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Too Many Real Estate Leads? April 8, 2012

Posted by Darin Persinger in Marketing, Real Estate.
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Do you have real estate lead generation problem?

There is no such thing as a “Too Many Leads Problem”.

When you starting thinking like that, talking like that… the universe will listen and stop sending you leads.

You might have a “I have too many unmotivated leads” problem.

You might have a “I don’t know how to convert all these leads” problem.

You might have a “I have too many leads that don’t qualify for a mortgage” problem.

You might have a “All my real estate leads are mean and grumpy and I hate working with them” problem.

You might have a “None of my leads listen to my advice and wisdom” problem.

You might have a “All my real estate leads want me to show them a home at the drop of hat” problem.

You might have a “All my leads are completely unrealistic about the value of a home” problem.

You might have “My systems and time management skills suck and I can’t manage all my leads” probem.

But I promise you… there is no such thing as a ” I have too many leads” problem.

Click the link that reflects where you are in biz right…

How to have a successful real estate career February 27, 2012

Posted by Darin Persinger in Uncategorized.
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How To Be A Successful Real Estate Agent, by Darin Persinger of ProductivityJunkies.com will show you what areas of the real estate business to focus on. 

Success in real estate sales has never been easy. 

You might hear people complain that the barrier to entry is too easy in real estate. That taking a course, 60 hours long and passing an exam, is not tough enough. 

Reality check – getting your license does not guarantee you a professional level of profit. It does not even guarantee you moderate success. 

Success does not come easy, especially in today’s economy and market. Plus, marketing has shifted. There is an entirely different dynamic to growing a successful business today, as there use to be. 

The internet has been very disruptive in the way the consumer, your potential prospect finds information, their next home and their next real estate agent. You have terms like inbound marketing, content marketing, social networking flying around. You need to figure out how mobile marketing can work or how to use video in your business. 

Or do you?

Every day in my email, at every event I speak at, I have real estate agents coming up to me and asking me about the “tactics and tools”. 

Yes, the “tactics and tools” are important, but not everything. 

The 7 Focus Areas does cover the “tactics and tools”, but it goes much broader and much deeper. These 7 Focus Areas insure that you are building a solid foundation for your business instead of a reactive, “tactic of the month”, or “chase the shiny object syndrome” type of business.

To take your real estate sales career to the next level check out this kindle book for realtors committed to success

How To Increase Productivity – Use the 90/50 Rule February 19, 2012

Posted by Darin Persinger in Coaching.
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How to increase productivity  and stop working so many hours

Tim Ferriss, creator of the 4 Hour Work Week  says this about performance and productivity,

“…our culture tends to reward personal sacrifice instead of personal productivity.

There is a whole lot of self-employed, organization owners enterprise or out there killing their company and…

AND… their enterprise lives. I wish you are not one of them. Want to know how these folks are performing, that is killing their organization as well as personalized lives?

Maybe you are like this, but I hope not. They are dwelling the 50/90 Rule. When they ought to be dwelling the 90/50 Rule. I’ll clarify what these guidelines are.

If you are a organization owner, or self employed or a free lancer, you have to, please stop talking, bragging, celebrating hours worked. You get paid for final results, not by the hour.

“I operate 60 operate a week!” “I perform 80 hours a week!” “I’m on call  24/7 for my clients!”
Stop bragging about the number of hours you are performed or start charging by the hour. Do one or the other, OK?

You are not punching a clock anymore. You don’t get paid time or half. You don’t have to to impress your boss anymore. You are not climbing a company ladder.

You are the boss!

The 90/50 Rule

What I’ve observed with many a lot of estate agents, company owners and also entrepreneurs is that they don’t and also and also the variation among among and just becoming chaotic. Tim Ferriss, creator of the 4 Hour Work Week operate this perform productivity,

Personal sacrifice as a substitute of  productivity…

Too many think more time equals more self-worth…

If you want to create a organization and also have a life you enjoy, transform this mindset. Immediately!

Remember, you get paid for final outcome, not by the hour.

The 90/50 Rule is over bringing awareness to this epidemic of sacrificing time as of hunting at your seeking also results. It is straightforward, however effective.

