CREATING A ‘TO-DON’T’ LIST

Michael Soon Lee, author of “111 Ways to Justify Your Commission,” urges real estate practitioners to create “To-Don’t” lists to help them use their time more efficiently during the slow market. The list should remind them to avoid unmotivated buyers who refuse to sign buyer-broker agreements, as well as unmotivated sellers who refuse to set appropriate asking prices. Additionally, associates should not work with clients they do not like, as buyers will not make offers and sellers will not take their advice about asking prices and improvements if a trusting relationship cannot be forged. Finally, associates should pull advertisements whose effectiveness cannot be tracked and avoid negative people who don’t understand that the housing market is cyclical and will eventually rebound.

Source: RISMedia (01/10/08) Lee, Michael Soon
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