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This Author: Scot Kenkel

Sell More Houses Podcast by Scot Kenkel

Sell More Houses Podcast

by Scot Kenkel

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Scot Kenkel has been delivering relevant and interesting training programs to the Real Estate Industry for over 20 years. He created this podcast to simply make his unique training material available to more Real Estate professionals everywhere. There’s nothing fancy about his style other than the fact that what he teaches really does work and his processes are simple to follow and even easier to implement. Have a listen and then let him know what you think. Happy Learning.


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SMH102 – Marketing 101 – The Magical Mystical “Yellow Drop-Off”

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Tue, Jun 21, 2016


Marketing 101 – The Magical Mystical “Yellow Drop-Off” There are probably as many unique definitions of the term “Marketing” as there are different styles of houses, and the same holds true with the actual purpose of “Marketing”. Within the Real Estate Business though the most commonly stated purpose for “Marketing” is quite often to just […]

The post SMH102 – Marketing 101 – The Magical Mystical “Yellow Drop-Off” appeared first on How to Sell More Houses.



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SMH101 – Prospecting and the 25% Rule

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 01, 2016


Prospecting and the 25% Rule How can you KNOW whether or NOT your Prospecting efforts are Generating enough Prospects? What metrics should you be using to Gauge your Skill Level? Is there an Easy and Instant Method of knowing which techniques are working or not working for you? Find out the answers to these and […]

The post SMH101 – Prospecting and the 25% Rule appeared first on How to Sell More Houses.



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SMH100 – Getting Good at Getting Good

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 25, 2016


Getting Good at Getting Good What does it take to get GOOD at something, anything? Better yet, what does it take to get GOOD at Getting GOOD at something, anything? Can an average Real Estate Agent become a Top Producer even though they don’t possess any natural born selling skills or talent? What SKILLS can you […]

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SMH099 – The Five Cons of “NOT” Prospecting

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 18, 2016


The Five Cons of “NOT” Prospecting Answer this Honestly…How many times in the last 30 days have you told yourself “I REALLY NEED TO SPEND MORE TIME PROSPECTING” Or “I WISH I WAS BETTER AT PROSPECTING” Or “I WOULD BE MORE SUCCESSFUL IF I KNEW HOW TO PROSPECT”? If you really feel that one of your career weaknesses rhymes […]

The post SMH099 – The Five Cons of “NOT” Prospecting appeared first on How to Sell More Houses.



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SMH098 – Earn $100K Working 10 Hours per Week

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 11, 2015


Earn $100K Working 10 Hours per Week How can it be possible to Earn $100K per year in the Real Estate Business by working just 10 Hours per week? A recent N.A.R. report stated that the average REALTOR works a minimum of 40 hours each week and earns a gross of only $45K per year […]

The post SMH098 – Earn $100K Working 10 Hours per Week appeared first on How to Sell More Houses.



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SMH097 – The Impractical Logic of Taking Overpriced Listings

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 04, 2015


We’ve all been there before; the listing appointment is going better than expected, the sellers are respectful, appreciative, highly attentive and their home is an absolute gem. You think to yourself how everything seems to be going so well that you can almost taste that commission check you’re going to get once their house sells. […]

The post SMH097 – The Impractical Logic of Taking Overpriced Listings appeared first on How to Sell More Houses.



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SMH096 – Who Are You Really Lying To?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 28, 2015


We all tell lies. We do. We may not intend to lie and in most cases we may not even be aware that we’ve lied and yet we continue to do it, we lie. And unless you’ve been professionally diagnosed as a Sociopath or a Psychopath, it’s likely that you’re guilty of lying about lying […]

The post SMH096 – Who Are You Really Lying To? appeared first on How to Sell More Houses.



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SMH095 – Tips for Working with Buyers

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 21, 2015


What should you do as a Professional Real Estate Agent when your Buyers, after an exhaustive search and finally agreeing that this is the “RIGHT” house, still aren’t willing to pull the proverbial trigger and submit an offer to purchase the property? During this episode of the “HOW TO SELL MORE HOUSES” Podcast you’ll learn […]

The post SMH095 – Tips for Working with Buyers appeared first on How to Sell More Houses.



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SMH094 – Can You Sell More Houses by Thinking Less??

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 26, 2015


Selling More Houses by Just Thinking Less Are you guilty of letting your “thinking” get in the way of your business growth? Probably not. At least that’s what your Subconscious Mind would want you to believe. The truth is we’re all subjected to occasionally “Over Thinking” our prospecting efforts which can get in the way […]

The post SMH094 – Can You Sell More Houses by Thinking Less?? appeared first on How to Sell More Houses.



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SMH093 – HOW TO Change Your Client’s Thinking

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 12, 2015


HOW TO Change Your Client’s Thinking We all believe what we believe based upon a lifetime of what we’ve read, heard, seen, been told by others and personally experienced. What we believe as individuals doesn’t necessarily make us right or wrong but it does have a real impact on nearly all of the decisions we […]

The post SMH093 – HOW TO Change Your Client’s Thinking appeared first on How to Sell More Houses.



