Guerilla Training Blog by Matt Jones

What Do All Top Agents Have in Common? (Part 1)

Have you ever wondered what it takes to become a top producing agent? What a great question! If you’ve ever asked yourself that question, you’re already on your way. What if I told you that the difference between a struggling agent and a mega-producing agent is tiny? What if I told you that most agents I’ve met have within them the potential to become top agents? “Okay, Matt,” you’re probably thinking, “if it’s so easy, then why are most agents struggling today?” I believe they struggle because of fear. Fear ... Read More »

Give Yourself a Raise!

When is the last time you had a pay raise? If you’re like most agents it’s been a while.  I was talking to an agent just the other day and we were discussing increasing our incomes and this agent seemed to be thinking about her income being something out of her control.  Here is what I mean. If you ask most agents what they would need to do to make more money, they will almost universally give you the same answer — sell more houses.  In other words, increase the ... Read More »

Are You Asking the Right Question?

I received a phone call last week from one of my readers who was calling to ask me for advice.  He was surprised when I answered my own phone and even more surprised at the advice I gave him.  But I’m getting ahead of myself. My caller had a dilemma:  Which company should he go with?  One company had the federal HUD listing, and although the broker would only pay him a 50% commission split, he would get a lot of leads from the company.  The other company would pay ... Read More »

The New Ultimate Listing Presentation (Part 20)

The Human Element. As I mentioned before, having the best technology in the world — having an endless supply of new inbound customers — won’t help you at all if you don’t have the basic skills needed to turn those opportunities into closed transactions.  That’s where the human element comes in. I believe that there are several fundamental things that a Realtor® must have if he is to become a master listing agent.   Just as the technology is crucial to success, so are these basic “human” factors. First let’s ... Read More »

The New Ultimate Listing Presentation (Part 19)

Putting All The Pieces Together In the previous chapters we’ve discussed all the various elements or components of what I believe to be the best listing presentation you’ll find anywhere.   I’ve determined not to give you just the listing “pitch”, but rather to give you the entire presentation — from the initial preparations you must make, to the underlying theory, to the preparation required to become the top listing agent, to my actual presentation itself: the actual what-to-say and how-to-say-it. In this and the final chapter I will help ... Read More »

The Evolution of Real Estate (Part 3)

In my last post I discussed the difference between yesterday’s pull marketing and today’s push marketing. I explained how pull marketing is reactive — “If you build it they will come.” Push marketing, on the other hand, is pro-active — “If you build it they won’t come so you have to go get them.” Many agents today have experienced that very phenomenon: doing lots of advertising and getting little if no results. Today’s successful agents are going upstream and capturing the lead early — generally during Phase One of the ... Read More »

Is “The Tank” the Next Active Rain?

I am seldom surprised.  This one truly surprised me.  When we launched our brand new agent think tank and discussion forum, The Tank,  just a few days ago we thought a few agents would join.  But what happened, we were not even remotely prepared for. In just a few days over 200 separate topics by hundreds of members!  In a word — AMAZING!  And the posts are very thoughtful and well articulated.  Not a single negative post to date and I must confess, I am very surprised.  Many are starting ... Read More »

Don’t Look Now But You May Be Out of a Job

Have you been paying attention to what’s going on in the real estate industry lately? Mergers and acquisitions abound. Hardly a week goes by without us hearing about another major M&A event. Think about some of the major acquisitions in just the last few years. Move Inc. (operator of bought ListHub, Point2’s syndication business, and picked up several smaller players like Doorsteps, SocialBios,, FiveStreet and TigerLead Zillow acquired Postlets, HotPads, StreetEasy, Retsly, Mortech, Buyfolio and RentJuice Trulia purchased Market Leader and ActiveRain Nationstar acquired Real Estate Digital Cozy ... Read More »

Real Estate the New Way! (Introduction)

The Virtual Office Partnership opportunity discussed in this series is not currently available, however the technology and coaching required to open your own independent virtual office is available. Feel free to contact us for details.   What an awesome time to be in real estate!  I know what you’re thinking — “Have you lost your mind?” — but really.  I’m dead serious.  It really is an awesome time to be in real estate, if you’re doing real estate the NEW way.  Listen, if you’d have told me when I started ... Read More »

The Virtual Office Model (Part 1)

How Would You Like to Have a One-Minute Commute? More than 28 million employed Americans, or one fifth of the workforce, now participate in some form of telework! According to the ITAC (International Telework Association and Council), “23.5 million employed Americans teleworked at least one day per month in 2003. This number rose to 24.1 in 2004 and is expected to rise to 40 million by 2010.”  And that number would likely be much higher except that millions of American workers cannot telecommute because they build houses, serve food, mow ... Read More »

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