What is the due-on-sale clause and how does it affect you, the real estate agent in the current market? The due-on-sale clause (or acceleration clause) is the clause contained in most mortgages that requires the borrower to pay the mortgage loan in full upon sale of the property and is the reason that most real estate related loans are not “assumable.” It gives the lender the right to call the loan due and payable in full when the property is sold.

Lead follow up may be the most under rated of all steps in the sales process and quite possibly the number one cause of lost business.

There are two specific ways that incorrect lead follow up can kill your business. The first way is the obvious one that involves not being diligent and doing the follow up that you need to do to nail down the appointment. The second is the complete opposite of that - too much time and effort wasted on leads that are garbage and should be thrown away. This often overlooked pattern is what I really want to focus on in this post.

As a real estate agent, developing your Sphere of Influence ( SOI ) is critical to your long term success in the real estate industry. Your daily real estate lead generation activities can pay off handsomely in the long term if you understand the value of each person that you add to your sphere. In real estate, referrals can be the bread and butter of your business after a time if you make it a focus to add quality people to your SOI from the very beginning of your career.

There are many sales coaches and trainers who get very in depth on different advanced sales techniques such as mirroring and mimicking, conversational hypnosis, various hard closes and an almost infinite amount of other ways to interact with clients to get the sale. While many of these techniques are valid and should be learned as you progress in your career, there are certain basic things that seem to be lost in the shuffle.

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