Archive for the ‘Real Estate News’ Category

It’s an Education Extravaganza!

March 24, 2011

We have some amazing upcoming opportunities to share with you. First, our SAFARI is on the move!  Our signature event, SAFARI was developed for the agent who truly wants to make a significant change in their business. We’ll look at the challenges you face, recommend activities that take into account your work style, and help create action plans to move you toward success.

We have two SAFARI events planned for spring. You can join us at the SeaTac Holiday Inn, just south of Seattle, on May 11th and 12th. Or catch us on June 15th and 16th at Bothell’s Hilton Garden Inn. As the curriculum for both programs is identical, all you need to do is select that location most convenient for you!

Select a date to register for SAFARI:
May 11th and 12th | June 15th and 16th

Not sure if SAFARI is right for your business? Join us for a free, informational call on Friday, March 25th to learn more. The call will begin at 1:00 Pacific Daylight Time, and we’ll share the details of this great event. Click here to reserve your spot on the call. And be sure to bring your questions!


Are you unsure about the state of today’s real estate market? Do you struggle to answer your clients’ questions about the future of real estate? Are you looking for a positive point of view? If you answered “yes” to any of these questions, you need to hear what Denise Lones has to say! Based on national, regional and local data, Denise will share her insights and information about the cur­rent market, how we got to where we are today, and what’s in store for 2011. And we’ll include updates on where we are as the first quarter of 2011 draws to a close.

If a fresh perspective, based on market knowledge, is of interest to you be sure to join us from 9:30am-1:00pm on Wednesday, March 30th, at the REI store in Seattle for a 3.5 clock hour class.  Contact Michelle Gates of Old Republic Title at 206-441-2978 to enroll in Market Trends 2011.

We’re planning even more educational events for 2011. Be sure to watch your email for details!


The Safari — Your Trek to Success

November 30, 2010

This Safari will kick your 2011 off right and is chock-full of amazing customizable material! And the best part? It is all about YOU! Your business, your habits and way of doing business, your custom solutions – there is no “one-size-fits-all” system at Safari:

  • Review your personal journey. You are at a crossroads and we need to take a look inside your rucksack—your belief system, conflict style, confidence, work style, personal pace, and habits.
  • Time to repack! A review of the “10 Essentials” and what you need to bring with you.
  • Where do you want to go? Building a successful business roadmap that runs parallel to your personal roadmap.
  • Elephant, jeep, on-foot, swinging on a vine – how do you like to travel? An in-depth investigation of the four personality types, how they affect your business, and how to adjust your natural style to communicate effectively with anyone.
  • Your Challenges; Your Solutions an open forum where you can tell us what the ‘roaring lions’ are for you, and where we teach you how stand your ground.
  • You’re out of the jungle and into the light! Planning for an amazing 2011 – creating custom lead generation, follow up, client care, and presentation plans for your personality type (capitalize on your strengths and avoid the quicksand!).

January 12th and 13th in the Seattle area.

Learn more about this exciting two-day event!

Click here to register today!

Out of the Jungle and Into the Light!

November 19, 2010

There’s no doubt that the past 2 years have taken a toll on agents. Some of you are worn and torn, and really tired. Some of you are exhausted. It’s been really tough. It’s been harder than it’s ever, ever been. For some of you, you probably feel like you’ve been totally lost in a deep, deep jungle.

Some of you have lost your confidence. Some of you may have a depleted bank account. More of you have lost your morale. You know what, though? You may have felt completely lost, but you’re actually still here. Right now, you’re sitting here reading this. You’re still here.

You’re still here and it’s time for you to recover.

I know what you’re thinking: It’s hard to be hopeful that business will ever get back to where it was before. The thought of it being better than before is nearly impossible to think about.

But do you know that these past 2 years have been incredible training ground for you? Do you know that the skills you have been pushed—or forced—to learn will actually (if utilized properly) be tools you can take with you forever into your future?

It’s time to take a good hard look at who you are, and where you’ve been in your business. It’s time to find out what you truly want to achieve, and figure out how to get there.

I’m inviting every one of you who read my Zebra Reports, every one of you who are my clients, every one of you who have attended my past Safaris, and anyone who has been in business for the past 2 years to join me for a 2-day, jam-packed event that will truly change the course of your business in 2011. You will never do business the same way again after you spend these 2 days with me.

I’m going to show you how to take what you’ve been through (and I know it’s not been pretty), and use it to propel you into a better & stronger business. I want you to get your mojo back. I want you to find your way again—I want you out of the jungle.

Here’s a quick look at THE SAFARI 2011.