Be at 90% effectiveness 50% of the time. Most folks are at 50% effectiveness 90% of the time. and also you do this the total day, properly at effectively 90% of it. Always plugged in. Always connected. Stop this. The 90/50 Rule shifts you back the other way. Give it 90%. That will give you certain great benefits. And…. Only 50% of the time of what you are at performing now. A huge component of this is your mindset. Doing a shift from 50/90 to 90/50 is not simple, because  like Tim Ferriss explained, “our explained rewards personal sacrifice.”

Increase productivity utilizing the 90/50 Rule.


Marysville Meadows New Construction In Marysville June 17, 2011

Posted by Darin Persinger in Real Estate.
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The housing bust left many people questioning the idea of buying real estate.  But with property values getting lower and the real estate market declining, the truth is, affordability is at record highs for a home buyer.

However, because of the uncertainty in the market and even  job stability, leasing is still the answer for many people.

But doesn’t it make sense to give home ownership a second thought if you can buy a home and have a mortgage payment for less than rent? Check out Marysville Meadows and you might have that second thought.

Encore Homes is building new construction in Marysville, WA. called The Meadows. The Marysville Meadows community that is great value for the price. It’s  a community of almost 300 homes.  These new construction homes are priced starting in low $160,000’s. With the location of these properties, they are eligible for a USDA loan, which means zero down and no private mortgage insurance (or PMI).

Because of these low prices and low interest rates,  your entire monthly payment for these homes could likely not be as high as renting.

There are some fun amenities there also. Soccer field. Basketball court. Etc.

As a tenant, what you are actually doing is paying a mortgage already. You are just paying your landlords mortgage.

So maybe with affordable new construction homes like the Marysville Meadows, you really should give a second thought to home buying right now.

Building Bothell and Mukilteo Landing Pages For A Realtor June 10, 2011

Posted by Darin Persinger in Real Estate, Sales.
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I spend a good chuck of time today building landing pages for a Realtor.

The landing pages are for searching by price range in cities.

The first thing I did was create a parent landing page for the Real Estate Search By Price

I then created two pages for each city. One for single family home search and one for condo search. These pages are set up as a child landing page under the Real Estate Search.

The first city I built out was Bothell.

I create a page for Homes For Sale In Bothell, WA | Search By Price. I broke each area down into $100,000 increments and added a hyper link to a more detail search landing page. What’s cool is that the IDX I’m using for this auto updates from the MLS so home buyers will always see the most up to date listings of homes for sale in Bothell.

I also did the same thing for Condos for sale In Bothell, search by price.

One both pages I added a sidebar with some widgets, a picture of bothell on a map and a bit of content.

Search For Mukilteo Real Estate

The second city I did was Mukilteo.

Basically the same model.

I create a page for Homes For Sale In Mukilteo , WA | Search By Price. I broke each area down into $100,000 increments and added a hyper link to a more detail search landing page. What’s cool is that the IDX I’m using for this auto updates from the MLS so home buyers will always see the most up to date listings of homes for sale in Bothell.

I also did the same thing for Condos for sale In Mukilteo

One both pages I added a sidebar with some widgets, a picture of the lighthouse in mukilteo on a map and a bit of content.

Now its time to get these real estate website pages indexed and getting traffic.


Tips For Generating Leads Online For Realtors May 30, 2011

Posted by Darin Persinger in Coaching, Real Estate.
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Some of the best tips for generating leads online come from the real estate coaching blog at Productivity Junkies.

Here are some ideas for generating leads online….

Generating Leads Online

Realtors should take their internet marketing as a crucial component in their over marketing and prospecting plan. There is shift in how consumers are buying and it’s my guess that it will change lead generation, client fulfillment and the way you engage with your sphere .

Real estate agents need to look at how to develop a blueprint for their online marketing. This best blueprint would combine social networking, content creation, SEO, internet marketing, cold calling and in person appointments all together in to one strategy.

Content Creation For Realtors

A large portion of your blueprint should involve content creation as a part of your plan for generation leads online. Content creation gives you authority, educational perspectives, the chance to develop an audience, target your information and become the local celebrity in your neighborhood.

Social Networking For Realtors

Just develop the relationship on the internet and leads will come to you. There seems to be a lot of social networking experts, social networking gurus and social networking rockstars out there today say this.