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SMH092 – There’s NO Reason to Be Afraid of FSBOs

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 22, 2015


There’s NO Reason to Be Afraid of FSBOs Scene #1: You’re driving home after a difficult day at the Real Estate Office and as you turn onto the street that leads into your subdivision and then you see it; a freshly planted “For Sale by Owner” sign prominently placed for everyone to see. You quickly […]

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SMH091 – It’s Monday Morning; Now What Should I Do?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Tue, Jul 07, 2015


It’s Monday Morning; Now What Should I Do?  It happens to each of us at some point; we decide to take a well deserved short break from the hustle and bustle of the Real Estate Business after getting that “One Deal” to finally close. That sale you just closed consumed so much of your time […]

The post SMH091 – It’s Monday Morning; Now What Should I Do? appeared first on How to Sell More Houses.



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SMH090 – When is Taking a New Listing a Bad Decision?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 24, 2015


When is Taking a New Listing a Bad Decision?  You’ve probably been told by everyone you know in the Real Estate business that “Listings” are the name of the game, right? Most Real Estate Agents find that Taking a New Listing is an opportunity to demonstrate their superior promotional and marketing abilities. Sometimes taking a […]

The post SMH090 – When is Taking a New Listing a Bad Decision? appeared first on How to Sell More Houses.



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SMH089 – Avoiding the “Let’s Find One First Before Listing” Trap

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Tue, Jun 16, 2015


Avoiding the “Let’s Find One First Before Listing” Trap It happens regularly to most Real Estate Professionals out there — those sellers you’ve been chasing after for a while tell you they’d rather go out and “Find” their next home before agreeing to put their current home on the market. So what should you do […]

The post SMH089 – Avoiding the “Let’s Find One First Before Listing” Trap appeared first on How to Sell More Houses.



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SMH088 – Why Do (Some/Many/Most) Agents Fail?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 03, 2015


Why Do (Some/Many/Most) Agents Fail? Earning a Living by Selling Houses looks a whole lot easier than it really is and during this episode of the “HOW TO SELL MORE HOUSES” Podcast you’ll not only learn why Agents Fail but what they can do to avoid Failure. Thanks for taking the time to listen and […]

The post SMH088 – Why Do (Some/Many/Most) Agents Fail? appeared first on How to Sell More Houses.



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SMH087 – Mastering the Expired Listing Process PART 4

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 13, 2015


The Appointment Process — Getting them to WANT TO Hire You!! Let’s face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there’s no question that to them that working Expireds is a virtually untapped source of steady business – and it comes […]

The post SMH087 – Mastering the Expired Listing Process PART 4 appeared first on How to Sell More Houses.



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SMH086 – Mastering the Expired Listing Process PART 3

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 06, 2015


Helping Them Discover Their Toothache and Wanting to Meet With You Let’s face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there’s no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with […]

The post SMH086 – Mastering the Expired Listing Process PART 3 appeared first on How to Sell More Houses.



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SMH085 – Mastering the Expired Listing Process PART 2

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 29, 2015


Finding Them, Contacting Them and Connecting With Them Let’s face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there’s no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with hardly any […]

The post SMH085 – Mastering the Expired Listing Process PART 2 appeared first on How to Sell More Houses.



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SMH084 – Mastering the Expired Listing Process PART 1

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 22, 2015


Why You Should Master the Expired Listing Process Let’s face it; very few Real Estate Agents actually work Expired Listings on a regular basis. For those agents that do work them there’s no question that to them that working Expireds is a virtually untapped source of steady business – and it comes with hardly any […]

The post SMH084 – Mastering the Expired Listing Process PART 1 appeared first on How to Sell More Houses.



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SMH083 – Why Should Any BUYER or SELLER Hire You?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 15, 2015


Why Should Any BUYER or SELLER Hire You? It sounds simple yet most Agents don’t have a truly compelling answer to the question “Why should any BUYER or SELLER hire you?”  Some of the more common responses I’ve heard such as “Because I’m really good at what I do!!” or “They Just Should!!” seem to […]

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SMH082 – Painlessly Charging (and Earning) HIGHER Commissions

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 01, 2015


Painlessly Charging (and Earning) HIGHER Commissions Most Real Estate Professionals literally CRINGE at the thought of charging their Sellers a higher listing commission or selling fee!! And even though you were taught in pre-license class that all fees between you and your clients are “Negotiable”, the reality is that most Commissions charged tend to go down […]

The post SMH082 – Painlessly Charging (and Earning) HIGHER Commissions appeared first on How to Sell More Houses.



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SMH081 – STOP Worrying and START Planning

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 18, 2015


STOP Worrying and START Planning What do Real Estate Professionals worry about more than anything else? Most likely the same thing any “Self Employed” person is concerned about…MONEY!! More specifically they’re worried about running out of money or not making any money at all. And as you probably already know, worrying about money will hardly […]

The post SMH081 – STOP Worrying and START Planning appeared first on How to Sell More Houses.