  • You’ll review your personal journey. You are at a crossroads and we need to take a look at your rucksack including your belief system, conflict style, confidence, work style, personal pace, and habits.
  • It’s time to repack! A review of the “10 Essentials” and what you need to bring with you.
  • Where do you want to go? Building a successful business road map that runs parallel to your personal road map.
  • Elephant, jeep, on foot, swinging on a vine – how do you like to travel? An in-depth investigation of your personality type, how your type affects your business, and how to adjust your natural style to communicate effectively with anyone.
  • Your Challenges; Your Solutions – an open forum where you can tell us what the ‘roaring lions’ are for you, and we’ll teach you how stand your ground.
  • You’re out of the jungle and into the light! Planning for an amazing 2011 – creating custom lead generation, follow up, client care, and presentation plans for your personality type (capitalize on your strengths and avoid the quicksand!).

If you think you don’t have 2 days, you need to think again. These 2 days will change your business. These 2 days will give you your slowing-eroding hope back. These 2 days will give you real live, personalized tools that you will take with you and that will help you make money right now.

But here’s the thing. Don’t come unless you’re ready to take a good hard look at who you are, what holding you back, what mistakes you’ve made, or if you’re not willing to get some good, honest feedback. This is for people who seriously need to get out of their rut. It’s for people who need to get their hope and mojo back and get their plan back on track.

Want to know more?

The dates are January 12 and 13, 2011.

The registration fee:

  • Option 1: $449 if paid in full by November 30, 2010
  • Option 2: $475 if paid in full by December 20, 2010
  • Option 3: Two payments of $250 (half down now and final payment due by 1/3/11)

You’ll get:

  • Two intensive days of training with Denise Lones in the Seattle area.
  • A comprehensive manual complete with personal journal sections, exercises and business plans that you can use in 2011 and beyond.
  • A customized 2011 business and action plan.
  • A complete personality analysis.
  • Pre-event exercises that will start you on your path.

If you know you need this, then you need to register today. If you’re not sure, and you want to talk to me personally so I can help you determine if this is the event for you, email me at

This is your chance to talk to me one-on-one. It won’t cost you anything. Take advantage of it. I’ll talk to you and I’ll get you registered if I think this is the program for you. But I can’t help you if you don’t help yourself. And you don’t help yourself if you don’t email me.

If you’re ready to sign up right now—if you’re ready to find your way out of the jungle and into the light—then do it now. Simply follow the link below, and enroll online at a time that’s convenient for you. Click here to register today!

Or, call us at 360-527-8904, Monday through Friday between 8:30 and 4:30.

By Denise Lones CSP, M.I.R.M., CDEI

Ask Denise: On Social Media

November 16, 2010

Q: “Denise, I’m diving into social media but I don’t know what to do. Help!”

A: Don’t just dive in. Start with the end in mind. Treat social media just as you would writing an article for your local newspaper.

A big mistake agents make is to just sign up at Facebook, Twitter, YouTube, or ActiveRain and just start posting randomly. Before you do that, create a social media plan. Know what you’re going to post. Develop a schedule for when you’re going to post.

Also, make sure all your posts are business-related. While it’s good to have friends, don’t forget that you’re in business—and you’re on these sites to generate new business. Have a separate account for your business if necessary. It’s an important distinction to make between your private activities and your business activities.

Club Zebra: An All-Inclusive Solution

November 5, 2010

After many years of helping our clients to brand themselves, I can safely say that I’ve pretty much seen it all. But there is one problem that I’ve witnessed over and over again—so much so that I’ve finally decided to do something about it.

What’s the problem? Many agents are not getting the ongoing support they need. They come to me for a specific reason—whether it be a marketing makeover, a business analysis, or branding help. When I start working with them, though, I realize that what they need is long-term help via a friendly hand guiding them through their weekly challenges.

From my personal coaching groups, including my year-long EVOLVE! programs, I have observed that the agents who do best are the ones who are well-supported, receive ongoing training, regularly re-analyze their marketing, constantly work on their presentations, and are surrounded by a group of enthusiastic peers.

Knowing all this, I decided it was time to provide an all-inclusive solution for my clients. I am proud to announce:

This idea was born out of a frustration with agents who were unable to sustain not only a high level of income in their businesses, but also a high level of motivation. I realized I needed to create a program that would keep members connected—providing ongoing training, support, and tools over an extended period of time.

So what’s the difference? Club Zebra provides:

1. A complete brand.

You will learn exactly how to create an identity tailored specifically to your personality and business goals. For those who already have branding in place, Club Zebra provides the tools required to help them stay successful in the long term.

