Author: Joe Lins

3 Things Real Estate Agents Should Do Before the New Year

By Joe Lins
December 26, 2025

The week between Christmas and New Year’s is a great opportunity for real estate agents to get some important work done. Things tend to slow down, inboxes are quieter, and there’s a little more breathing room in the schedule. I’m going to share three simple things you can do during this in-between week that will help set you up for success in the coming year while also creating a less cluttered, more focused start to January.

Photo courtesy of Canva Pro

1. Reach out to your sphere of influence (SOI).
Call your SOI, yes, actually pick up the phone and call them. When they answer, keep it simple. Here are three easy questions to ask:

  • “How was your holiday?”
  • “What are your plans for New Year’s?”
  • “What are you most excited about for the coming year?”

After you ask the question, be quiet and listen. Really listen to what they’re saying and respond with thoughtful follow-up questions. Make the call about them, not you. The conversation may or may not turn to real estate, and that’s okay. This is simply a check-in call to see how they’re doing and where they’re at. These relationships matter, and staying connected without an agenda goes a long way.

2. Clean out your emails.
Use this quiet time to tackle some of the tedious work you avoid all year long. Go through your email and clean it out. If your inbox looks anything like mine, it’s probably bursting with junk. Somewhere along the way, you got added to countless email lists, and now your inbox is paying the price.

As you go through the process, unsubscribe from emails you never read or don’t need. Be sure to stay connected to emails from your brokerage, REALTOR® association, and Multiple Listing Service (MLS). This can take some time, so don’t feel like you have to do it all at once. Set aside an hour or so each day to click that “Delete” or “Unsubscribe” button. You’ll be amazed at how much lighter your inbox feels.

3. Commit to showing up.
A new year means a blank slate. Whether you use a paper planner or a digital calendar, pull it out and start marking important dates now. Add your office sales meetings and any regularly scheduled events that support your business and professional growth. Check your association’s calendar and plug in classes, networking events, and meetings you know you should attend, even if you don’t always feel like it.

Showing up consistently is one of the simplest ways to stay connected, informed, and top of mind. When these dates are already on your calendar, you’re far more likely to follow through. Treat these commitments like appointments with your future self and protect that time.

By putting these simple ideas into place, you will set the tone for the new year and hit the ground running.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

The Ultimate Guide to Time Management for Busy Real Estate Agents

By Joe Lins
June 21, 2025

Managing our time can be a challenge for just about everyone. In today’s world, constant distractions and interruptions are the norm. For real estate agents, many of whom are independent contractors, the challenge is even greater. We’re in charge of our own schedules, which means we decide when to start the day, what to focus on, and when to call it quits. That flexibility can be empowering, but it also requires a lot of discipline.

The good news? A few simple practices can make a big difference. When you start to manage your time with intention, you’ll find yourself getting more done and feeling less stressed in the process. Here are a few practical tips to help you take control of your time and make it work for you, not against you.

Calendar with pen and Century 21 water bottle

Use a Calendar

Whether you prefer a digital calendar or an old-school paper planner, the key is to actually use it every day. Schedule everything: workouts, lunch breaks, prospecting, transactions, client follow-ups, and even time for social media. Before you begin, take a moment to write out everything you do (or should be doing) in a typical day. Don’t forget to block off time for the unexpected because it always shows up.

To-Do Lists

Start each day with a prioritized to-do list that aligns with your calendar. Rank your tasks by importance and urgency. Tools like the Eisenhower Matrix can be a huge help here. It’s a system that President Eisenhower developed to help him prioritize the high-stakes issues he faced, and it works just as well for everyday life. Also, pay attention to your energy levels throughout the day. Save high-focus tasks for the time of day when you’re at your best.

Eliminate Distractions

This one’s tough, but it’s crucial. Put your phone on Do Not Disturb when you need to focus. Avoid aimlessly browsing the internet, and only check email at scheduled times unless you’re waiting on something time-sensitive for a transaction. Try to tackle one task at a time and find a workspace where you can minimize interruptions. It might not always be possible, but even setting boundaries with those around you can help. According to a study by UC Irvine, it takes an average of 8 to 25 minutes to get back on track after an interruption!