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SMH080 – How to Overcome the Fear of Being Rejected

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 11, 2015


How to Overcome the Fear of Being Rejected One of the more popular reasons Agents give for WHY they resist prospecting is their own FEAR of being rejected. It’s completely understandable why someone would NOT want to be put into a position of feeling rejected, regardless of whether its from a prospect or even a […]

The post SMH080 – How to Overcome the Fear of Being Rejected appeared first on How to Sell More Houses.



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SMH079 – To Do or Not to Do? >> That is THE Question…

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 04, 2015


To Do or Not to Do? >> That is THE Question… Here’s a silly question: How do any of us actually go about deciding what to do or not do on any given day? If you’re like most folks you’re probably thinking this is easy; all you have to do is decide what needs to […]

The post SMH079 – To Do or Not to Do? >> That is THE Question… appeared first on How to Sell More Houses.



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SMH078 – How to Know if a Prospect is actually a Prospect or Not

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 25, 2015


How to Know if a Prospect is actually a Prospect or Not Selling Houses is definitely not a profession based on science. In fact it takes a lot of hard work and an unbridled willingness to take chances; plenty of chances. Unfortunately, most agents are too willing to take uncalculated chances with most potential buyers […]

The post SMH078 – How to Know if a Prospect is actually a Prospect or Not appeared first on How to Sell More Houses.



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SMH077 – Tell Me Again WHY You’re Going on That Appointment…

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 18, 2015


Tell Me Again WHY You’re Going on That Appointment… There’s a good chance you’re  going to spend at least a couple hours getting prepared for that upcoming appointment. After you finish doing your market research you might even go as far as to assemble and print out a full color CMA. Impressive to say the […]

The post SMH077 – Tell Me Again WHY You’re Going on That Appointment… appeared first on How to Sell More Houses.



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SMH076 – Making the Most of Your 2014 Report Card – aka Form 1099

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 11, 2015


Making the Most of Your 2014 Report Card – aka IRS Form 1099 Once again it’s that time of the year when most Real Estate Professionals will be receiving their Annual Performance Report Card showing exactly how well they did over the previous year.  What I’m referring to of course is the 1099 Miscellaneous Income […]

The post SMH076 – Making the Most of Your 2014 Report Card – aka Form 1099 appeared first on How to Sell More Houses.



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SMH075 – The Battle Between Scarcity and Abundance

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 04, 2015


The Battle Between Scarcity and Abundance Which is better: too much of something or too little of it? By itself the question is of little use – but bring it into the right context and it’s suddenly a hot topic worthy of pondering. For instance; what’s better for a typical real estate agent; having an […]

The post SMH075 – The Battle Between Scarcity and Abundance appeared first on How to Sell More Houses.



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SMH074 – There’s Just No Reason to be Terrified of Expireds

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 28, 2015


There’s Just No Reason to be Terrified of Expireds “Why are they so Angry?” “I feel like they hate all of us!!” “I’d rather be broke than to have to work with Expireds!” “There must be an easier way to do it…” >>> These are just a few of the most common statements I hear […]

The post SMH074 – There’s Just No Reason to be Terrified of Expireds appeared first on How to Sell More Houses.



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SMH073 – Why Do Apprenticeship Programs Work?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 21, 2015


Why Do Apprenticeship Programs Work?  Throughout history Apprenticeship programs have been used as a proven method of transferring skills from one group of skilled individuals to another. The same skill building principles that the original Apprenticeship Programs from 4,000 years ago were based on are still in use and considered very applicable in the 21st […]

The post SMH073 – Why Do Apprenticeship Programs Work? appeared first on How to Sell More Houses.



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SMH072 – Overcoming the Instant Gratification Prospecting Trap

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 14, 2015


Overcoming the Instant Gratification Prospecting Trap One of the more common “psychological” reasons many Real Estate Agents don’t or won’t ever turn the act of Prospecting into a regular routine or habit is the underlying need for “Instant Gratification”.  Real Estate Agents have been conditioned to believe that the ONLY reason they should make Prospecting Calls is merely […]

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SMH071 – How to NOT FAIL at New Commitments!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 07, 2015


How to NOT FAIL at New Commitments!! It’s that time of the year when many folks decide to make changes in their lives; perhaps a new diet, an exercise routine, or as a Real Estate Agent you may be committed to implementing a new weekly prospecting initiative to help you grow your business. Committing to […]

The post SMH071 – How to NOT FAIL at New Commitments!! appeared first on How to Sell More Houses.