These experts all seem to be saying the similar ideas, they will assist realtors and their marketing without having to do the traditional annoying activities of prospecting for sale by owners or expired listings.

I’m to drop this bomb on your social networking dreams, but just because you know how to twitter and facebook doesn’t mean you know how to employ the tools to generate leads online.

Discover how to analyze what are the best applications  for your online lead generation: twitter, facebook, foursquare, gowalla etc. Decide where your target market is at and then engage a social networking plan that works with your main marketing blueprint.

Realtors Using Google Ads and Facebook Ads

Google adwords and Facebook ads are a great resource to use in your online marketing. Especially when you blend these forms of advertising with your overall marketing strategy for your sales business. Using google adwords or facebook ads give a possible seller or buyer a chance to find you that is not using social networking or using keywords in the search engines  that you are not naturally ranking for.

As a Realtor,  how are you going to best engage in an productive facebook ad strategy with a facebook page marketing plan?

How are you going to develop a real estate lead generation that combines online and offline?

Visit My New Site November 5, 2009

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C.E.O. Workshop a success June 7, 2009

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CEO workshop

CEO workshop

Just had session #1 of my C.E.O. Workshop this last week. I designed the workshop to be done in either 4, 2-hour sessions or a full day. I felt that breaking it up into the 2-hour sessions for the first run would be easier for me to deliver the content and make sure I have the timing on track.


Seems like it was a great success, here is some feedback from the people that attended,

Have you ever said “No” to taking a class simply because you have “been through that before”? I would urge anyone who “already knows it all” to take Darin’s CEO series! I attended the first session yesterday and I won’t miss the next ones. Attending Darin’s educational opportunities has proven to be a very profitable use of time.  -Bill Groen

“Darin did a great job of “getting the message” out to us, in an informative way. Stop wasting, be smarter with your money an in turn your business will also reap the rewards. I’m excited to get to class next week and it was an eye opener…sometimes what we want, we don’t really need.”

Thanks Darin!!!  🙂 –Geri A. Scott

Contact me at morelistingsmoresales@gmail.com to find out when the next C.E.O. Workshop is scheduled or to schedule a full day workshop in your area.

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Success Comes From Doing The Right Things, Not A Lot Of Things March 21, 2009

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“Growth comes from clarity, priorities and focused action.” (SHIFT page 25)

“When you are ready, anything short of action is just plain inappropiate.” (MREA page 84)

Are you ready? What do you need to do to be ready? What actions do you need to take? When will you take them?
If you are ready, what are you waiting for?
If you know what to do, how to do it, why don’t you already have what you want?

If you would like to test drive a coaching program with me, contact me at 425-446-2429 or email me at morelistingsmoresales@gmail.com to schedule 15 minutes to find out if  it would work for you.

Stop Taking Listings And Focus On Buyers? February 24, 2009

Posted by Darin Persinger in Uncategorized.
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I have heard this lately from agents and I want to speak to ya’ll about it…
First, I want to share with you what my friends have told me about Family Reunion in Orlando right now. They tell me that Gary is saying, “Down is the new up,”   that when the market shifts people get confused and think the floor is ceiling when actually the ceiling is the new floor. This makes me think about what he writes in SHIFT.

“When a shift occurs confusion follows. Not only in the marketplace but also in the mind and body. What to think and what to do becomes fuzzy because what once worked is no longer working and you many not know why.” (page 23)

So you don’t want listings because……
Days on Market increasing?
Sellers won’t price right?
Sellers being difficult?
Sellers being unreasonablee?
Too much expense?
Gary goes on to write in SHIFT,

“To survive a shift you must first make the mental shift to run towards what you most want and avoid the temptation of running away from what you most fear.”(page 24)

You need to stop running away from listings, you need to stop being confused by the shift and start running towards the foundational make up of this industry. LISTINGS!!!

By the way, you might want to do a quick SELF ASSESSMENT to self discover why you are running from listings if you are using those excuses from above:

On a scale of 1-10, 10 being the best how are my lead generation skills?
On a scale of 1-10, 10 being the best how are my lead conversion skills?
On a scale of 1-10, 10 being the best how am I at optimizing online marketing such as KWLS, craigslist, postlets, facebook, etc.?
On a scale of 1-10, 10 being the best how am I with objection handling?
On a scale of 1-10, 10 being the best how am I with my listing presentation?