Organize Your Workspace

A cluttered desk leads to a cluttered mind. Having a clean and organized workspace also eliminates distractions. Take the time to clear out papers you don’t need by shredding or recycling them. Not sure if you should keep something? Scan it and store it in a labeled folder on your computer. Speaking of which, clean up your email inbox too. File or delete messages so only the essentials remain front and center. Label everything clearly so you’re not wasting time searching for things later.

Create Templates

For any task you repeat regularly, create a checklist or step-by-step template. Whether it’s onboarding a new client or prepping for a listing presentation, templates keep you consistent and save you the mental energy of figuring it out from scratch each time. Just make sure your files are stored in an easy-to-find place with labels that actually make sense to you.

Time management doesn’t have to be perfect to be powerful. The goal isn’t to schedule every second of your life but to create enough structure that your time supports your goals instead of slipping away unnoticed. Start with one or two of these tips and build from there. Small, intentional changes can have a big impact, both on your business and your peace of mind.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Are You Ready for the Spring Selling Season?

By Joe Lins
March 21, 2025

Spring has traditionally been the time of year when the real estate market heats up. That was until COVID hit, and since then the last few springs have been anything but typical. Fortunately, 2025 looks to be a return to the traditional spring selling season, where more sellers are ready to put their homes on the market, and buyers are eager to make a move.

As a real estate agent, you need to be prepared to hit the ground running as the weather warms up. The spring market moves fast, and the agents who are best prepared will have a competitive edge. Here are some key steps to get you and your clients ready for a successful Spring Selling Season.

Reach Out to Sellers

Many homeowners have been hesitant to list their homes due to market uncertainties. Now is the time to reconnect with those sellers who have been on the fence.

  • Update Their Home Valuation – Provide an updated Comparative Market Analysis (CMA) to reflect the latest market conditions. Show them how their home compares to recent sales and active listings.
  • Refresh the Net Sheet – Give sellers an updated estimate of their potential net proceeds. Knowing their bottom line can be a powerful motivator to move forward.
  • Help Them Prepare – Offer guidance on home preparation, from decluttering to deep cleaning. Connect them with trusted vendors such as painters, landscapers, stagers, and handyman services to maximize their home’s appeal.
  • Boost Curb Appeal – Remind sellers that first impressions matter. Encourage them to spruce up their landscaping, paint the front door, and make minor repairs to create a welcoming entryway.

Additionally, set realistic expectations regarding pricing, marketing strategies, and timeline. Some sellers may not be aware of the nuances in pricing a home, so it’s essential to educate them on current trends.

Get Your Buyers Pre-Approved

With more buyers entering the market, competition will increase. Ensuring your buyers are financially prepared will give them a stronger position when making offers.

  • Confirm Pre-Approval Status – Some buyers may have been pre-approved months ago, and their financial situation or interest rates may have changed. Encourage them to get an updated pre-approval with a reputable lender.
  • Educate on Financial Do’s and Don’ts – Remind buyers not to make any large purchases, change jobs, or take on new debt before closing on their home. These actions can affect their loan approval.
  • Clarify Their Home Criteria – Work with your buyers to identify their non-negotiables versus their wish list. This will help them move quickly when the right home comes along.
  • Set Up Listing Alerts – Ensure your buyers receive real-time notifications when homes that match their criteria hit the market. In a competitive season, speed is crucial.
  • Network with Other Agents – Let your colleagues know what your buyers are looking for. Off-market or coming-soon listings might be a great match.

Get Your Checklists Ready

Having a well-organized system will save you time and keep your transactions running smoothly.

  • Listing Checklist – Review your process for onboarding new listings. Ensure you have a step-by-step guide that includes pricing strategy discussions, marketing plans, and open house scheduling.
  • Buyer Checklist – Streamline your buyer onboarding process. Have a clear roadmap that outlines financial steps, home tours, offer strategies, and next steps after escrow opens.
  • Marketing Materials – Update your digital and print marketing materials, including social media graphics, email templates, and flyers, to reflect the spring market.
  • Vendor List – Keep a list of trusted vendors ready to share with clients, from inspectors to moving companies. Being a one-stop resource enhances your value as an agent.

Watch Your Business Bloom

The spring selling season moves quickly, and the most prepared agents will thrive. By proactively reaching out to sellers, ensuring buyers are financially ready, and fine-tuning your systems, you’ll set yourself up for a busy and successful season.

Are you ready to make this your best spring yet? Start today, and watch your business bloom!