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SMH070 – The Prospecting PARADOX of the Real Estate Business

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Dec 10, 2014


The Prospecting PARADOX of the Real Estate Business How would it feel to have so many buyers and sellers begging to work with you that you actually had to stop taking calls? How would it change the way you deal with your job as a Real Estate Professional? Most likely you’d become a whole lot […]

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SMH069 – Creating a SUPER SIMPLE Real Estate Business Plan

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Dec 03, 2014


Creating a SUPER SIMPLE Real Estate Business Plan There’s a popular Winston Churchill quote that states  “a failure to plan is a plan for failure”. A good business plan is the backbone of almost every successful business and yet the overwhelming majority of Real Estate Professionals tend to look at business planning as something you […]

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SMH068 – How to GROW Your Business without GOING BROKE!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 19, 2014


How to GROW Your Business without GOING BROKE!! The single most common reason for any business failure, whether it’s a new or existing business, is that the business ran out of money. In other words the business went BROKE since the money coming into the business,  or the so called revenue, just wasn’t enough to […]

The post SMH068 – How to GROW Your Business without GOING BROKE!! appeared first on How to Sell More Houses.



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SMH067 – Creating Business Opportunities with Open Houses

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 12, 2014


Creating Business Opportunities with Open Houses Conducting Open Houses can be a good source of new business for any Real Estate Professional. Unfortunately many Agents find Open Houses to be a waste of time and the results tend to be unpredictable at best. Join me for this episode of the “HOW TO SELL MORE HOUSES” Podcast and I’ll share with you a strategy that […]

The post SMH067 – Creating Business Opportunities with Open Houses appeared first on How to Sell More Houses.



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SMH066 – Getting the Most from Your Pre-Holiday Season Prospecting

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 05, 2014


Getting the Most from Your Pre-Holiday Season Prospecting Is it just me or does the holiday season seem to show up a little earlier each year? Many retailers generate a disproportionate share of their annual sales during the last couple months of each year and there’s no reason you can’t do the same. All it […]

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SMH065 – Does Dishonest Prospecting Actually Work?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 29, 2014


Does Dishonest Prospecting Actually Work? Have you ever felt a little uneasy or slightly uncomfortable while making prospecting calls? Of course you have, most salespeople do. Bet you didn’t know that one of the main contributors to that awkward sensation of misplaced anxiety is a direct result of your conscience talking to you. This is […]

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SMH064 – The Trick-or-Treat Marketing Paradox

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 22, 2014


The Trick-or-Treat Marketing Paradox As a kid the only thing better than candy is more candy, free candy, unlimited candy. And every year around this time we recognize the annual celebration of Halloween which is marked by the tradition of “Trick-or-Treating” whereby millions of children will anxiously go door-to-door politely begging for sweets and treats […]

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SMH063 – Going from STUCK to UNSTUCK!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 15, 2014


Going from STUCK to UNSTUCK!! We all get stuck at one point or another in this business we call Real Estate. During this Episode you’ll listen to an actual recorded conversation between me and one of my “Painless Prospecting Workshop” Students while I help him overcome one of the most common challenges which involves getting […]

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SMH062 – The FSBO Conundrum – Sell It Yourself or Hire a Pro

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Tue, Oct 07, 2014


The FSBO Conundrum – Sell It Yourself or Hire a Pro Many Real Estate Professionals avoid working with For Sale by Owners (FSBOs) because they don’t have a clear understanding of HOW or WHY they should consider helping them. For instance; out of every 100 Homeowners that begin the task of Selling on their Own […]

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SMH061 — Leveraging the Value of Your Professional Opinion

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 24, 2014


Leveraging the Value of Your Professional Opinion Most agents I talk with hardly ever get tired of being asked for their “Professional Opinion” and my guess is neither do you, right? Being asked by someone to give them some advice or to render a “Professional Opinion” is by far one of the most fulfilling pleasures […]

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SMH060 – The New Agent’s Guide to Real Estate SUCCESS PT 2 of 2

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Thu, Sep 18, 2014


The New Agent’s Guide to Real Estate SUCCESS PT 2 of 2 Every Licensed Agent in the Real Estate Business has at one point been through the “New Agent” transition phase; that’s where you go from a sense of unbridled enthusiasm to a more cerebral awareness that the business side of this business just isn’t […]

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SMH059 – The New Agent’s Guide to Real Estate SUCCESS PT 1 of 2

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 10, 2014


The New Agent’s Guide to Real Estate SUCCESS PT 1 of 2 Every Licensed Agent in the Real Estate Business has at one point been through the “New Agent” transition phase; that’s where you go from a sense of unbridled enthusiasm to a more cerebral awareness that the business side of this business just isn’t […]

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SMH058 – Advanced Conversational Skills and the Importance of RULE 101

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 03, 2014


Advanced Conversational Skills and the Importance of RULE 101 Most of us know how to engage a stranger in a casual conversation; start with a kind gesture to break the ice and then follow that with a dose of genuine curiosity. But turning that interaction into a slightly directed and more purposeful conversation requires a […]

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(Replay) SMH017 – RAPPORT: The Key to Turning Contacts into Cont(R)acts

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 27, 2014


(Replay) SMH017RAPPORT: The Key to Turning Contacts into Cont(R)acts Your ability (or inability) to effectively create Rapport with a Prospect is probably one of the most significant indicators of whether or not they’ll do business with you. Rapport is one of the most important ingredients in the recipe for building a thriving Real Estate Business. Whether you’re […]

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SMH057 – How to Effectively Ask Questions without Sounding NOSEY

