Guerilla Training Blog by Matt Jones

Results of Last Week’s Survey

Last week I invited you, my readers to participate in a “State of the Industry” survey.  Many of you participated — in fact, enough of you did that we had a statistical confidence level of 95.5% with only a 4.5% margin of error.  In other words, our survey results are more accurate than most of the political polls you read and hear about these days. So let me share with you the results of the survey and some of my interpretations regarding those results and ask you what you think ... Read More »

A Huge Craigslist Opportunity!

It is not often when changes in major destination websites create real opportunities but the most recent change on Craigslist has created a huge one to anyone using our LCM technology or Ultimate Website.  Check this out! Over the last couple of weeks Craigslist has changed their site to prevent HTML “<a> tags” or clickable links on real estate ads. The changes took place market by market, but near as we can determine, last Thursday, the changes became global. What that means is that where before you could post a ... Read More »

Incorporate Yourself!

As real estate agents we are independent contractors, right? Right!  But that doesn’t mean we have to be a sole-proprietor.  In fact, I say you shouldn’t be a sole proprietor… you should incorporate.  It’s easy to do, and it’s inexpensive.   But why should you incorporate?  Why go to all the trouble?  I believe there are two very compelling reasons. The first, and most important reason, is to save you money.  Lots of money.  Let me explain how it will save you money.  Let’s assume you’ll earn $100,000 this year practicing ... Read More »

OMG! What a Great Idea!

Yesterday I spoke on the phone to a very impressive agent named Flora A. I’ve withheld her last name because I don’t have her permission to share it. Flora practices real estate in the San Jose, California market and as a listing agent she was very interested in learning more about my listing approach. She is a long-time reader and has followed my blog and was asking me some questions about my 8% listing presentation and wanted my recommendation on which of my books might help her. I mentioned two: ... Read More »

Is Your Website DOJ Compliant?

On May 27th this year, the US Department of Justice and the National Association of REALTORS® finally reached a settlement. In the settlement, it was agreed that our MLS data could be released to the public by any member company under some very specific terms and conditions. Practically speaking, what it means is that nearly every single real estate website that offers an MLS or IDX link to real estate shoppers is no longer in material compliance with that settlement agreement, and continuing to offer listings to the public on ... Read More »

What Do All Top Agents Have in Common? (Part 3)

I can still remember buying leads from companies like HouseValues (now called Market Leader), HomeGain, and Service Magic. I remember getting the same lead that had been sold to three other agents, and I remember getting some “leads” that had only a name and an email address! I remember a high number of bogus leads. It was very frustrating, but I was desperate. So I decided to learn how to attract and capture my own customers. Now we generate all our own customers using our technology — tens of thousands ... Read More »

Do You Know Today’s Real Estate Customer?

Not long ago I finally got around to looking at The National Association of Realtors® annual report Profile of Home Buyers and Sellers — 120 pages of great information about our customers.  If you haven’t taken time to read it I highly recommend you do. But buried deep within those pages are what might be the two most important statements in the entire report.  Not only are they critically important, but when taken together, should be a major wake-up call for every single real estate professional. Here they are: “Age ... Read More »

Who’s Watching Your Bottom Line?

Besides being a Broker-in-Charge of a large real estate company, I am the President and CEO of (a national technology and agent services business).  As such, I was set to meet with a good friend of mine who runs another technology and agent services company today and tomorrow. We were planning to work together on a major initiative and joint venture to be launched later this year. As it turns out, he had to call and cancel at the last minute because he had to attend to some serious issues ... Read More »

Learn Some Zillow Ju-jitsu

Ju-jitsu is the ancient art and technique of using your opponent’s force and momentum against him rather than confronting it with your own force. First developed and practiced during the Muromachi period in Japan (1333-1573), this old style of martial arts training was focused on teaching the unarmed or very lightly armed farmer/warrior to fight a heavily armed professional soldier.  “So what does that have to do with me and Zillow?” you ask. It has everything to do with you and Zillow.  First let’s get a couple of things straight: One, ... Read More »

Add an Admin Fee!

This is one idea that will create a lot of hot tempers on both sides of the issue.  As the guy that invented the 8% listing presentation, and that believes in agents making a good living, you might find my position on this interesting, and maybe different from what you might expect. I’m in favor of agents doing a great job, and I’m also in favor of us getting paid well — in other words paid commensurate to that great job.  Frankly, some agents today aren’t worth paying a dime, ... Read More »

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