want to guess that i have been a student of a Successful Mindset since i was about 12 years old , ever since I realized that you have to work hard  in order to get anywhere in life and achieve your goals !!! and maybe that is why i have one of the most powerful Minds Sets in real estate today !!! 🙂 and i want to thank my late father for that, always telling me “your can do anything you set your mind to” and “your a smart kid” etc and always giving me positive reinforcement ! and that the way you think and feel about yourself guides and penetrates every part […]

  Secrets Of Top Agents (TurboAgents.com)   It is with great pleasure that I share with you, that TurboAgents(Secrets of Top Agents) was just a little idea when it was launched not even  two years ago. The idea was to share my 25+ years of real estate knowledge and the “secrets” as a Top Real Estate Agent in San Diego and How I Became a Top Agent and those secrets from other Top Agents from around the country and share them with the Real Estate Industry and what I was taught and have learned these past 25+ years by so many different mentors and coaches to help me become a Top […]

  Nine Business Resolutions for 2016   1. Agents pick one day each week to work on your business and looking for new clients Marketing Monday is a great idea…and this may seem like a simple idea, but if you set aside this time, you’ll be amazed at how much you’ll be able to accomplish…and the improvements you’ll be able to make. Prospecting.   2. Focus on one target market at a time Don’t spread yourself thin trying to be in too many places at the same time…try to dominate one market at a time and then move to establish new markets once you have achieved success. FARM:   3. […]

Hello Agents less than 2 month in this year !!!! and here are some extremely important questions that i have for you since the year is almost over and most likely business you are working on today will transfer into next years closings. As you will see, These questions will help you realize very important things about your personal position and your real estate business. here are the my 10 questions:   1. If we were meeting a year from now, lets say on December 31, 2016, and you were looking back over the last 12 months of that year, what has to have happened in your life, both personally and professionally, […]

How a Password Can Change Your Real Estate Business! how you can use something as simple and common as your password to fast track ANY of your real estate goals you desire. Our common reality is that we all live in a password-driven world, one where a few simple characters unlock access to our MLS, Zipforms, and other data and allow us to communicate with friends, enable us to make online purchases…and so much more. YOUR PASSWORD Universe Yes, I understand why passwords are a big hassle and the strains they put on our memory, the endless demand to update them, their endless numbers and believe me I dislike them, […]

I Hear it all the time and its the ongoing debate in the real estate industry, is the effectiveness of social media and in particular the use of LinkedIn and whether an agent can actually make any sales from it and the answer is: YES YOU CAN !! i know a few agents that have closed a few deals from LinkedIn !! I Found this great article and i wanted to share it with you. People have different views of the real estate business, but I ask you this: An unwritten aspect of what we do on a daily basis in real estate as part of our business development is looking for […]

Would you like to convert more listing leads into signed listings? If so,here is a system from one of the TOP Listing Agents in the USA. Many agents go on listing appointments with little more than a CMA in hand. They lack a specific marketing plan and often fail to explain the services that they provide for their sellers. As a result, it probably comes as no surprise NAR statistics have repeatedly shown that approximately 7 percent of the agents are doing 93 percent of the business. One of the best ways to stand out from the competition is to have a pre-appointment system. Here are the key items that you include: […]

This Article is for Real Estate Agents only: I always enjoyed working with First Time Home Buyers, they were easy to work with and not picky and just wanted a home and it was always easy to motivate and get them excited about buying with all the First Time Buyer Programs and Incentives that were available, in other words FREE MONEY?!!!!!. I work with a few agents who are having great success using these programs. These programs are a great tool for you to use in your marketing and in getting buyers excited and motivated in getting qualified and purchasing homes. Federal, State, and Local Housing Finance Agencies are providing funds for down […]

The National Association of Realtors research shows the average buyer searches for 2 weeks on their own prior to contacting a real estate agent. For this reason agents now need a strategy designed for internet lead conversion that can be completed over a 10 – 14 day time period. I hear agents all the time !!!! saying “web leads suck” or “internet leads are a waste of time” and i know for a fact that they dont ! I Work with 2 top agents in the San Diego South County area and 80% of their closings are from internet leads !!! and i know a top agent in the USA that […]

  Hello Agents ! I have Read the book Think and Grow Rich numerous times and i think its a highly significant book and a book that everyone should read every few years. This book is a MUST read for any real estate agent that wants to be successful !!!! and below is the video which gives you a different and unique perspective.     This Is A Powerful Video !!! I Love this real Old School video  !!! they have newer versions but this older original version makes me realize a few things that the newer ones dont have. After you watch this video make sure you drink some […]