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 20, 2014


How to Effectively Ask Questions without Sounding NOSEY Most of us tend to avoid the “Nosey” neighbor, you know the one, that annoying individual that tries to keep tabs on everything going on in the neighborhood. Why is it that we think of being “Curious” as an endearing human characteristic yet we scoff at the […]

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SMH056 – The “Bulletproof” Appointment Conversion Technique

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 13, 2014


The “Bulletproof” Appointment Conversion Technique Finally, after countless attempts and numerous messages left on their voice mail you managed to make contact with that potential seller you’ve been chasing for the last month. Now you’re on the phone with them trying to get them to agree to a day and time for you to come over to their house […]

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SMH055 – Simple Solutions for Avoiding Procrastination

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 06, 2014


Simple Solutions for Avoiding Procrastination I’ve been a secret member of N.A.P.A.; the North American Procrastinators Association for most of my life. It’s a wonderful association where absolutely nothing ever gets done; there are no dues, no membership application, no web site, no meetings and no annual conference. It’s a perfect association. Maybe you belong […]

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SMH054 – Who’s Walking Whom – Is it You or Your Clients?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 30, 2014


Who’s Walking Whom – Is it You or Your Clients? Every morning for the last ten years, whether it’s sunny outside, raining, snowing or a threat of severe thunderstorms, I’ve faithfully been on the dumb end of a dog leash following my longtime best friend Sparky. I used to believe it was me taking him for our daily […]

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SMH053 – Painless Prospecting meets the Karate Kid

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 23, 2014


Painless Prospecting meets the Karate Kid The whole concept of making prospecting a comfortable and painless activity is easy once you understand the key elements of the entire “Painless Prospecting System”. One of the most critical components of the process though involves understanding your agenda or the purpose behind why you are making that initial contact with them. Telling them […]

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SMH052 – Selling More Houses by Solving More Problems

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 16, 2014


Click Here Call the 24/7 Answer Line 1-888-578-6805 >>>> I love it when a new agent tells me the reason they got into the real estate business was because they really like people. I suppose that it’s better than “not liking people” yet it’s a bit strange, at least for me, to imagine someone choosing real estate as a career […]

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SMH051 – The Pain of Learning, Un-Learning and Re-Learning

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 09, 2014


The Pain of Learning, Un-Learning and Re-Learning Learning new skills and techniques is a lot of hard work, and it gets harder as you grow older. After spending most of my adult life training adults on a variety of business growth skills, I’ve often found it necessary to help students “unlearn” something before they’re able […]

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SMH050 – Building the Ultimate Real Estate Retirement Machine

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jul 02, 2014


Building the Ultimate Real Estate Retirement Machine In the really old days (during my parent’s generation) you’d find a job, work there for most of your life and then hopefully retire. Retirement in those days meant that some company would pay you money after you stopped working. But those sort of jobs and benefits are […]

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SMH049 – The “Why? What if? Would You?” Technique

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 25, 2014


The “Why? What if? Would You?” Technique  Convincing prospects and clients to do things your way can sometimes be a real challenge, at least for most agents. It usually requires you to explain to them, in a easy-to-follow and logical manner, that your way is a much better option for them as compared to them […]

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SMH048 – Painless Prospecting: From Information to Conversation

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 18, 2014


Painless Prospecting: From Information to Conversation Call someone, anyone for that matter, that’s running an ad in the paper (Craigslist) with something for sale and they’ll happily “Describe” the item without any hesitancy. This is called getting information and it’s as easy as riding a bike. Add a few techniques and some  “habit forming” practice […]

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SMH047 – Painless Prospecting: Getting Comfortable Making Calls

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 11, 2014


Painless Prospecting: Getting Comfortable Making Calls Fact #1: Most Agents would rather stick needles in their eyeballs rather than make prospecting calls. Fact #2: If making Prospecting calls was Painless you’d be more likely to do it. Admit it; if you spent more time making prospecting calls you’d be in a better position to kick […]

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SMH046 – Customer INFIDELITY – The COST of Not Staying In Touch

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jun 04, 2014


Customer INFIDELITY – The COST of Not Staying In Touch One of the worst feelings imaginable, at least as a Real Estate Professional, is to find out that a dear friend or past client decided to put their house on the market — BUT THEY HIRED SOMEONE OTHER THAN YOU!! This sort of perceived rejection […]

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SMH045 – Conversational Skills – Going from Good to Great with FSBOs

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 28, 2014


Conversational Skills – Going from Good to Great with FSBOs The Real Estate Business is so much more about dealing with people than it is about dealing with houses or real estate. One major key to succeeding in this business is to improve your conversational skills with colleagues, clients and prospects. Whether by phone or […]

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SMH044 – Get More Listings by Educating Your Sellers on the Right Hiring Criteria

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 21, 2014


Get More Listings by Educating Your Sellers on the Right Hiring Criteria Competing for a listing is a lot like applying for a decent paying job with one major difference; in most cases neither you nor the homeowner has a defined hiring criteria. How are you supposed to meet their hiring criteria when they don’t […]