2. A complete business analysis.

30 categories. 452 questions. An intensive look at where you are right now—including your strengths and weaknesses.

3. A “Needs Prescription”.

Based on the results from the business analysis, this is an in-depth report that clearly shows you what you need to add. Every agent has different needs. No two Needs Prescriptions will be alike because it’s based 100% on YOU.

4. Visual learning.

I can write about what a great listing presentation is, but I find that many agents need to see it to “get it”. This applies to many aspects of the business. Club Zebra is going to include video training of me showing you how to do certain aspects of your business.

5. A weekly pep talk and market update.

Every agent needs to be kept aware of what’s happening in the industry. With Club Zebra, you will be prepared to answer tough client questions because you will have had your weekly briefing directly from me. Not only will I provide news, I will also throw in a healthy dose of motivation.

6. Numbers crunching.

Club Zebra looks at the bottom line. We have tools that analyze your production and volume. You get charts and graphs that show you all the hard numbers that maybe you’re currently avoiding.

7. A “Master Plan”.

Again, this will be different for every agent. Because great businesses begin with a plan,  we have given agents in Club Zebra access to our “Master Plan”. This tool allows you to create your very own follow up plan for your clients and allows you to track your points, with the goal of obtaining 36 points per year per client. You’ll know what to do—but more importantly, you’ll know WHEN to do it.

8. Potential Income Tracker.

I’m really proud of this. This is an online database tracking tool that keeps your “Almost Now” clients at the forefront of your marketing efforts. You will see exactly how much income you’re generating—or losing—based on your activity with this group.

9.  A gallery of business-building success modules.

You can pick and choose from whatever you want to work on. If you’re weak in lead generation, then take the lead generation module. If you want to learn some branding techniques, then take the branding module. Education at your fingertips.

10. Private, personal, one-to-one email communication with me.

Got a challenge that’s very specific? You don’t need a “one-size-fits-all” solution. You need an expert’s opinion. Ongoing emails provide you with access to an expert—me. I’m very good at solving immediate problems that seemingly have no solution. Trust me, I’ve seen it before and I know how to handle it. I’ve heard it all. I know how to help you, no matter what the challenge.

As if that wasn’t enough, there is a monthly group call in which you can participate to discuss any of these ten points. You will be connected with other Club Zebra members with whom you can share stories, support each other, and work together toward your goals. There is nothing like being a part of a group of people who are in the same boat as you.

Not to mention all the success stories from this call. You won’t feel down or hopeless anymore because you’ll hear about how other agents are succeeding right now. You will have a constant source of proof that all this works if done right.

I’m so excited. This is my new masterwork. I wanted to create something that nobody else is doing. This is it. You will not find a more inclusive solution in the real estate industry.

If you know it’s time to make a change in your business… if you know it’s time to ask for help… if you know that it’s time to stop blaming outside influences for why you’re not where you need to be…

…then it’s time for Club Zebra.

Want to know more? CLICK HERE!

I will personally contact you with all the information you need. I look forward to talking with you and helping you take your business to the next level.

By Denise Lones CSP, M.I.R.M., CDEI

The Call That Could Change Your Business!

November 1, 2010

If you are ready – I mean REALLY ready – to fix what is wrong in your business, then I WANT TO HELP YOU!!

But I have to warn you … I am not going to suggest buying a $39 CD … I am only going to make suggestions that have the ability to change your business and change your life.

Please join me on Thursday, November 4th at 10:00 am for a phone call that will focus on your particular business challenges. I urge you to hit me with your best shot! There is no one whose business we cannot change – but the change has to start with you.

On the call, I’m also going to tell you about our brand new, comprehensive business-building, branding, and online training program called Club Zebra and we’ll answer your questions about our 2011 EVOLVE program. We have the ability to change the lives of agents right now. Are you one of those agents ready for a REAL CHANGE?

RSVP for this call by emailing or calling 360-527-8904. We will send you the phone number information after you RSVP.

From ACTION to TRANSACTION with Denise Lones

July 27, 2010

Have you lost sight of your plan?  Did you ever have a plan?  Do you need help developing a plan?

If you’re ready to take actions that will move you to transactions, please join us for a FREE call on Thursday, July 29th at 1:00 PM Pacific Daylight Time, when Denise Lones will offer lots of great free advice to get your business in gear.

We’ll take your questions, offer advice, and get you on (or back on) track.

Because we need to be sure to reserve enough lines for our callers, please call us at 360-527-8904 to reserve your spot … or simply send an email to and we’ll be happy to sign you up.

Take a stroll down the zebra-striped road … you’ll be glad you did!

The Future Looks Bright!