****If you didn’t score a 45 or above, what training or coaching are you going to do to enhance your skill set?

In the MREA Gary shares with us that

“The Three L’s of the MREA – Leads, Listings, and Leverage-are the pillars of any successful real estate sales business. I believe these are the core issues that drive massive sales volume. In fact, we made them the framework for our foundational model of The Millionaire Real Estate Agent. (page 43 MREA)”

 You can not allow the market shift to confuse you about these foundational models. If you are thinking you want to ignore listings and focus on buyers, does it also make sense to ignore leverage and not utilize tools or systems and try to do everything yourself  or by memory. If you are going to ignore listings does it also make sense to ignore leads and lead generation all together hope that lead receiving starts to work (page 99 MREA for more on that).
If its silly to ignore leverage and leads, you must recognize that its just as silly to ignore listings.
I talked to my father about this issue recently, he shared with me that listings were the key to his business in the 70’s, and 80’s. Listings were the key to my business in the 90’s and now in this decade. How many market shifts have there been in the last 40 years? And yet my father and I agreed Gary is right, Listings focused is a foundational key to success no matter the market or time.
I will leave you with this last piece of knowledge from Gary,

“….some target audiences are going to be better than others in a shifted market…..That first list would include: open houses, FSBO’s, expired listings, foreclosures, builders with spec homes, and relocation buyers or sellers, among others. The second list would be the people in your met database (your past clients, sphere of influence, friends, and acquaintances who yo believe will send you referrals.” (page 66 SHIFT)

 So what audiences are you targeting with your lead generation?

Where Have I Been? October 27, 2008

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I have been busy training, coaching, consulting and writing in other forums.

I will get my training sessions posted on here ASAP which is open to all agents. My Solutions Coaching Program is also underway which is open to all agents meeting a minimum production requirement and completing the initial assessment. These training and coaching programs are FREE! Contact me for more info morelistingsmoresales@gmail.com

I have not been writing on www.MoreListingsMoreSales.com lately as I have been spending my time on Mastering The Real Estate SHIFT and working with Keller Williams Realty International Trainer Holly Perry on her blog Recruiting By The Book.

Needless to say this all is keeping my pretty busy and I recognize that you, the real estate agent, are also working harder with not as much of financial reward as you have received in the past. I will do my best to give you the info, strategies, support and knowledge that you need to make it through this market.

Upcoming Training Classes:

October 27th, 1:00 Modeling For Success “By The Book” 1:00

October 28th  2:00 Mastering The Real Estate SHIFT Session #3 2:00

Your Real Estate Listing Presentation September 3, 2008

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Can’t figure out how to nail that real estate listing presentation? What do you say? What don’t you say?

I believe that there are FOUR STEPS in a listing presentation.

1. Rapport Building

2. Needs Analysis

3. Points of Difference/Unique Selling Propositions

4. Seller Marketing Strategies

Stay tuned while I break these four steps down for ya.

Mega Agent Camp In Austin Texas August 24, 2008

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I am getting packed and ready for Mega Camp in Austin, Texas. I’m being picked up at 5:00 am so I really should be getting some sleep…

I’m still finishing some laundry, some reading/writing, and making sure I grab everything that I need for the week down there.

Besides the schedule events I personally have a busy week with some extras. I will be speaking to all the Team Leader’s and OP’s in the company about our KW Lions Den and Power Hour on a panel during Mega Leadership. Also attending an event with Holly Perry, Dave Jenks and Jay Papasan about the Millionaire Real Estate Agent book and the SHIFT book.

I hope to be posting some highlights of Mega Camp here and at Mastering the Shift. Stay tuned this week.

Mindset, Limiting Beliefs, And Dreams August 17, 2008

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“You got a dream…you got to protect it. People can’t do something themselves, they want to tell you, you can’t do it.”

This market is tough. This economy is tough. As a real estate agent you are dealing with sellers that can’t afford their monthly payments, have lost their equity, or being foreclosed on. Its hard to stay positive and upbeat.

I know how tough it is to be a real estate agent today also. I am hearing stories of real estate agents cars being repossesed, homes being foreclosed on, losing their business….the list goes on and on.

