Luxury Clues

Luxury Clients Deserve Face-to-Face Offer Presentations

I recently had a conversation with an agent who will close $20 million this year. Her attitude about presenting offers face-to-face on luxury properties was pretty surprising:“I’m not a go-for.”Granted that she's busy, but her luxury clients typically pay $20,000 or more in commissions on every deal she does. When someone is paying this much, don't they deserve more than just an email or fax to present their offer or counter offer?

Face-to-Face Makes a Comeback

With the advent of Skype and Google Hangout, being face-to-face (either in person or digitally) has never been easier. One of the best ways to stand out from the competition is to present all of your offers in person. While some clients may not appreciate having to face a tough agent who is a strong advocate for their clients' offer, this is exactly what your clients hired you to do. You need to be as forceful as possible about helping them to achieve the best possible price for the property they are buying or selling.

The reason this is so important is that no one is better qualified to represent your clients' position than you. When you represent the buyer, the listing agent has a fiduciary duty to help the sellers get the highest possible price. When the listing agent presents your offer, your buyers are the ones who suffer. 

Even if you can't be physically present with the clients, there's virtually no reason you cannot meet with them face-to-face virtually by using Skype or Google Hangout. 

Missing Communication

When you present your offer via fax or email, you only have about 10 percent of the feedback that you would have if you were face-to-face. Spoken speech carries about 7-10 percent of our communication. Another 25 to 30 percent is contained in your inflection, intonation, and rate of speech. In addition, your body language carries a whopping 60 percent of the data that your brain interprets in order to determine what the other person means.

If you present your offers with email or fax, you are losing over 90 percent of the information that could help you close the deal. For example, if there is a block in accepting your buyers' offer, is it coming from the listing agent or the sellers? The sellers' body language will generally alert you to what points are negotiable vs. which ones are not negotiable. Are the sellers highly motivated because they are being transferred and need to move now? If you rely on fax or email, you will be unable to answer these questions. In contrast, being face-to-face greatly increases your probability of identifying the road blocks and then overcoming them. 

Luxury Agents Go the Extra Mile 

The best luxury agents treat their clients as would a concierge at a five start resort. Some people refer to this approach as "white glove" service. Be as forceful as possible with the listing agent about presenting your offer in person or digitally via Skype or Google Hangout. If the listing agent objects, have your buyers draft a letter to the seller requesting that you (their agent) personaly present your offer. Remember, if you rely on the listing agent, he or she is looking out for the seller's interest--not those of your buyer. 

If you really want to raise the bar, present your counteroffers to the buyers. Here's why: First, a huge proportion of real estate agents have poor negotiation skills. In fact, over half of all agents haven't even done one deal this year. Second, when you meet with the buyers you are the advocate for your sellers' position--not the buyers' agent. Finally, your extra level of service provides a top drawer quality approach that well-heeled clients expect.

If you want to stand out not only from the run-of-the mill regular agents as well as other luxury agents, what better way to do it than by presenting your offers and your counteroffers face-to-face?  

Posted by Bernice Ross

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The Sweet Secret to Keeping Your Real Estate Deals Together

A number of years ago when I was Executive Director of Training for Jon Douglas Company in California, one of my regional trainers had an unusual strategy that worked really well to keep her deals together. 

As a rule of thumb, about 95 percent of all transactions have problems serious enough that at least sometime in the transaction, it looks as if the deal will not close. About 90 percent of these cases do close. Consequently, it's important to explain this fact to your clients. To make this really effective, here's the sweet twist.

When you place your clients' property under contract, give each of your sellers a small box with four high quality pieces of chocolate. Hand each of your clients a piece of the chocolate and say:

The chocolate is to remind you how sweet buying/selling this property is today. However, about 95 percent of all transactions have serious issues that come up that cause everyone involved in the transaction to believe that the deal may not close. Ninety-percent of the time, we will work out the issues and your transaction will close.

Consequently, I would like you to keep the other three pieces of chocolate. If something goes wrong, I'm going to ask you to eat a piece of the chocolate as a reminder of how great you felt today when you put your property under contract and to remind you how sweet it will be when the property closes. Once you finish the chocolate, we will begin working on how to make sure that your property will close. 

