Devone Richard

Changing Companies Won’t Fix Your Prospecting, Discipline, Follow-Up or Lack of Production Written by Devone Richard 7 Stop Thinking the Next Brokerage Is Going to Save Your Career I see Realtors do this all the time. Business gets slow. Closings disappear. The pipeline dries up. And instead of asking: “What am I doing wrong?” They […]

Yesterday’s Purchase Price Doesn’t Determine Today’s Market Value Written by Devone Richard 5 “But I Paid $900,000 for It.” I hear this all the time. “I paid $900,000 for this house. I’m not selling it for $850,000.” Okay. But here’s the uncomfortable question: What does what you paid have to do with what a buyer

Be a Democrat at One Appointment. Be a Republican at the Next. Your Job Is to Represent the Client—Not Win a Political Argument. “I DON’T GIVE A SHIT ABOUT EITHER SIDE. I’M HERE TO CLOSE.” — Devone Richard Written by Devone Richard 6 I DON’T CARE WHO YOU VOTED FOR Democrat? Republican? Independent? Didn’t vote?

Sometimes the Buyer Isn’t Insulting You. They’re Telling You What the Market Thinks. Written by Devone Richard 6 Sellers, Stop Taking Offers Personally I’ve seen this conversation too many times. A seller lists a house for $1.2 million. A buyer submits an offer for $1.05 million. Before we even discuss the terms: “That’s insulting. I’m not responding.”

Your Memories May Be Priceless. That Doesn’t Mean the Buyer Is Going to Pay for Them. Written by Devone Richard 5 I Know. Your House Is Different. I’ve heard it for years. “But my house is special.” Of course it is. You raised your children there. You remodeled the kitchen. You planted the trees in

The Endowment Effect Is Making Sellers Overprice Their Homes—and Realtors Need to Stop Participating Written by Devone Richard 5 I’m Rewriting This Because the Problem Has Gotten Worse I wrote about the endowment effect in real estate before because I kept seeing homeowners overvalue their properties simply because they owned them. I’m writing about it again because

If Your Business Depends on Friends and Family… You Don’t Have a Business. Written by Devone Richard 6 Nobody Owes You Their Business I’m about to say something that many Realtors need to hear. Your mother doesn’t owe you a listing. Your brother doesn’t owe you a listing. Your cousin doesn’t owe you a listing.

Most Realtors Don’t Have a Lead Problem — They Have a Skill Problem Written by Devone Richard 4 The Lie Realtors Tell Themselves Every struggling Realtor says the same thing: “I just need more leads.” No you don’t. You need more skill. That hurts to hear because skill requires work. Leads feel easier. It’s easier