Those Who Ask Questions, Control the Conversation … Right?

When you look at the Universal Call back Script, what you have is a series of questions. It is these questions that help you to determine timing and motivation of a potential client. When I listen to agents role-playing the … Continue reading

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The Secret to Avoiding MHS (Market Hostage Syndrome)

I am always amazed at the number of agents who blame their (lack of) performance on the market. Certainly this was the last over the last few years with the market failure across the board, but even though we’re back … Continue reading

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Don’t Assume You Know Who Your Prospect Is

Working with as many agents as I do, I find that most agents share common challenges when converting prospects over the phone to appointments. One of the biggest errors I hear made is letting the ad campaign the prospect responded … Continue reading

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Chasing Ducks through the Parking Lot

Every real estate agent dreams of a world where customers do the chasing, flocking to your door to beg you to help them buy or sell a home. Well, let me focus on that word “flocking” for a minute and … Continue reading

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Objections are an Agent’s Best Friend

You may wonder about this headline as it sounds counter-intuitive. Why would objections be a good thing to a real estate agent. Aren’t we all after clear sailing and foregone positive conclusions? Who in their right mind would even begin … Continue reading

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Inside Sales – The Quantum Leap Cornerstone

After the Guaranteed Sale program, the next white elephant standing in the room that Quantum Leap members tend to ignore is Inside Sales. In any system, business or program that really works there are many small yet crucial details that … Continue reading

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What to Expect from Your ISA

One of the key positions on the teams of our most successful members is that of ISA (Inside Sales Agent). As you look ahead to growing or evolving your own team, it’s useful to have a benchmark in terms of … Continue reading

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If You Try to Be All Things to All People, You Dilute Your Effectiveness

You may have heard me talk about the Universal Business Principle that ‘trying to be all things to all people dilutes your effectiveness’. I don’t think this can be over stated, nor can it not be talked about enough. I … Continue reading

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FSBO Program Success Secrets

On previous posts and webinars, I’ve outlined the basics of running my FSBO program. I thought I’d share a little Q&A about this program from other members as my answers to the questions asked should be useful to those of … Continue reading

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What To Say When a Buyer Says This . . .

Following is a summary of some excellent questions about working with Buyers from Quantum Leap Coaching Members over the last few years. You’ll learn a lot from considering both question and answer. Q: We get some buyers who indicate that … Continue reading

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