While your clients will probably laugh at this approach, by having them eat a piece of chocolate prior to going over what has gone wrong in the transaction, they flood their brains with beta endorphins from the chocolate. Combined with the sugar, they actually feel good. The result is they will be much more likely to work towards a solution rather than becoming angry and cancelling the transaction.

Best of all, if you get through the transaction without using any chocolate, they will definitely appreciate how good you both you and the chocolate really are!

Posted by Bernice Ross

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Take Time to "Work On" Your Real Estate Business--Not Just "Work In" Your Business

Michael Gerber in his book The E-Myth Revisited, distinguishes between "working in" your business vs. "working on" your business. "Working in" your business refers to delivering your real estate services. "Working on" your business means taking time away from your business to relax and plan. In fact, many of the best ideas on how to grow your business come at times when you are not working in your business.

For example, have you ever had a nasty transaction problem and the answer on how to cope with it came to you when you were taking a shower? This is a simple example of how that process works.

When you look at people who have major leadership positions, you will see that they take time away from their responsibilities. Most of the U.S. Presidents have taken regular time at Camp David. While the job follows them no matter where they go, being away from the White House and the D.C. hustle and bustle allows them the time to consider decisions and make plans in a less harried environment. 

The bottom line here is that there are hundreds of things that you could be doing for your real estate business. It's easy to become trapped in the day-to-day operation of your business. Yet the success or failure of your real estate business is really tied to how well you plan as well as how well you execute that plan. If you don't have a plan, here are a couple of quick suggestions on how to create a daily plan.

1. Each day, the number one thing to complete on your "plan" for the day is: "List or Sell a House Today!" While you may not always achieve this, stay focused on the activities that will lead to this results. 

2. Identify the three most important tasks that you must do today. Complete those before you do anything else. 

3. Prospect for new business every single day.

In terms of your long term plans, take time to spend at least one hour away from the office (and preferably a half or day or more) to look at what is working in your business, which listings need to repriced or released, which buyers are most likely to purchase, which buyers need to be fired, where you are in terms of achieving your goals, and which clients are most likely to transact.

The key point here is to take time on a regular basis to "work on" your business, not just "in" your business.

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Boost Your Luxury Real Estate Commissions by Setting "SMART" Goals

Virtually all agents want to increase their business. If they closed 25 transactions in 2012, they may set a goal to close 50 transactions in 2013. While lots of experts talk about increasing your production by setting different goals, virtually no one talks about how to achieve these goals except by working harder. If you want to make more money in your business, here are the steps you need to take.

1. Define Your Purpose

Beyond making money for you, begin by identifying what is your real purpose in terms of being in the real estate business? For example,do you serve a particular market niche such as golfers or luxury retirement communities? Do you serve a particular geographical farm? If you cannot pin point at least three specific service components of your business, then determine your three largest profit centers for the last 12 months. (i.e. the three specific activities that produced the most income for you in 2011-12). For example, if most of your business came from a specific area or price range, make that area or price range your top priority. Then focus on expanding in your business in those areas.

2.  Identify Your Strategic Points of Focus 

Next, take the three areas you identified above, and identify at least three strategic points of focus for each area. For example, if your goal was to expand a profitable geographical farm, your strategic points of focus could include the following:

a. Generate more closed listings and sales from present geographical farm.

b. Generate more referrals from present geographical farm outside farm area.

c. Increase farm area by 250 homes

3.What Two Activites Will Help You Achieve Your Strategic Points of Focus?

Identify two activities that you will use to achieve each strategic point of focus. Make sure each strategy you select is an activity you are excited about doing rather than something that will make you miserable. For example, if you hate door knocking, this activity is probably not sustainable on a daily basis for the next year. In terms of determining which activities would be best, the critical question to ask is, “What am I willing to do each day, to bring me more business in this area?”

4. Write Your “SMART” Goals for Each Strategic Point of Focus.

The acronym “SMART” stands for Specific, Measurable, Actionable, Relevant, and Time-grounded. Here’s what a set of “SMART” goals might look for the example below.