June 4, 2010

The time has come.  We have definitely turned the corner.  To those naysayers who insist we haven’t, all I can say is that you have to look a little deeper at the market.

It’s been a rough couple of years.  After the crash of 2008, we have all been waiting for a recovery that, at times, has seemed doubtful to many of us.

But now there is a light on the horizon.  Slowly and surely, we are seeing indicators that the real estate market is experiencing new life, as many areas are brightening up with positive sales forecasts.

True, the vibrancy of activity may not be at the high level it was before the disaster began.  However, we are definitely seeing improvement across the board as buyers and sellers who were scared to do anything are putting their feet back into the water.

So how can we tell that recovery is on the horizon?  What is this light of which I speak?

Let’s start by looking at jobs.

One of the most powerful measures of any recovery is the moment that jobs begin to return.  Across the country—but especially here in Washington—the job market is inching forward with new opportunities popping up every day.  This in and of itself is definitely helping to spark our real estate market.

Jobs are just one way we can tell that we are on the verge of recovery.  Another one is a monumental event created by the U.S. government.  Ever since it began, it has done nothing but help to stimulate recovery.  Known as the American Recovery and Reinvestment Act, this legislation is definitely helping our country get back on track.  Since it was signed into law in February of 2009, this intensive mandate has empowered states by bringing jobs and money to them.

Want the details?  Take a minute right now to follow this link:

This is truly an amazing website.  I actually got lost in it!  The site is set up so that you can take a tour of every county in the state.  You can see exactly how much money each area will get.  And you can see where the new jobs will be created.

The total amount of money headed our way is astounding.  This is truly great news!  Thanks to this program, real estate is going to bounce back like we’ve never seen before.

That’s what happens when you bring in jobs and money.  That’s what happens when you strengthen the local economy.  That’s what happens when you take an already vivacious region and supplement it with a new boost of energy.

And it’s working.

We’re already beginning to see results from the American Recovery and Reinvestment Act.  The numbers are starting to trickle in—and they look good.

The bottom line is that things are starting to move again.  Markets are starting to open up.  People are more confident about their financial prospects.  Consumer confidence is on the rise.  Sellers are starting to sell.  Buyers are definitely out there in record numbers buying real estate.

So what does this mean for you in your real estate business?  If you’re like most agents, you likely have quite a few potential buyers who are still sitting on the fence.  Or perhaps you also have some potential sellers who have been waiting for an improved economic market before listing their home.

The very best step you can take right now is to get this information out to all your clients.  Direct them yourself to the recovery website.  Show them that the market is poised to improve.  Remind them that they need to think about buying now—before the recovery is in full swing.  Urge them to take action before prices rise and there is more competition in the marketplace.

Your clients must understand that with this influx of money will come an influx of buyers.  With an influx of buyers, sellers will suddenly realize they can raise prices.  This is what always happens when the market becomes overcrowded.

But it’s up to you.  You are the community expert in real estate.  You are the linchpin that connects your clients to the market.  You are the “nightly news” that warns them that if they don’t act now, they may lose out.

Spend some time at  Prepare a list of the most commonly asked questions you hear from your clients.  Apply the numbers and the information to your answers.  Show them that recovery is near because the numbers themselves are pointing in that direction.

Information is key.  Hard numbers and facts have a way of getting through to people.  If you can show your clients the results of the American Recovery and Reinvestment Act—coupled with our strong Washington economy—then they can’t help but realize that now is the time to act.

Don’t delay.  Make a plan to get this information in your clients’ hands this week.

By Denise Lones CSP, M.I.R.M., CDEI

Lead Generation: Essential to Your Business

January 8, 2010

No matter how hard you try to avoid it, it’s impossible.  Inevitably, you wake up one day and you’re out of business.  Nothing in your pipeline.  No income.  No hope.

Why?  How did this happen?  What did you do wrong?  I know it’s a scary thought, but many agents wake up to this realization one morning and begin to panic.

If only they had beefed up one area of their businesses, they wouldn’t be having this problem at all.  They could have avoided the panic and stress of being in this position.

What is that one neglected area?

Lead generation.

The reality of being a real estate agent is that lead generation is so incredibly important to your business.  Yes, THAT important—meaning that without it, you don’t even have a business.

Don’t let the above scenario happen to you.  If it’s beginning to sound familiar, then it’s time to master the art of lead generation.

When you’re a great lead generator, the pipeline is ALWAYS full—no matter the state of the market.  You are a busy agent regardless of what’s happening in the world.

Many agents, however, fool themselves into believing that they can run their businesses 100% on referrals.  While this is a wonderful long-range plan, the reality is more challenging.