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Who Are You Listening To?

By Joe Lins
September 21, 2024

In today’s world, real estate information is everywhere—national news channels, online blogs, podcasts, social media influencers, and even dinner table conversations. With so many sources of information, it can be easy to get overwhelmed or misled. But whether you’re a real estate agent, buyer, seller, or just someone interested in the housing market, one important question remains: Who are you listening to for your real estate advice?

Getting information from the wrong sources can not only confuse you but may also lead to poor decisions when buying or selling property. Understanding where to find accurate, trustworthy, and relevant information is the key to making smart real estate choices.

For Real Estate Agents: Local Expertise Over National Pundits

As a real estate agent, your expertise and reputation are built on the knowledge you provide to clients. One of the biggest missteps agents can make is relying too heavily on national news for market updates. While national outlets may offer an overview of trends, they don’t account for the unique intricacies of local markets. What happens in Florida or New York doesn’t necessarily reflect the conditions in Southern California—or anywhere else, for that matter.

Instead, agents should rely on trusted local sources like their broker, regional MLS (Multiple Listing Service), or local Realtor associations. These resources offer timely, precise data and trends that reflect the reality of your local market. Your broker can provide valuable insights about local laws, regulations, and market conditions that are essential for your clients. Having this localized knowledge will improve your credibility as an agent and also equip you to provide the most accurate information to your clients.

For Buyers and Sellers: Listen to Your Trusted Realtor

If you’re a buyer or seller, your choice of whom to listen to can significantly impact the success of your real estate transaction. Too often, buyers and sellers make the mistake of basing their expectations on what they hear from national news sources or even a family member who heard something on the news. However, California’s real estate market, for example, operates very differently from other parts of the country. News stories about falling prices or interest rates might apply in other states, but they might not tell the full story in your local area.

Buyers and sellers should always turn to a licensed, experienced real estate agent in their community. A trusted agent understands the local market dynamics—like housing inventory, price fluctuations, and buyer demand—better than any broad national report. They can also provide personalized advice based on your unique situation. If you’re buying, they’ll help you navigate competitive offers, while if you’re selling, they’ll guide you on pricing strategy and the best time to list.

Your agent’s insights will be tailored specifically to your market, making them far more valuable than the one-size-fits-all approach often presented by news outlets or online forums.

Why Local Expertise Matters

The key takeaway for both agents and consumers is that real estate is inherently local. Trends, property values, and even buyer behavior can vary widely from city to city, even from neighborhood to neighborhood. Listening to experts who understand your market is crucial for making informed decisions.

For real estate agents, staying connected to local data and continuing education through your brokerage or professional organizations will ensure you are giving your clients the best advice. For buyers and sellers, working with a local agent who has their finger on the pulse of your community can make the difference between a successful transaction and a missed opportunity.

So next time you’re scrolling through your news feed or hearing about national housing trends, pause and ask yourself: Who am I listening to?

By focusing on local expertise and working with trusted professionals in your community, you can avoid the pitfalls of misinformation and make smarter, more informed real estate decisions. Whether you’re an agent advising clients or a buyer/seller navigating the market, remember that local knowledge is everything in real estate.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Pre-Qualified vs. Pre-Approved: Which is Better for your Buyer?

By Joe Lins
August 21, 2024

In the home buying process, having your buyers understand the difference between being pre-qualified and pre-approved can significantly impact their ability to secure the home of their dreams. While both terms are often used interchangeably, they represent different levels of financial readiness and influence how seriously sellers will consider their offer.

During a recent episode of Market Matters, I talked with Ryan World from World Mortgage Group about this topic. Here’s what your clients need to know about pre-qualification and pre-approval and why one might be better for them in today’s real estate market.

Ryan World and Joe Lins – Market Matters Interview

What is Pre-Qualification?

Pre-qualification is often the first step in the mortgage process. It involves a simple, informal conversation between the buyer and the lender. According to Ryan World, this step gives them a basic idea of what the buyer might be able to borrow based on the information provided, such as income, assets, and debts. However, it’s important to note that pre-qualification doesn’t involve any formal verification of their financial status.

“Pre-qualification is just a verbal conversation,” says World. “I’m not a huge fan of it because it doesn’t give me everything I need to figure out how high of a sales price they qualify for or what loan programs they qualify for.” In essence, pre-qualification is an estimate—it’s helpful for getting a rough idea of their buying power but lacks the certainty that a more formal process would provide.

