An excerpt from my book, “How To Make $120,000 Your First Year As A Rental Agent”

To prospect continually is the first rule of sales. One needs to have a constant flow of clients in order to be successful. Most new agents don’t carefully study the market and make the mistake of wasting their time in the wrong efforts. Instead of spreading yourself thin and running all over the city showing apartments, create a niche where you focus on one property and market it intelligently. The results can be startling!

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It hasn’t all been sunshine and roses along the way – a lesson I quickly learned when I started work in real estate was that you can’t get too excited about the good things or too down about the bad things, as there will be just as many of the one as the other. Oh, and hold off on buying that new couch until the check clears! Many times a seemingly ‘sure thing’ deal has ended up dying for one reason or another

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“How to Master the Art of Selling”

By Tom Hopkins

Grand Central Publishing (1976)– 292 Pages.

First published almost thirty-five years ago, Tom Hopkins’ seminal work, “How to Master of the Art of Selling,” is a must for not only

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My Fellow Agents! Without goals we are lost at sea. Set a goal & the horizon to success becomes visible!

“A sense of humor is part of the art of leadership, of getting along with people, of getting things done.” – Dwight D. Eisenhower

A fisherman sells fish, a soldier sells his strength, a teacher sells knowledge, and a merchant sells wares. But a rental agent sells his ability to effectively communicate and one of the most valuable assets to your communication is humor.

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In sales, we meet a lot of people. And one of the most important things to every person we meet is their name. So, it’s critical that we get those name right…and that we remember them.

I’ll never forget one incident that embarrassed me so much that I immediately sought a way to change how I remember names.

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My name is Lucie Holt and I was born and raised in London, England.

Before moving to New York in the name of love, I worked as a mortgage broker in London. Once arriving in the U.S., I decided that a career in television would be the path to go down, but I (ultimately) decided to pursue a small stint in real estate to make some extra cash before school began. I started out at a firm by the name of J.I. Sopher in the winter of 1996, where I found out very quickly that American real estate does not even have a base salary or any benefits.

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My Fellow Agents! Advertising is an essential tool in your Real Estate bag! Let’s maximize our message by spreading it efficiently!

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Hello Agents! Here is a great video for making the most out of text messages! Use them to make appointments and confirm them! There are even some other uses that help your sale! Watch and learn!

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Why do some clients make the decision to rent and others don’t?

Besides the obvious reason that clients need a place to call home, the reasons are: need, status, security, peace of mind and keeping up with the Joneses.

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Hello Folks! Here’s another segment of my video blog!

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Master your vocabulary

Your greatest enemy with a rental client is the client’s fear. Fear is created when the client feels you are the stereotypical rental agent or if your words and actions remind them of a rental agent they may have worked in the past.

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Are you new to industry? Feeling lost? Know someone who’s new? Check this video out and find some direction!

I encourage you to share, repost, like & comment on this video!

Before you start selling understand the power of empathy. Your clients should feel that you truly feel like they do and that you have sincere empathy for them.

It is important that you know your selling style. Here are the two styles: interesting extrovert or interested introvert?

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This video goes out to our newer agent friends. Ever wonder what average agents make? How about Champion agents? How do you compare? Take a look at the numbers and see, then take note of some of these tips to take you to the next level!

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The fundamental skills of a champion rental professional.

Step 1: Product knowledge: They must perceive you an a rental agent who is extremely competent and seen by your clients as an expert advisor. Someone who knows every aspect of the rental process and the buildings he works with competently.

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Ever wonder how some people are so successful? If you look hard enough you’ll see the clues to their success! The more you learn, the more you earn!

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To learn and internalize your people skills, you must live by and constantly use the five steps in the learning process.

Step 1: IMPACT – Consciously hearing, writing, reading and saying the techniques used to succeed.

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Ever loose a deal because of financial bumps even though the client had more than enough income? Take a look at a program I use often: Insurent!

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Show your fellow agents this great tip!

Ask yourself where you belong as an agent?

Are you an Unconscious Incompetent? You don’t even know you don’t even know what you’re doing as a rental agent?

Are you a Conscious Incompetent? You now know that you don’t know what you are doing.

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