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SMH043 – HOW to EARN MORE by WORKING LESS not WORKING MORE

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 14, 2014


HOW to EARN MORE by WORKING LESS not WORKING MORE How many working hours should you put in each week in order to be wildly successful in the Real Estate Business? 50? 55? 60? Or maybe even more? Some old-school thinkers still cling to the belief that the only path to success is to work […]

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SMH042 – What do Spinning Plates, EKGs and Elephants have in Common?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, May 07, 2014


What do Spinning Plates, EKGs and Elephants have in Common?  No spoiler alert here – to find out what Spinning Plates, EKGs and Elephants have in common you’ll have to listen to the podcast episode. I’m sure you’ll get a kick out of it. Scot During this episode I’ll be discussing: What Spinning Plates, EKGs […]

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SMH041 – Who’s to Blame when an Agent Leaves the Real Estate Business?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 30, 2014


Who’s to Blame when an Agent Leaves the Real Estate Business? It happens quietly all across North America nearly every day; way too many hard working, well intended, professional and conscientious Real Estate Agents will call it quits. They’ll begin the reverse transition from the real estate business into something entirely different; perhaps it’s an […]

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SMH040 – How to Get Paid when your Sellers Have NO EQUITY

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 23, 2014


How to Get Paid when your Sellers Have NO EQUITY What happens when you find out that your sellers want to sell but it turns out that they owe more on their home than its worth? What advice should you give them? Is there a way for you to help them and still get paid? […]

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SMH039 – Get More Listings by Strategically Working the Move-Up-Buyers

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 16, 2014


Get More Listings by Strategically Working the Move-Up-Buyers NAR research has suggested that nearly 1 out of every 3 active home buyers are actually Move-Up-Buyers; existing homeowners looking to find something better or larger to buy. The biggest challenge in dealing with these Move-Up-Buyers is that they often want help finding the RIGHT home FIRST […]

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SMH038 – Minimizing the Financial Impact of April 15th — TAX DAY!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 09, 2014


Minimizing the Financial Impact of April 15th — TAX DAY!! What can be more fun than a root canal? Tax time of course. Whether you like it or not it comes like clockwork each and every year right just as the memory of winter has passed and the flowers are just about to bloom. It’s […]

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SMH037 – How the FEDEX Logo can Help you Overcome Objections

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Apr 02, 2014


How the FEDEX Logo can Help you Overcome Objections Most people know what they know but not what they don’t know. Sounds silly when you say it out loud, doesn’t it? But there’s an important learning lesson here that most Real Estate Agents don’t understand when it comes to dealing with others — the easiest […]

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SMH036 – Your Boss is Really Nice and Should be FIRED!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 26, 2014


Your Boss is Really Nice and Should be FIRED!! We all know what it’s like to have a “real” job — you show up when you’re told to show up and you do what you’re told to do in exchange for getting paid. If for some reason you decide NOT to do what you’re told […]

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SMH035 – Converting More Internet Leads into Appointments

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 19, 2014


Converting More Internet Leads into Appointments With so many consumers beginning their home search on the Internet it’s no wonder there’s been such an explosive growth in the promotion of Internet Leads to Agents everywhere. Some agents claim that these Internet Leads are the greatest invention since the creation of sliced bread while others can’t […]

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SMH034 – How Buying a Car is like Buying a House

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 12, 2014


How Buying a Car is like Buying a House It still amazes me when an experienced Real Estate Agent still believes that someone selling their own home (FSBO) will end up saving money by doing the work of an agent themselves. No organization, especially REALTORS, can continue to exist and thrive without the ability to […]

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SMHQ004 – Listener Question: “How do I handle an incoming call from a Yellow Drop Off?”

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Fri, Mar 07, 2014


Listener Question: “How do I handle an incoming call from a Yellow Drop Off?”  

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SMH033 – Eliminating Fear by Adopting the Right Agenda

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Mar 05, 2014


Eliminating Fear by Adopting the Right Agenda — Many years ago I was exposed to something I like to refer as the “Amway Ambush”; a somewhat deceptive approach for getting a prospect to sit down and listen to a lengthy sales presentation. Some real estate professionals may very well be guilty of using a similar […]

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SMHB001 – BONUS Episode – Live FSBO Calls with my Feedback

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Fri, Feb 28, 2014


BONUS Episode – Live  FSBO Calls with my Feedback During this BONUS Audio Episode you’ll get to listen in to some actual live calls made to For Sale by Owners by one of my students with my feedback given immediately after the calls are finished. I hope you enjoy it. Download a copy of the “FSBO […]

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SMH032 – The Painless Process for Working with FSBOs

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 26, 2014


The Painless Process for Working with FSBOs There are only two ways to get a house sold; either hire a professional Real Estate Agent or Sell it as a ‘For Sale by Owner (FSBO)’. FSBOs can become a wonderful source of business for any agent that’s willing to put forth the effort yet for many […]

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SMH031 – The Long Forgotten Fear of Learning to Ride a Bicycle