What is Pre-Approval?

On the other hand, pre-approval is a much more thorough process. It involves a detailed review of the applicant’s financial situation, including a credit check, verification of income and assets, and a more in-depth assessment of the applicant’s ability to repay the loan. This process results in a pre-approval letter, which the applicant can present to sellers as proof that they are a serious and qualified buyer.

“Pre-approval is much stronger,” explains World. “I look at their income documents, I look at their asset documents, and then we sit down and go over what they qualify for. This is all accurate stuff.”

Having a pre-approval letter in hand gives them the confidence to make offers and makes that offer more attractive to sellers. This can be the difference between securing the home they want and losing out to another buyer in competitive markets.

Why Pre-Approval is Often the Better Choice

When it comes to buying a home, pre-approval is typically the better option. As World points out, sellers are more likely to favor buyers who have been pre-approved because it shows that they are financially prepared to make a serious offer. Without pre-approval, they may struggle to compete against other buyers who have taken this step.

Moreover, pre-approval allows them to act quickly when they find the right property. Instead of waiting to go through the approval process after making an offer, they can move forward with confidence, knowing that their financing is already in place.

Final Thoughts

At Century 21 Discovery, we place a strong emphasis on strategy. Whether your clients are buying now or planning for the future, getting them pre-approved should be a key part of their homebuying strategy. It strengthens their offer and gives them peace of mind, knowing exactly where they stand financially.

If your client is considering purchasing a home in the next year, it’s never too early to get them pre-approved. If you need to connect them with a trusted lender, I highly recommend Ryan World and his team at World Mortgage Group. Here’s their contact info: Ryan World: 714-569-3636 Ext. 2

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Why Buyer Presentations Are Essential

By Joe Lins
August 2, 2024

The way we do business with Buyers is changing. Before we put the Buyer Representation and Broker Compensation Agreement (BRBC) in front of a Buyer to sign, we need to show the value and service we provide as a buyer’s agent. A well-prepared buyer presentation can be a game-changer, providing them with the insights and confidence they need to make informed decisions. 

Here’s an overview of what should be included in a comprehensive buyer presentation and why they should choose you as their agent.

Market Knowledge

A key reason to have me as your buyer’s agent is my extensive market knowledge. I am well-versed in:

  • Inventory of Homes: As your agent I have access to a wide range of properties, including those not yet listed publicly. This access allows you to see a broader selection of homes that fit your criteria.
  • Market Conditions: Understanding whether it’s a buyer’s or seller’s market can significantly influence your purchasing strategy. As your agent I can provide current data on market trends, giving you a competitive edge.
  • Comparable Sales: Knowing the sales prices of similar homes in the area helps you make a fair offer and avoid overpaying.

Local Expertise

Beyond just the market, local expertise is another critical factor:

  • Community Insights: As an agent who knows the community, I can offer invaluable information about the neighborhood, including schools, parks, amenities, and future developments that might impact your decision.
  • City Ordinances and Codes: Navigating local regulations can be complex. A knowledgeable agent can ensure that the properties you’re considering comply with all local laws, saving you potential headaches down the line.

Industry Knowledge and the Home Buying Process

Navigating the real estate industry requires familiarity with various forms, contracts, and processes. As your agent I will guide you through it all:

  • Forms and Contracts: Real estate transactions involve a significant amount of paperwork. As your agent I will ensure that all documents are correctly completed and submitted, protecting your interests.
  • Home Buying Process: From submitting offers to negotiating terms, I handle the intricate details, including collaboration with other agents and working with title companies, escrow companies, lenders, inspectors, and insurance companies. My relationships with these service providers will help ensure a smooth transaction.

What I Will Do for You

An agent’s role extends beyond simply finding a home. Here’s what I offer:

  • Personalized Service: I will listen to your needs and preferences, tailoring your search to find homes that match your criteria.
  • Professional Network: With connections to other professionals in the industry, I can recommend trusted inspectors, lenders, and other service providers, making the process seamless.
  • Negotiation Skills: As an experienced agent I know how to negotiate effectively on your behalf, striving to get you the best possible outcome.
  • Support and Guidance: From the initial search to closing, I will be there to answer questions, provide advice, and support you through every step of the home buying journey.

