Real Estate Agent Training

How To Stay On Track During The Holidays

By Joe Lins and Stephanie Goedl
December 12, 2018

Staying on track during the holidays can be a challenge for real estate agents. Agents who take the month off, who stop working, stop prospecting, find themselves in a huge slump in January and February.

Here are some tips to stay on track during the holidays to ensure a successful start in the new year.

Role Play

December is a great time to practice your scripts and role play. Brush up on your skills that need work.

Prospect and Lead Generation

Now is the time to do some aggressive lead follow up. Follow up with clients you worked with this year. Follow up with the buyers you were working with who took themselves out of the game and didn’t buy anything. Give them a call and let them know that right now there is a nice inventory to choose from. Take them out to look at some homes.

Refresh Your Listing Presentation

Update your listing presentation with new information and a new look for the new year.

Goal Setting

If you haven’t done it already, you need to sit down and set your goals for the new year. Once you’ve established your goals, then define the steps that you need to take to achieve those goals.

Your clients and SOI are probably making goals too! This the time of year people have more down time and are having conversations with family members about finding their first home or their next home. Give them a call to see how you can help them achieve that goal in the new year.


You don’t need to work 12 hour days during the holidays to start the new year off right. Have some balance in your life to enjoy this time with family and friends. Just don’t completely abandon your business through the holidays or you’ll be caught behind the 8 Ball come January 1st.

Watch this video for the full video recording of this Podcast below or listen to it at:

About the authors: Joe Lins is President, CEO and Owner of CENTURY 21 Discovery. Stephanie Goedl is Chief Operating Officer 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 or training we provide contact us at 714.626.2060 or




Pre-Appraisal Checklist

By Chris Smith
July 24, 2018

There are some things you can do to help ensure the home appraisal process goes smooth. See this checklist provided by the residential appraisal management company PropertyRate.


About the Author: Chris Smith is a Senior Loan Officer (NMLS  #253394) with New American Funding. For more information about home financing you may contact him at 714.401.5921. 

Do’s & Don’ts of Real Estate Photography

By Suzy Lins
July 17, 2018

One of my pet peeves are poor quality photos of real estate listings. It drives my crazy! I get it that not all properties are “photogenic” but there are some basic things you can do to make sure the photos of your listing look good. Do me AND your client a favor and check out my Do’s & Don’ts of Real Estate Photography.


About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

How To Get Your Real Estate License

By Stephanie Goedl
July 10, 2018

If you are considering getting your real estate license we can get you on the right track for success. Watch this video for the steps to get your license then contact us at


About the author: Stephanie Goedl is the Chief Operating Officer of CENTURY 21 Discovery. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

Follow the 80/20 Rule for Success in your Real Estate Career

By Stephanie Goedl
June 8, 2017

This is video number four in our series “When Preparation Meets Opportunity.” This one covers what really IS our job as REALTORS®. A lot of people get this a little bit confused and find themselves wandering in this crazy game but I have a couple of tips to keep you on track. First remember, mornings are for creating business and afternoons are for doing business.

When you get into what your job actually is there are five items that you should spend 80% of your time focusing on and learn to master.

Prospecting and Lead Follow Up:
The first one is prospecting and lead follow-up. What category does that fall under? Easy, creating business. If you’re not doing this crucial part of your business in the morning, you won’t have any business to do in the afternoon. So make sure this is your number one priority each and every day. You wake up every day at 0…unemployed. What are you going to do every single day to get that job?

The second part of our job is presenting, going on those appointments. Guess what? We can’t do that without prospecting. Practice your presentation skills.

Negotiate Contracts:
The third part of our job is to negotiate contracts. Once you find yourself prospecting, you’re getting more appointments and you’ll start to negotiate more and more so that is something you definitely want to master.

Conversations with Sellers:
Number four is being able to ask for price reductions.  Sometimes that’s a difficult conversation to have with our sellers but that is a part of our job that we do need to master as well.

Qualify your Buyers:
Number five is to work with highly qualified buyers. This is something that is so important to our business. By highly qualified I mean you’ve taken the time to ask the right questions and not just pre-qualify with your lender but pre-qualified them as far as knowing what they want, their time frames, and make sure all the decision-makers are there so you don’t find yourself spinning your wheels for months at a time.

For new agents I have a tip for you, if you spend two weeks on number one, prospecting and lead follow-up, I guarantee you numbers 2-5, the presenting, negotiating, price reductions and working with highly qualified buyers are going to fall into place. You will find yourself busy, productive and successful as well.

Those 5 things that I just mentioned, that’s really where you should spend 80% of your time as agents. The rest of your time, that 20%, should be spent on administrative parts of your job: your paperwork, working with your transaction coordinator, the other agents, etc.  A lot of agents get that switched so they’ll spend 80% of time on their paperwork and let the other parts of our job fall by the wayside and then they start at Ground Zero again. Remember spend 80% of your time on the creating your business part and 20% of your time on the administrative and you will be very successful. So with that, thank you and I hope you picked up some great tips.


About the author: Stephanie Goedl is the Chief Operating Officer of CENTURY 21 Discovery. For more information about CENTURY 21 Discovery you may call (714) 626-2000.