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  1. Become a good listener. At one of my real estate sales conferences the seminar speaker said we have one mouth and two ears for a reason: We need to listen twice as much as we talk. Most real estate salespeople do the opposite. We talk way too much. Learn to hold your tongue by taking a few deep breaths and counting to ten, then fifteen, then twenty seconds. Allow pauses between your sentences so your real estate client can have the opportunity to say a few words. Learn to ask questions more. Open Ended Questions which require more than a Yes or No Answer are best. Then wait patiently for an answer.
  2. Acknowledge Real Estate Clients and Their Postions: In my book, GETTING THE PROPERTY SOUL’D, I emphasize the importance of paraphrasing what people say. This does three things: it shows that you have listened well, it will confirm or dispute what you understand to be true and it may have the client re-think their position. This approach can be especially helpful if you are trying to make a negotiating point. Another simple acknowledgement tool is to use people’s names often. Everyone likes to be seen and heard and feel they are special. This is a simple way of accomplishing this goal. (more…)

Want More Real Estate Success? Physical Exercise Works Wonders

real estate successReal estate is a stressful profession as well as a stressful life transition. Whether you are a Real Estate Buyer, Real Estate Seller or Real Estate Agent we all need to be reminded how important it is to have a healthy Mind-Body.

Dr. Michael Merzenich states in his book SOFTWIRED: Research has shown that doing at least 30 minutes of physical exercise each day confers substantial neurological benefits. Physical exercise increases cerebral blood flow and who wouldn’t want more oxygen delivered to their brain? It also stimulates the release of those chemicals that are released from your ‘dimmer switch,’ and who wouldn’t want to have the lights turned up just a little higher?

What I personally think works best for our Mind-Body is to be in nature whenever possible. So walking, hiking and biking are high on my list, especially if you change routes, your speed, breath and terrain. Also, understand that although you may prefer to listen to music, from a brain perspective you are losing a health opportunity when you tune out. Instead focus on the world around you by continually looking, listening and smelling. Using all your senses will engage your brain, that complex neurological-muscular network, more. By adjusting to the ever changing environment around you, your brain will be better prepared to solve the frequent surprises which occur in real estate sales. (more…)

Life in Perspective


city sceneMarijuana, heroin, and morphine were all available over the counter at the local corner drugstores. (Shocking!)

The average life expectancy in the U.S. was 47 years.

Only 14 percent of the homes in the U.S. had a bathtub.

Only 8 percent of the homes had a telephone.

A three-minute call from Denver to New York City cost eleven dollars.

There were only 8,000 cars in the U.S., and only 144 miles of paved roads.

The maximum speed limit in most cities was 10 mph.

Alabama, Mississippi, Iowa, and Tennessee were each more heavily populated than California.


Corona and Real Estate

Dear Clients:

Hope this message finds you well and healthy. As this Shelter in Place continues, we are all realizing our home is more important than ever. This physical distancing will likely go longer than we originally thought.

Paula Pagano with clients

Fortunately, Corcoran is on the cutting edge of this new paradigm shift by putting our clients safety, security and health first and foremost. Your experience – whether you are a buyer or seller – will now be more what the luxury market has been doing for years: pre-qualifying buyers financially as well as motivationally before access into homes is allowed.


Ode to Corona

Dear Clients and Friends:

This corona virus has had an impact on us all. Personally, I like to look at our Sheltering in Place as a global reset and hope when we come out the other side we are wiser, more compassionate and better people. A colleague of mine wrote the following poem which I found inspiring and hope you do too.

Also remember I am here if you need anything.

Warm Regards,

Paula Pagano

Ode to Corona

Last week what if I had told you would be one of 100 million people
told to stay home in the US. Would you have believed me?


Top Tips for the Next Two Weeks

Corcoran Global LivingLet’s face it: we’ve never had this type of challenge before. So how do we all get through the lock down and still continue with a high quality life?

Here’s a few ideas:

what to do over the next two weeks during quarantine

Take walks, and enjoy nature and the beautiful architecture our city offers. Now we have the time to smell the flowers! You can even do this with friends if you stay six feet apart.


Successful Real Estate Agents have a simple yet profound sales secret

It has been proven that the most successful Realtors are more service and client focused. 

If you are a real estate agent ask yourself these questions: Do you use social media to brag about your latest real estate listing or how many deals you have done? When meeting with clients do you talk about what a great salesperson you are or are you more focused on their needs?

Most successful real estate salespeople are service oriented

Shifting from being me-focused to being more service-focused can dramatically improve both the number and the quality of the real estate clients you attract.

Of course keeping your name in front of your clients at regular intervals is important. However, instead of just a real estate newsletter or Just Sold Cards I suggest you reach out to them in a variety of ways to create the most connection. Most real estate clients move only once every five to seven years, so sending them reams of real estate-related information is boring and your favored real estate clients may be put off instead of turned on.

Connecting with real estate clients can be in the form of cards, letters, the latest real estate news, or a promotional item, such as a magnet calendar. (more…)

Real Estate Agents Are Mandatory

Real estate is 24/7

Use Realtors to buy real estate property because real estate transactions are complicated

Real estate buyers and real estate sellers often think by not using a real estate agent they are saving money.

Actually the opposite is the case. A few years ago I was referred to a seller who was in the real estate title business, thinking he knew real estate well enough purchase a condo on his own.


Join Us: Community Clean-up Event | Oct 19

Join us on October 19th and make a difference in the community! Meet at Lafayette Elementary School, SF @ 8:45am. See you there!
For more information, call (415) 860-4209 or email – or visit the San Francisco Public Works website for more details.

Attention Real Estate Sellers – What is your home really worth?

Zillow estimates are not precise

Get a Realtor’s Evaluation of your property for accuracy

As a real estate seller or real estate buyer you have probably viewed the Z-estimates Zillow or Trulia on their website.

This evaluation is called Automated Valuation Method (AVM). Essentially, it is computer generated software that reaches out for publicly available data and then uses that data to offer a suggested value—a quick result which does not involve a human being who has analyzed the actual data. The soft wear has never been in the neighborhood, nor on that particular street nor inside the home.