Highlighting Agent Experience and Credentials

A buyer presentation should also include detailed information about the agent’s background and qualifications:

  • Experience: How long have you been in the industry? What is your track record of success with buyers in your area?
  • Certifications: Relevant certifications should also be included, such as Accredited Buyer’s Representative (ABR), Certified Residential Specialist (CRS), or others that demonstrate a commitment to your profession and ongoing education.
  • Client Testimonials: Positive feedback from previous clients can provide insights into the effectiveness and client satisfaction.

In conclusion, a buyer presentation is more than just an overview of the home buying process; it’s a comprehensive guide that equips the Client with the knowledge needed to make the decision to hire you as their agent. At Century 21 Discovery we have a Buyer Presentation that can be personalized for each agent. Reach out to me to learn more about how I can help you prepare for the new way of working with Buyers.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

What’s Going On With Mortgages?

By Joe Lins
July 21, 2024

Recently, I had the pleasure of speaking with Ryan World from Gem Mortgage. We discussed the current mortgage landscape and what potential homebuyers need to know. For agents reading this, I encourage you to share this with your clients. Here’s a recap of what we covered in that conversation:

  • Different Loan Programs and Down Payments
  • Jumbo Loans
  • Current Interest Rates
  • Buying Now vs. Waiting to Buy
  • Having a Buyer Strategy
  • Why a Pre-Approval is Important

Different Loan Programs and Down Payments

Most people opt for conventional loans these days when it comes to loan programs. However, there are several options available:

  • VA Loans: Zero down payment.
  • FHA Loans: Requires a 3.5% down payment.
  • Conventional Loans: As low as 3% down unless it’s a high balance, which needs 5% down.
  • Jumbo Loans: Typically require around 20% down, though you can put less down for a higher interest rate.

Understanding Jumbo Loans

A jumbo loan is any amount exceeding the national conforming loan limit, which is currently $766,550 for Fannie Mae and Freddie Mac. These loans usually have better interest rates but are more challenging to qualify for.

Current Interest Rates

Interest rates are currently in the high sixes to low sevens. The market is quite volatile, and rates can change quickly based on economic indicators and Federal Reserve announcements. Recently, the Consumer Price Index released favorable news, causing a slight improvement in interest rates. However, market fluctuations are constant, and rates can shift based on new information.

Buying Now vs. Waiting for Lower Rates

A common question is whether to buy now or wait for interest rates to drop. Ryan suggests buying now, even with higher interest rates. The rationale is that if rates drop in the future, you can refinance. Waiting for lower rates could lead to increased home prices due to higher demand, making it more challenging to find a desirable property at a reasonable price.

The Importance of a Buyer Strategy

Buyers need a strategy, and one of the most crucial steps in buying a home is hiring the right REALTOR. A knowledgeable, competent real estate agent can guide you through the process to achieve your goals. Having a strategy in this fast-paced real estate market is important, and the right agent can help with this. Our CENTURY 21 Discovery agents are trained for exactly this!

Why Pre-Approval Matters

Getting pre-approved is essential. It helps you understand your budget, manage your expectations, and gives you confidence when working with your real estate agent as you start your home search. Knowing your financial standing upfront prevents disappointment and ensures you focus on homes within your price range.

Contact Information

Those interested in learning more about mortgage options or starting the pre-approval process can contact Ryan World at Gem Mortgage. His phone number is 714-569-3636, extension 2.  

Charge on!

You can watch the video of our conversation HERE.

You can listen to the conversation HERE.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Celebrating Our 100th Blog Post!

By Joe Lins
June 21, 2024

As we mark our 100th blog post, we at CENTURY 21 Discovery are filled with gratitude and excitement. Over the past decade, we’ve had the privilege of sharing insights, experiences, and stories that have informed and inspired our readers and allowed us to reflect on our journey and growth in the real estate industry. This milestone is not just a number; it’s a testament to our commitment to providing valuable content that helps our community navigate the ever-evolving real estate landscape. Here’s a recap of our past 10 years of blogging.

Tips for Agents

Real estate agents are at the heart of our industry, and we’ve made it a priority to support their growth and development through our blog. Our posts have offered insights into effective marketing strategies, building strong client relationships, and staying updated with industry regulations and technology. One recent post on the sphere of influence highlighted how relationships are vital to their success.

