There is an old adage that "Buyers are liars". I hear it all the time when Realtors talk about a particular buyer who told them one thing and then went and did something completely different. Why do they do that? What AREN'T we getting?The answer is body language or non-verbal communication. All of us have the belief that good communication is key to a great friendship, marriage and ...

(Names have been changed to protect the guilty.)"Come in Mr. Appraiser….can you read me?"It was a gloomy, rainy day in Killeen, Texas and I had already fielded two appraisers that needed information when a third appraiser came to my office doorway during a meeting I was having with my construction superintendents. He was one of my favorite appraisers because he was a rancher and ...

ARE YOU IN CONTROL OF THE CONVERSATION??As realtors, we are privy to all of these wonderful classes, a wealth of information is at our fingertips and it's all over the TV, Radio and Internet. "Hire a Realtor. Knowledge, Expertise and Know-how." Let's face it, we could talk anybody's ear off about the current market situation, how we got into the housing crunch, what the latest and gr...

I'd Like to Waste a Terrible MimeRecently, I met a young man who was very excited about buying a new home. He was a very animated person and barely had time to talk about what he wanted in a new home because he couldn't stop talking about his church. He just wanted to spread the word to everyone and according to him; God would provide him whatever he wanted because he had dedicated h...

"Satisfaction" Isn't Good Enough Anymore"I've got to make my job easier! I've got this great computer software that emails all my new and existing clients for me! It's awesome! I just do what I want to and the computer keeps up with my past clients and sends automatic emails and sends listing updates to new clients. I don't have to do a thing! I love technology! If they see something...

Years of abuse to my knees and ankles while an athlete in high school and college has created eons of hilarious stories for me. There are very few days in my life since I left college that I HAVEN'T turned my ankle or wrenched my knee. It's normal for me to fall at least once a day. Not that I need to add this as a sales tactic to all the latest "sales help" books, but it seriously works...