Sometimes, even if you have a healthy database, nothing is happening.  You look at your huge list and say to yourself, “What’s going on?  Nobody wants to move right now.  And their friends and family don’t want to move right now!”

It happens.  There are times when your list is just happy where they are.

So what do you do when their timing just doesn’t match up with your timing?  You certainly have to do something. That something is lead generation.

Lead generation is one of the top two neglected areas in a real estate agent’s business.  (The other is follow-up with current clients.)  It is a core component, a foundation, a strong base.

The key to doing any kind of lead generation on a consistent basis is understanding who you are, what you are capable of, and what you are best suited for.  Lead generation should match your personality.

For example, let’s say you love people.  You love starting conversations with strangers.  You love asking questions.  If this describes you, then your lead generation should be done in person.

What if you’re more of a problem solver?  Maybe you do a lot better when clients come to you with challenging issues.  Then, you’re the type of person who needs lead generation done by mail or advertisement.  That way you spark the interest in your expertise by reaching out through print and other media.

What if you’re the competitive type?  You love the thrill of the hunt.  You’re a go-getter.  That kind of personality does very well on telephone campaigns.  If this describes you, then you know the excitement of making a bunch of calls to find out how many people you can convert to want to work with you.

What if you’re the research type?  You love statistics.  You thrive on numbers.  You can’t wait to get your hands on reams of data.  For this person, lead generation should be done with a great research plan followed by a great targeted niche marketing campaign.

Whatever your lead generation style, you simply cannot get away from doing lead generation in today’s competitive real estate environment.  Not only is the environment competitive, but it’s different.  Today’s consumer wants an EXPERT in real estate—someone who truly knows what they’re doing.

The beauty of lead generation is that you can target these people.  You can tailor campaigns for exactly the kind of client you want.  That’s what makes lead generation so effective.

If you’re not doing lead generation, then you need to start today.  Get out there.

By Denise Lones CSP, M.I.R.M., CDEI

Your Number One Task for the New Year

December 11, 2009

As 2009 draws to a close, we are preparing for the “tax credit frenzy” that is to be upon us when the clock strikes midnight on New Year’s Eve.  With the upcoming busy season in mind, I’d like to discuss the one task that will skyrocket your business in 2010.

In a word, consistency.

The true key to success in real estate is consistency in everything you do—in your marketing, your scheduling, your client care, and in your advertising.  If you make this one change in your business, you can’t help but make money.

When you analyze the most successful agents—as I do as part of my job—the one thing they all have in common is a strict adherence to a code of consistency.  I see it all the time in the offices of the most successful agents.

Many aren’t even aware how much consistency has been their guiding force for years.  I ask them, “What are you doing that’s helped you to become so successful?”

They often respond, “I don’t know.  I guess I’ve just been persistent.”

While persistence is a good quality to have, I usually find a pattern of consistency in their business.  When I point it out to them, they say, “Actually, you’re right.  I have been doing those tasks consistently for years.  That must be it.”

It’s not just one thing.  It’s everything in their businesses.  There is never a moment that successful agents don’t know where they’re going or what they’re doing—because they have consistent plans in place for every contingency.

When I work with an agent, I like to focus in on an area in which they have struggled.  A common example of such an area is follow-up.  If I discover that an agent’s follow-up could be improved, I have them put together a plan.  But not just a simple plan—a plan that they can implement on a consistent basis.  This is the only way to bring about guaranteed results.

Months later, I usually hear from the agent, “Denise, you were right.  I had the tools all along but I wasn’t implementing them consistently.  Now I’m seeing results!”

Consistency never fails to amaze me in its power to transform.  It has always paid off for me.  It is my silver bullet.  It is my magic potion.  It is the key for me being able to help real estate agents to realize success—in some cases for the very first time in their careers.

Want a great example of consistency?  I’m sure you’ve seen (or at least heard of) the television series The Biggest Loser.  Over a period of weeks, overweight contestants are put through a consistent program of exercise and diet.  There is no stopping and re-starting.  From Day One, they have a regular regimen to which they must adhere.

It works!  I’m always amazed at how the power of consistency helps these people melt the pounds away.  They make drastic changes in their bodies and their self-esteem.

So, ask yourself, “In what area of my business do I need to be more consistent?”  If you’re not making enough money, it’s because you’re not consistently doing lead generation.  If you don’t have enough past clients, it’s because you’re not consistently following up with them.  If you don’t have success at your Open Houses, it’s because you’re not consistently doing the things that you need to do.

In 2010, get consistent and get successful.

By Denise Lones CSP, M.I.R.M., CDEI

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