Tips for Sellers

Our blog has consistently aimed to empower home sellers with the knowledge they need to make informed decisions. From the beginning, we’ve provided tips on staging homes to attract potential buyers, understanding market trends, and pricing strategies that maximize value. One memorable post shared the significance of curb appeal and how first impressions can set the tone for a successful sale. 

Tips for Buyers

Buying a home is one of the most significant investments a person can make, and we’ve dedicated numerous posts to guiding buyers through this complex process. We’ve covered everything from the importance of getting pre-approved fora mortgage to navigating bidding wars in a competitive market. Our posts have highlighted the value of home inspections, understanding closing costs, and the benefits of working with a knowledgeable real estate agent. 

Working Through COVID-19

The COVID-19 pandemic brought unprecedented challenges, and our blog became a crucial platform for sharing timely and relevant information. We provided updates on market conditions, virtual home tours, and safety protocols for in-person showings. Reflecting on this period, we’re proud that our content helped our community adapt to the new normal and continue their real estate journeys despite the obstacles.

Guest Bloggers

One of the highlights of our blog has been the diverse voices of guest bloggers we’ve had the pleasure of featuring. These industry experts, community leaders, and seasoned professionals have enriched our blog with their unique perspectives and expertise. From mortgage advisors offering financial tips to insurance brokers sharing the latest updates, our guest bloggers have provided invaluable insights that have broadened the scope and depth of our content. Their contributions have educated our readers and fostered a collaborative spirit within our real estate community.

Community Events

Century 21 Discovery is more than just a real estate company; we are an integral part of our community. Our blog has documented numerous community events, from local charity fundraisers to neighborhood businesses. These posts showcase our commitment to the community and foster a sense of connection and pride among our readers.

Looking Ahead

As we celebrate our 100th blog post, we look forward to continuing this journey with you. The real estate landscape will undoubtedly continue to evolve, and we are committed to being your trusted source of information and inspiration. We invite you to join us in reflecting on the past and embracing the future with enthusiasm and optimism.

Thank you for being a part of our journey. Here’s to many more posts, stories, and successes together!

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Why Every Real Estate Agent Should Attend Their Brokerage’s Sales Meetings

By Joe Lins
June 2, 2024

Century 21 Discovery sales meeting attendees

As a real estate agent, your time is valuable. Between showings, client meetings, and administrative tasks, it’s easy to see why attending your brokerage’s sales meetings might not always be a top priority. However, regularly participating in these meetings can be one of the most beneficial habits for your career. Here’s why:

Networking and Relationship Building

Sales meetings provide a golden opportunity to network with fellow agents and industry professionals. Building relationships within your brokerage can lead to collaborations, referrals, and a strong support system. It’s also a chance to learn from the experiences and insights of others, which can be incredibly valuable, especially for newer agents.

Staying Updated on Market Trends

The real estate market is dynamic, with trends and conditions changing frequently. Sales meetings often include updates on local market conditions, recent sales data, and economic factors affecting the industry. Staying informed about these trends allows you to provide accurate and timely advice to your clients, setting you apart as a knowledgeable and trustworthy agent.

Century 21 Discovery sales meeting discussing new forms

Learning and Development

Most brokerages use sales meetings for ongoing education and professional development. Whether it’s a new sales technique, marketing strategy, or technology tool, these sessions offer valuable learning opportunities to enhance your skills and increase efficiency. Continued education is essential for staying competitive in the real estate market.

Motivation and Accountability

Sales meetings can serve as a source of motivation. Hearing success stories and strategies from top-performing agents can inspire you to set and achieve higher goals. Regularly attending these meetings can help keep you accountable to your goals and commitments, providing a structured environment to track your progress.

Access to Resources and Support

Brokerages often use sales meetings to introduce new tools, resources, and support services available to their agents. This can include marketing materials, lead generation services, or new software platforms designed to make your job easier. Being present ensures you won’t miss out on these valuable resources.

Sharing and Receiving Feedback

Sales meetings are an excellent forum for sharing challenges and seeking advice from colleagues and management. Whether you’re struggling with a difficult client, a complex transaction, or need advice on a negotiation strategy, your peers and leaders can provide feedback and solutions. Likewise, sharing your own experiences and successes can contribute to the collective knowledge of the group.

