Each week I try to write on a topic that I think may be of interest to you or relevant to a current topic. As I was contemplating a subject for this week, it suddenly occurred to me that we have so many REALTORS^® who have been practicing real estate for a long time, are truly professional, and no doubt have a complete trunk load of good ideas for listing, selling, negotiating, marketing, and all other aspects of the real estate business. So I went to them to ask for tips. Although everyone who was contacted did not reply, it is with great pleasure that I submit to you the following Tips From the Pros.

1. Treat every deal and every Buyer like it's your last one. - John Kleinstuber, John F. Kleinstuber & Associates, Fenwick Island.
2. Do not be a one shot wonder. It may be very disappointing to receive little or no feedback after spending a large sum of money on a big, beautiful ad. Consistency is key. It is wiser to scale down your ad and let it run a few issues in succession before you evaluate your investment. - Debbie Reed, Remax Realty Group, Rehoboth Beach.
3. Follow up! Check in with your Sellers on a regular basis, even if you don't have "good" news. Be prompt in returning phone calls and e-mails. Every client is important and we need to let them know we value them and their time. Courtesy goes a long way. Be courteous in your negotiations and dealings with your fellow REALTORS^®. If you are not going to keep a showing appointment, call to cancel! Put yourself in the Seller's position or in the position of your fellow REALTOR^® who will have to apologize for the lack of courtesy on the behalf of their fellow REALTOR^®. Many of us have been there! - Susan Mills, Jack Lingo, Inc., Millsboro.
4. Keep track for several years on exactly where your buyer's original contract/call originated from. When you see how few buyers actually come from print advertisement marketing, you can take this info on your listing appointment and prepare your seller that you will not be advertising their home/property every week in print because it doesn't actually produce buyers. Don't forget to tell them where buyers do originate from - personal referrals, past customers and clients, the internet, etc. - Lee Ann Wilkinson, Prudential Gallo, Lewes.
5. I would like to share perhaps a little known function of Innovia. Go to Misc., drop down and click on "Buyer Match". This will show your listings. Click on the listing and it shows you who in the system has looked at your listing, and how many times they have looked at it. I contact those agents regularly via email to see if they have any questions about the property they looked at, perhaps provide some additional information that I might have just learned, etc. It has resulted in further conversation and an LOI or two. - Bill Lucks, Sperry Van Ness-Miller Commercial Real Estate, Rehoboth Beach.
6. When working with a possible seller, give them an honest and realistic expectation on what their property will sell for. The first 60 days on the market are the most important and you want to wow people with the asking price in this weak market. - Leslie Kopp, Long & Foster Real Estate, Bethany Beach.
7. The single best tip that I could give any REALTOR^® is the simplest most productive of all. From the newest to the most seasoned veteran REALTOR^® this tip is the most overlooked tip as well. Listing or Selling - this tip (if used correctly) will without question increase business. If it feels awkward, you need to practice more, but if you fail to use this tip at every listing and every showing, you are missing opportunities. I hate to give this tip up because it is so powerful and so simple too. In fact I have had buyers and sellers that have worked with other agents, and when asked why they did not buy or sell with the other agent at least 7 out 10 times it is because the agent was unable or unwilling to use this tip/tool. Are you ready? Ask for their business, and practice asking for their business too. I am not suggesting we take a page out of the car sales book "what can I do to put you in this house today", but what I am saying is that at the close of any buying or listing opportunity, if you are not asking for their business... well, thanks because I will! - T. J. Redefer, Rehoboth Bay Realty Co., Dewey Beach.
8. I have no better advice than what's on the cover of REALTOR^® Magazine this month - own your niche. I have applied this theory from day 1 - I wanted to be the top salesperson in my neighborhood - I jumped in to the HOA, walked the neighborhood daily with my dog, sent updates, letters, etc... and by the 3rd year, I was the top selling agent and that has been consistent for 4 years running. Some people choose their niche around a topic they love - horses, retirement, their neighborhood, historic homes, luxury, etc. My advice: By choosing a niche with a topic you love, chances are you'll be having fun while you work! Once you have chosen a niche, market the heck out of the fact that you are an expert in that area. Facebook it, twitter it, advertise it, become the only name people think of - in effect, define yourself - and tell the world. - Andy Staton, Beach to Bay Real Estate Center, Lewes.
9. Don't lose the personal touch because of the world of technology. Emails, twittering, Facebook, and Linked In are great social networking avenues for communicating with buyers and sellers, but person-to-person is still the best. Pick up the phone and talk with your buyers and sellers, even if it is just to say "just wanted to check in with you." They will appreciate the fact that you took the time to call. If you're consistent in calling them, they won't be lured away by your competition. - Shirley Kalvinsky, Jack Lingo, Inc., Rehoboth Beach.

I hope you add the above tips to your "Success File".

Thanks to all the Pros who took the time to send in a Tip. It was truly appreciated.

See you next week!

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