A.  Generate more listings and sales from present geographical farm.

1.  Specific: Generate an additional listing and sale each month from this farm for the next twelve months.

2.  Measurable: Increase the number of traditional mail contacts from six per year to twelve per year.  Increase the number of Email contacts from zero per year to 12 per year for each family in my sphere of influence. 

3.  Actionable: Use viral marketing on my web site to increase contacts by holding a drawing, providing an Email newsletter, offering a special report, or an E-coupon from a local vendor to anyone who registers on the web site.

4.  Relevant: Items offered will change monthly and will be specifically related to events in the farm area or discount E-coupons residents can use from local vendors for their homes.

5.  Time-grounded: 

a.  First of each month, send out email newsletter to past customers with this month's E-coupons. 

b.  Tenth of the month, design web campaign.

c.  Fifteenth of the month, send out traditional mailing pieces. 

d.  Twenty-fifth of the month, post new web site offers.

e.  End of month, update comparable sales and add them to Email Newsletter to go out on the first day of the next month.

5.  Set Your Daily Objectives.

Remember,keep your focus on your three profit centers and set your priorities accordingly. If an activity doesn’t serve the development of those three areas, don’t waste your time on it. When you allocate your day, these three areas are your “hard rocks,” i.e. what must be accomplished today before you tackle anything else.

Working with “SMART” goals keeps your focus on those activities that will create the greatest amount of income for your business. Remember, the most successful agents specifically focus on two or three income producing activities rather than trying to do everything. Bottom line—a “SMART” focus translates to more money in your pocket with less work. 

Posted by Bernice Ross, CEO, RealEstateCoach.com

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Banish These Four Myths that Can Destroy Your Luxury Real Estate Business

Success in real estate sales, especially in the luxury market, is tied to your mindset. Unfortunately, most of us have what one author called a "gremlin" that constantly tells you that you can't do the job or something is about to go wrong. Four of the most dangerous myths that your gremlin likes to use are the four listed below: 

Myth #1: "I have to be available 24/7 in order to be successful."

This is one of the most pervasive and dangerous mythis in the real estate business. The reason is that it is fear based. In other words, you fear that your connection with your customer/client isn't strong enough to withstand you not being available the moment they want you.

To change this pattern, take the initiative of being in regular contact with your clients so they don't have to contact you. Use email or text messaging to update them on showings, the latest listings, or what is going on in their transaction. The biggest complaint about real estate agents is that they don't stay in touch regularly with their clients--not that they weren't available the moment the client called.

Myth #2: "No one can do the job as well as I can do it!"

Are you doing minimum wage work such as taking brochures to brochure boxes, picking up keys, picking up your cleaning, etc. Consider hiring someone to do these routine tasks. For example, if your office has a transaction coordinator, try using the service on at least one transaction. Also, consider going paperless using a system such as Cartavi that does a fantastic job of tracking your transactions and keeping everyone in the loop as well. It also sends a very clear message that you are tech savvy--luxury clients expect this. The result is that making these shifts free you up to have time off as well as creating more opportunities to spend your time with Buyers and Sellers.

Myth #3: "I can't afford to take time off."

If you are stressed out and running on adrenaline, your business and your life can start to fall apart. You may get a ticket for speeding, yell at a client, come down with a cold, etc. Since we "attract who we are," when we're in chaos, so are our transactions and our clients. To break this cycle, take a minimum of one day a week off and at least one weekend a month. If you're worried about being available for emergencies, pair up with someone in your office you trust. You cover for them on their days off and they cover for you.

Myth #4: "My business will decrease if I take time off."

 This may surprise you, but the exact opposite is true. Have you ever noticed that the moment you plan a vacation (i.e. create lots of space in your schedule), your business immediately increases? The strategy here is to "create more space" in your life. "Creating space" can be clearing your schedule for a vacation, cleaning your closet, catching up on your filing, etc.  

 

If you would like to learn more about what you can do to make your business more effective, visit the following post on our RealEstateCoach.com blog that addresses specific steps that you can take to attract better quality clients into your real estate business. 

Posted by Bernice Ross, CEO, RealEstateCoach.com

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Are you ready to upgrade your social media and web marketing skills? If so, check out our 7 minute demo of our new 14 session online Real Estate Dough® Experienced Agent Online Training program that covers blogging, web and social media marketing, as well as the best of the tried and true strategies you need today to master how to be a wildly successful real estate agent tomorrow.