Century 21 Discovery sales meeting discussing goals

Staying Aligned with Brokerage Goals

Regular attendance at sales meetings ensures that you are aligned with your brokerage’s goals, values, and strategies. It helps you understand the bigger picture and how your efforts contribute to the overall success of the team. This alignment can lead to a more cohesive and collaborative work environment, ultimately benefiting everyone involved.

Recognition and Incentives

Many brokerages use sales meetings to recognize and reward their agents’ achievements. This recognition can boost morale and provide a sense of accomplishment. Incentives such as awards or public acknowledgment of your hard work can motivate you.

Conclusion

While it may be tempting to skip out on sales meetings due to a busy schedule, the benefits of attending far outweigh the time investment. From networking and learning to staying updated on market trends and accessing valuable resources, these meetings play a crucial role in your professional development and success as a real estate agent. Make it a priority to attend your brokerage’s sales meetings and watch your career thrive. If you would like to sit in on one of our sales meetings, call me.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

How to Be an Advocate for Your Buyer

By Joe Lins
May 21, 2024

Real estsate agent handing keys to a home buyer.
Photo Courtesy of Canva Pro

Your primary goal as a real estate agent is to help your clients find their dream home. At CENTURY 21 Discovery, we believe that being a strong advocate for your buyer is crucial in achieving this goal. Here are some essential tips on how to effectively represent and support your buyers throughout the home-buying process.

Understand Your Buyer’s Needs and Wants

The foundation of being a strong advocate is understanding exactly what your buyer is looking for. This involves:

  • Listening Actively: Pay close attention to their preferences regarding location, size, amenities, and budget.
  • Asking the Right Questions: Clarify any ambiguities and ensure you have a comprehensive understanding of their needs.
  • Prioritizing Their Must-Haves: Identify the non-negotiables versus the nice-to-haves to streamline your search.

Educate Your Buyers

Knowledge is power, and an informed buyer is a confident one. Ensure your buyers understand the intricacies of the home-buying process by:

  • Explaining the Market: Provide insights into the current real estate market conditions and how they affect buying decisions.
  • Detailing the Process: Walk them through each step, from pre-approval for a mortgage to closing the deal.
  • Highlighting Potential Pitfalls: Make them aware of common issues that could arise and how to avoid them.

Provide Honest and Objective Advice

Your clients rely on you to guide them through one of the most significant purchases of their lives. Offer honest and objective advice by:

  • Evaluating Properties Critically: Point out both the strengths and weaknesses of properties they are interested in.
  • Comparing Comps: Use comparable sales to help them understand the value of a property.
  • Advising on Offers: Assist them in making competitive yet realistic offers based on market data.

Negotiate Skillfully on Their Behalf

Negotiation is where your advocacy truly shines. To secure the best possible deal for your buyers:

  • Be Prepared: Gather all necessary information and anticipate potential counterarguments.
  • Stay Calm and Professional: Maintain a composed and respectful demeanor during negotiations.
  • Aim for Win-Win: Strive for outcomes that satisfy both parties to ensure a smooth transaction process.

Stay Available and Responsive

Real estate transactions can move quickly, and your availability can make a significant difference. Show your commitment by:

  • Being Accessible: Ensure your clients can reach you easily via phone, email, or text.
  • Responding Promptly: Address their queries and concerns as quickly as possible.
  • Providing Regular Updates: Keep them informed about the progress of their transaction and any new developments.

Offer Continued Support After Closing

Your role as an advocate doesn’t end at closing. Continue to provide value by:

  • Helping with the Move-In Process: Offer resources for movers, cleaners, and other services.
  • Addressing Post-Sale Issues: Assist them with any problems that may arise after they’ve moved in.
  • Staying in Touch: Keep in contact to ensure their satisfaction and to foster long-term relationships.

Conclusion

Being an advocate for your buyer involves more than just finding the right property; it requires dedication, knowledge, and a genuine commitment to their best interests. At CENTURY 21 Discovery, we pride ourselves on our ability to support our clients through every step of their home-buying journey. By following these guidelines, you can ensure that your buyers feel supported, informed, and confident in their decisions.

By becoming a true advocate for your buyers, you’ll not only help them achieve their dreams but also build a reputation as a trustworthy and dependable real estate agent. Happy house hunting!

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.