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 19, 2014


The Long Forgotten Fear of Learning to Ride a Bicycle Most of us already know how to ride a bike but can you remember what it was like before you knew how? Probably not. Wanting to LEARN how to ride a bike is a lot different from wanting to KNOW how to ride a bike. […]

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SMH030 – The Beginner’s Guide to Painless Prospecting

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 12, 2014


The Beginner’s Guide to Painless Prospecting  The Real Estate business is an incredibly busy business, especially when you’re brand new and just getting started. Prospecting of course is one of those activities that new agents will typically put off until “later”, whenever that is. During this episode you’ll get a sneak peak into how I […]

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SMH029 – When Why and How to Go About Hiring a Business Coach

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Feb 05, 2014


When Why and How to Go About Hiring a Business Coach Unless you live under a rock with no cable TV or Internet connection you were probably one of the 111 Million viewers of the recent NFL Super Bowl game. Whether you were watching to cheer your team to victory or just interested in what […]

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SMH028 – Is Your Real Estate Career Just Another Groundhog Day?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 29, 2014


Is Your Real Estate Career Just Another Groundhog Day? What is Groundhog Day? It’s that once a year celebration that takes place every 2nd of February in a remote part of Pennsylvania called Punxsutawney. It involves a famous groundhog named “Punxsutawney Phil” who’s given some special powers by the universal weather Gods whereby he will […]

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SMH027 – Understanding the Struggle with the Prospecting Paradox

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 22, 2014


 Understanding the Struggle with the Prospecting Paradox In my conversations with Real Estate Agents I always manage to ask the question “How much time do you spend prospecting each week?” The most common response, believe it or not, is “Not Enough!”. Which of course leads me to ask the next logical question “Why Not?, Why […]

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SMH026 – The Painless Process for Working with Expired Listings

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 15, 2014


The Painless Process for Working with Expired Listings The Painless Process for Working with Expired Listings One of the fastest methods for building up your inventory of Marketable Listings is to work with folks that have already had their house on the market but it failed to sell; AKA the Expired Listings. Most agents are […]

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SMH025 – Time Blocking Basics for Real Estate Agents

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Jan 08, 2014


Time Blocking Basics for Real Estate Agents Time Blocking Basics for Real Estate Agents It’s once again that time of year when most of us are looking for help with our Business Planning, Goals and Time Management. Just like it says in the cartoon, most of us are probably already prepared for “scattered frustration, followed […]

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SMHQ002 – A Listener Question: “What is the best way to follow up with a lead?”

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Fri, Jan 03, 2014


A Listener Question: “What is the best way to follow up with a lead?” 

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SMH024 – Overcoming the #1 Most Common Sales Objection!!

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Dec 18, 2013


Overcoming the #1 Most Common Sales Objection!! Overcoming the #1 Most Common Sales Objection!! What is it about dealing with Seller Objections that can make most Salespeople start to shake and quiver with fright? I’m not really sure but during this episode I’m going to walk you through the process of dealing with ANY OBJECTION […]

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SMH023 – What Should You Do Next? Success Habits Part 1…

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Dec 11, 2013


What Should You Do Next? Success Habits Part 1 What Should You Do Next? Success Habits Part 1… The original question that prompted this episode’s topic actually came from an astute listener of mine (thanks Allie) that asked “What should I do next?” She’s brand new to the business and unsure about what to do […]

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SMH022 – Mastering the ART of ASKING Good QUESTIONS

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Dec 04, 2013


Mastering the ART of ASKING Good QUESTIONS Mastering the ART of ASKING Good QUESTIONS Asking questions is a lot more than just trying to get someone to give you information!! In fact if done correctly, asking questions will help you create a connection, build rapport, establish trust, and most of all; get you more listings!! […]

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SMH021 – Delivering the ULTIMATE Listing Presentation PART 2

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 27, 2013


Delivering the ULTIMATE Listing Presentation PART 2 Delivering the ULTIMATE Listing Presentation PART 2 There’s no better feeling than going on an appointment for a listing knowing that the sellers have already told you that they WANT YOU to List and Sell their home. Not only does it give you a great sense of inner […]

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SMH020 – Delivering the ULTIMATE Listing Presentation PART 1

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 20, 2013


Delivering the ULTIMATE Listing Presentation PART 1 Delivering the ULTIMATE Listing Presentation PART 1 There’s no better feeling than going on an appointment for a listing knowing that the sellers have already told you that they WANT YOU to List and Sell their home. Not only does it give you a great sense of inner […]

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SMH019 – The 10 Step ULTIMATE Listing Appointment Process

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 13, 2013


The 10 Step ULTIMATE Listing Appointment Process The 10 Step ULTIMATE Listing Appointment Process How much real value is there in your ability to master the ULTIMATE Listing Process? Do you have room to improve or are you perhaps sitting there reading these words  while thinking to yourself “I’m pretty darn good on appointments and […]

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SMH018 – You Can Find a Lot More than Lost Golf Balls in the Bushes