 

Don't Judge a Real Estate Client by their Cover

If you work the luxury market, you're probably familiar with the fact that your luxury clients fall into two distinct groups. The first type falls into the category of what Robert Frank called "Richistani's." These people are highly competitive and always seek to outdo other Richistanis. In other words, these are the folks who still believe that "He who has the most toys wins."

They like showy cars, showy houses, and spend lavishly.They are the high flyers who often crash and burn when their business or the market takes a downturn. Donald Trump exemplifies this client type. Frank's book, Richistan, documents this client type in detail. 

The second type of client is documented in the book, The Millionaire Next Door. This type of well-to-do client is very frugal. Warren Buffet is a good example. He has a modest house and drives an older car. Michael Bloomberg, the Mayor of New York, reportedly only has two pairs of shoes. They will buy a nice car, chances are used, and keep it for years. Often their wealth is made from what may seem to be a humble business such as making paper boxes or some other type of widget. It just happens that a lot of people need what they make.

How can you tell the real thing from the wannabes? First, dress is no indication. I remember meeting the heiress to the Tattinger Champagne fortune who happened to be with Bob Hope's manager looking at houses. They were driving a seven year old Ford and were dressed quite modestly. The same week I met a couple who showed up in a Bentley and were dressed to the nines. They were later arrested for casing high end properties in order to burglarize them. The wannabes (as well as some of the exceedingly wealthy) have no compunction about sticking you with the check if you go out to lunch. Remember, the millionaires next door can be exceedingly frugal. 

So what is the best strategy for working with high end clients? I learned a very important lesson from Jon Douglas, the man who founded the company where I worked for almost 20 years. His philosophy was this:

"I don't care if someone is buying a $50 million dollar estate or a $50,000 condo from us. Every one of our clients deserves the highest level of professional service that we can provide, regardless of their price range." 

Having said this, if you are working with buyers, do have the pre-approved prior to taking them out to look at property, especially high end properties. If you are workng with a seller, be sure to check with the title company or other public records to make sure the seller is current on their mortgage and is not facing IRS or other types of property liens that could make their property impossible to sell. 

Posted by Bernice Ross

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America's Most Expensive Homes for 2012

Would you like to take a look at some of the most expensive homes in the U.S.? If so, Forbes has just published a photo gallery of some of the most expensive homes that have either sold or been listed recently. 

One of the most interesting facts about the ultra luxury market is that many of the most expensive homes are never marketed on the Multiple Listing Service. Instead, these properties are said to be "discreetly marketed." The agents who handle these homes market them privately through their own network of personal contacts. In fact, many of them provide concierge type service coordinating not only the various aspects of the sale, but the move as well. 

There are a variety of reasons that the ultra wealthy choose to market their homes privately. First, people who have this type of wealth are often targets of kidnappers and/or thieves. Allowing someone to see the artwork, the floor plan, or where the kids' bedrooms are can put the family at risk. 

Second, many of them don't want the publicity about what they are doing, where they are moving, or anything else having to do with their private lives. In fact, one of the quickest ways to kill a luxury client relationship is to say anything about your client. Furthermore, I've seen business managers and attorneys require agents to sign a non-disclosure agreement before they were ever allowed to know who the client was or where the property was located. 

Even if you don't work the luxury market, a fun tool to share with your clients is the Zillow Widget that identifies the most expensive homes in your area. 

Posted by Bernice Ross

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How to Become a Wildly Successful Real Estate Agent

Are you ready to become a wildly successful real estate agent? No matter what your level of experience is, here are the 8 key elements you will need to master to reach that goal plus where you can find the training to get you there: 

1. Traditional real estate sales strategies including working with Expired Listings and For-Sale-by-Owners, print marketing, open houses, and by referral strategies.

2. A proven listing presentation from the company that had the top production per agent in the United States and 50-75 percent market share in Beverly Hills, Brentwood, Bel Air, and Santa Monica that converts at up to a 92 percent rate.  

3. Proven scripts and strategies for defending your commission and for getting sellers to be realistic about their asking prices. 