There are going to be sad stories all around. Guess what? There are going to be great, positive stories also. Be selective about your environment. Be selective with your hearing. Be selective about the people you associate with.

You have a choice…what will it be?

Why Am I Obsessing Over Bruce Lee On A Real Estate Blog? August 13, 2008

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Why not?

Why do I have to look to Mike Ferry, Brian Buffini, Howard Brinton or Floyd Wickman for real estate ideas? Bruce Lee seems as good as anybody to model for success!

Bruce Lee created his own style of martial arts called Jeet Kune Do.  Lee said,

“Let it be understood once and for all that I have NOT invented a new style, composite or modification. I have in no way set Jeet Kune Do within a distinct form governed by laws that distinguish it from ‘this’ style or ‘that’ method. On the contrary, I hope to free my comrades from bondage to styles, patterns and doctrines.”

He took a lot of theories and principles and made them applicable to the martial arts. He mixed them together and showed people that they had no need of style—only to take what works and find their own path with it.

I don’t believe there is ONE way to succeed in real estate sales. I do believe we should take Bruce Lee’s advice and take what works from internet marketing, print advertising, branding, phone prospecting, event networking, direct mail and make it our own. Take the best practices and make your real estate sales practice the best.

Eliminate Before You Delegate August 12, 2008

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“One does not accumulate but eliminate. It is not daily increase but daily decrease. The height of cultivation always runs to simplicity” -Bruce Lee

Look at your business. Look at your life. What can you eliminate? What do you not need? What do you not need to do? What do you not need to have?

We spend our days being so busy, running around doing many tasks, consuming time, consuming and collecting products. This leads to burnout and overwhelm.

Gary Keller writes in the Millionaire Real Estate Agent book,

The truth is that all plans must be reduced to simplicity in order for us to be able to implement them,. No one can live or operate in complexity for very long-lasting success always lies in our ability to reduce things to their simpliest level. (page 26)

Related Posts:

Be Water

The two M’s of real estate lead generation

What is your domino?

Be Water July 28, 2008

Posted by Darin Persinger in Uncategorized.
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Bruce Lee’s legendary words- “Be Water”

Gary Keller in his legendary book, The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be!, writes about the importance of scripts and dialogues in the Economic Model for a real estate agent.

“Converting leads to appointments and converting appointments to listings are huge drivers of your economic success. They are both accomplished by a skilled presentation with a firm grasp of scripts and dialogues. If you can’t make a convinviniving presentation, deliver purposeful scripts or engage in effective dialogue, you won’t be very successful, no matter how many leads you may have.” (page 132)

When you have become a master of your scripts like Bruce Lee has become a master of martial arts, you are like water. You can flow or you can crash. You will be powerful and smooth at the same time.

Be water my friend.

Join us in the Lions Den every morning at 8:00 am PST for practice on scripts and dialogues.

It’s My Time….Real Estate Excercise June 14, 2008

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Take a piece of paper out and right down the answers to these questions.

It’s my time…
To understand the market.

How much is it really down? How much is it really up?
What is my housing affordability index?
What is my Days On Market (DOM)?
What is the absorption rate?
To be learning based.

Where can I join a mastermind? Who is coaching me? What national training events can I attend? What
regional training is available? What local training is open to me? What books am reading?
To be productive.

What methods of lead generation am I doing?
When? How often? For how how long?

Power Hour Prospecting June 3, 2008

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Sales, Scripts.
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I have 8-10 of my agent partners showing up every morning doing rock and role play, (scripts and dialogues), we are then watching a POWER UP video from KWConnect. After practicing our scripts, watching a video that gets our mindset right to get on the phone, we go and make a hour of focused prospecting calls.

Some agents are calling FSBO’s, expireds or Just Listed/Just Solds. Some agents are sticking with their sphere of influence or past customers/clients.

What would an hour of focused prospecting do for your business? Do you need some ideas for scripts? Do you need help getting over fear and call reluctance?

Contact me today: MoreListingsMoreSales@gmail.com  425-446-2429

You Can’t Motivate Your Real Estate Clients May 15, 2008

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Indecision can be overcome by information from outside sources, lack of motivation can only be overcome from inside the person.