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Nov 06, 2013


You Can Find a Lot More than Lost Golf Balls in the Bushes You Can Find a Lot More than Lost Golf Balls in the Bushes Sometimes the best place to look for new business is hiding in plain sight right there in front of you. Occasionally though you may need to get down on […]

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SMH017 – RAPPORT: The Key Component for Turning Contacts into Cont(R)acts

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 30, 2013


RAPPORT: The Key Component for Turning Contacts into Cont(R)acts Your ability (or inability) to effectively create Rapport with a Prospect is probably one of the most significant indicators of whether or not they’ll do business with you. Rapport is one of the most important ingredients in the recipe for building a thriving Real Estate Business. […]

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SMH016 – The Exponential Business Building Value of Staying In Touch

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 23, 2013


The Exponential Business Building Value of Staying In Touch The Exponential Business Building Value of Staying In Touch Isn’t it great when you get a call from a past client telling you they’re thinking about moving and they were wondering if you had time to come by and give them some advice on what to […]

The post SMH016 – The Exponential Business Building Value of Staying In Touch appeared first on How to Sell More Houses.



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SMH015 – HABITS – The Good The Bad and The Ugly…

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 16, 2013


Habits – The Good The Bad and The Ugly… Habits – The Good The Bad and The Ugly How much of an impact does developing the RIGHT Habits have on the SUCCESS of your Real Estate Business? Plenty. More than you might consider. In fact I’d bet that the most successful Real Estate Agents in […]

The post SMH015 – HABITS – The Good The Bad and The Ugly… appeared first on How to Sell More Houses.



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SMH014 – The 5-Step Painless Price Reduction Process

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 09, 2013


The 5-Step Painless Price Reduction Process The 5-Step Painless Price Reduction Process What if…? What if you missed the most recent episode (SMH013) of the SELL MORE HOUSES Podcast which covered specifics of how to AVOID taking Overpriced Listings? What if you just realized that you have an Overpriced Listing and aren’t sure what to […]

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SMH013 – Avoiding the PITFALLS of Taking Overpriced Listings

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Oct 02, 2013


How to Avoid the PITFALLS of Taking Overpriced Listings How to Avoid the PITFALLS of Taking Overpriced Listings One of the most befuddling parts of the Real Estate Business (to me at least…) is when an Agent takes an Overpriced Listing and then immediately lapses into RDS; aka “Realtor Denial Syndrome”. RDS is easy enough […]

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SMHQ001 – A Listener Question: “What to DO with Short Sale when the BANK Value is HIGHER?”

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Sun, Sep 29, 2013


Listener Question — “What to DO with Short Sale when the BANK Value is HIGHER?”  

The post SMHQ001 – A Listener Question: “What to DO with Short Sale when the BANK Value is HIGHER?” appeared first on How to Sell More Houses.



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SMH012 – Can SELLING as a FSBO Really Cost a SELLER MORE?

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 25, 2013


Can SELLING as a FSBO Really Cost a SELLER MORE?  Can SELLING as a FSBO Really Cost a SELLER MORE? There has always been a lot of disagreement regarding the which is the best approach to working For Sale by Owners. Some Agents are just plain “TERRIFIED” of FSBOs and prefer to steer clear of […]

The post SMH012 – Can SELLING as a FSBO Really Cost a SELLER MORE? appeared first on How to Sell More Houses.



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SMH011 – SELL MORE HOUSES by Working Smarter with Short Sale Sellers

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 18, 2013


Working Smarter with Short Sale Sellers SELL MORE HOUSES by Working Smarter with Short Sale Sellers Five years ago hardly anybody in the Real Estate Business really knew what a “Short Sale” was nor how to effectively work with a Seller that was in trouble with their Mortgage Lender or at risk of losing their […]

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SMH010 – SELL MORE HOUSES by Working Smarter with Short Sale Buyers

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 11, 2013


Working Smarter with Short Sale Buyers SELL MORE HOUSES by Working Smarter with Short Sale Buyers It’s hard enough working with Buyers these days and it can get even more complicated when they tell you they’re interested in that house being sold as a “Short Sale”!! If you’ve ever “Been There, Done That” and found […]

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SMH009 – How to SELL MORE HOUSES by Working with Real Estate Investors

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Sep 04, 2013


FIND, SELECT and WORK with the Best Real Estate Investors Possible!! How to SELL MORE HOUSES by Working with Real Estate Investors I’ve often wondered WHY some Real Estate Agents are so NEGATIVE in regards to working with Real Estate Investors. Is this because they believe Real Estate Investors know so much more about buying and […]

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SMH008 – How to SELL MORE HOUSES by Working Smarter with Buyers

Author: Scot Kenkel (Scot Kenkel at Gmail Dot Com)
Wed, Aug 28, 2013


SIX STRATEGIES for Working Smarter with Buyers How to SELL MORE HOUSES by Working Smarter with Buyers Do you want to know what the single most common complaint Agents have when asked about working with Buyers? Based on my totally informal survey of my students over the last 20+ years here’s what I’ve heard: In reverse […]

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