Listings are the Name of the Game !!!  get listing and you control part of the market and you will be able to generate more business more easily !!  Therefore, Door knocking can be one of the best activities for lead generation for real estate agents and you can list 2-3 homes a month if done correctly and consistently.   I know a few of the agents that are having tremendous success with face to face and door to door contact with potential buyer and sellers. For new Realtors this is a fantastic way to build your database and sphere of influence and for experienced agents this is a great way […]

  Real Estate Agents in San Diego County are facing the growing challenge of lower inventory and having enough salable house listings available for ready, willing and able buyers. As a result Expired listings strategy becomes one of the best opportunities to win against this inventory shortage game and really take your sales to another level.   SO WHY DO WE EVEN CONSIDER THE EXPIRED LISTING?   Lets think about this…   The expired listing already owns a home. They have made the decision to sell. They are willing to work with a real estate professional. They are willing to pay the real estate professional fees. They want to list with […]

Pricing the Property   Hello everyone here is a great article that I found and I wanted to share with you and I know it will help you. We have been using this information for a long time and with great success. You can use this idea during a listing presentation and to sell the property faster ! Here it is !   Is there a science or psychology to pricing your client’s property? I believe there is, and that price is a direct function of marketing. A strategic market price will complement your marketing campaign and position your client’s home effectively in the marketplace.   Let’s look at the […]

 I have researched the top online Customer Relationship Management (CRM) systems for real estate agents to both manage and grow their businesses. A ton of agents have procrastinated and over-analyzed this CRM decision for a long time, only to find themselves deep into their careers with no real estate business development system.  So its important to avoid this issue so I have created a list of the best CRMs available for real estate agents to choose from below. Before you pull your hair out in trying to figure which one  is best, well the answer is, “The one that you will use Everyday !!!. So just pick one and stop wasting […]

I here the question all the time ! “How do i get Sellers or how do i get Buyers?” , well here are some basic ideas and tips on where you can start. Basically there are only two ways to generate buyer or seller leads, On-Line or Off-Line.   Remember that building a healthy pipeline of leads is crucial if you want to thrive in today’s real estate market. That’s why you must have a system designed to generate and capture qualified prospects and keep more leads coming your way.  This is not the whole meat and potatoes but just the ideas where you can start.   Here are some Online Tips: […]

Hello everyone !! I wanted to share with you a quick strategy I learned years ago from Gary Keller who is the Founder/owner of Keller Williams….   Here it is !!! the strategy is this…. Do NOT Hand out your real estate Business Cards!   Why the heck would I want to do that?   Here is why, and believe me, I was hesitant when I first started trying it too…. When we give people business cards it puts the person in control, whether they want to call me back or not, and in our business we want to be in control…. What I mean by this is if I […]

Over the last 25 years in real estate i have seen listing presentations change from a simple 2 page data presentation to a 150 page 3″ Binder full of  reason why they should list with you, to a 1 hour i-pad digital listing presentation, and its all good, however all the bells and whistles are not what will get you the listing. Here are the key elements to have a Successful Listing Presentation and walk out of home with the Listing !!!!   1. Listening and Connection above everything else-   (remember we are in the Human Relations Business ! and sellers are not Robots, they are actual human beings with emotions and […]

You probably didnt know this but I’m a super big fan of new technologies( i consider myself a Technology Geek) !!! and I consider some apps to be real lifesavers !!. I will always accept any help I can get — especially if the only thing I need to do is tap the “download” button and have available on my cell phone anytime. These cell phone apps will help the real estate agents.   I’ve created a list of the 10 best work-related apps that you can use almost every day. These wonderful inventions can help you organize, schedule, Impress clients, or keep your paperwork just a click away. so […]

Over my last 25 years in real estate i have seen real estate marketing trends come and go.   Like fashion(Bell Bottoms pants) and music(Thriller) something old becomes new again.   A few of the agents that I work with and other agents that I talk to, are seeing great results from direct mail, yes that is correct, mailing marketing material to directly Buyers or Sellers homes and is a great way to get listings and buyers !!!   The amount of mail has dramatically decreased over the years, in other words less Agents do Direct Mail. Ask yourself when was the last time you received anything of value by […]