4. A buyer strategy that allows you to find out what buyers really want to overcomes virtually all buyer objections.  

5. Powerful negotiation and offer presentation strategies. 

6. How to use Facebook, LinkedIn, Twitter, and Google Plus to make real money in your real estate business.  

7. A totally interactive program that guides you step-by-step on how to implement what you learn in your real estate business.  No need to sit through mind numbing videos or webinars.

8. A program that is completely flexible that allows you to learn in 2-5 minute segments, 24-7, plus has a 150 page Agent Manual.

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Session #1: Discover Your Personal Recipe for Success includes:

A.      The new model for 21^st Century real estate that will increase your profitability.

B.      How to create a positive mindset.

C.      The secret to attracting great clients.

D.      The Five Laws of Stratospheric Success.

Session #2: Unlock the Secrets of Building Connection, Trust, and Credibility includes:

A. How to create a collaborative business that creates connection, builds trust, and generates referrals.

B. The do’s and don’ts of asking the right questions.

C. How to master key market statistics to understand trends, build credibility, and close more transactions.

D. How to track market shifts and turn them to your advantage. 

Session #3: Negotiate with Style includes:

A. How to use spoken language and body language to communicate more effectively.

B. How to recognize your core behavioral style as well as how to work most effectively with clients whose style differs from yours.

C. How to determine if my clients are visual, auditory, or kinesthetic and how to best work with them. 

Session #4:  Recipes for Marketing Success includes:

A. How to create an effective brand for your real estate business.

B. How to shift from doing “feature” marketing to using “benefit” marketing that taps all five senses.

Session #5: The Tried and True Steps of Lead Generation includes:

A. Which traditional marketing strategies work well as well which ones to discard. 

B. How to implement “give-to-get” marketing to attract and convert more leads in your business.

C. How to conduct an effective open house.

D. How to build a strong referral database using traditional marketing strategies.

Session #6: Web Marketing: the Basics includes:

A. How to create and successfully brand your website.

B. Strategies to successfully motivate web visitors to give you their contact information.

Session #7: Advanced Web Marketing Strategies includes:

A. How to apply the four steps of online lead generation.

B. Strategies to optimize your website for better search engine placement with photos, key words, and metatags.

C. How to use lifestyle marketing to reach the niches you serve.

D. Ways to track and monitor the analytics on your website.

Session #8:  Blogging: As Simple as 1-2-3 includes:

A. Create an effective blog including proven strategies and mistakes to avoid.

B. Super easy blogging ideas including video, photos, and engaging people in your community.

C. How to use your blog to gain higher search engine placement and build your overall business.

Session #9: How to Create a Powerful Social Media Presence includes:

A. How to use the Five Laws of Stratospheric Success to build your social media presence.

B. How the various social media differ and how to use each platform to build your business.

C. How to maximize ROT (return on time) on the various social media sites.

Session # 10: Social Media Part 2 includes:

A. How to use Twitter to build your real estate business.

B. How to use “best of class” Twitter tools for prospecting and building a referral database.

C. How to use the basic features in Google Plus.

D. How to monitor and protect your online reputation.

Session #11 (Part 1): How to Make More Buyer Dough includes:

A. How to conduct an effective Buyer Interview that builds connection and lets you close after every showing.

B. How to obtain the Buyer’s commitment to work with you exclusively.

C. How to recognize buying signs.

D. How to overcome client objections by asking closing questions.

Session #11 (Part 2): Make More Buyer Dough (part 2) includes:

A.   How to show buyers the benefits of buying now as opposed to waiting.

B.   How to counter the most common buyer objections.

C.   How to close more transactions, even when there are challenges with the financing.

D.   How to use interest rate buy-downs to keep your transactions together.

Session #12 (Part 1): Make More Listing Dough in Any Market includes:

A. The advantages of doing a Listening Consultation rather than a Listing Presentation.

B. How to create effective traditional and digital Pre-Listing packages.

C. The Eight Key Listening Consultation Questions

D. A simple strategy to earn more full commissions.

Session #12 (Part 2): My Property is Worth More includes:

A. How to market statistics to persuade sellers to realistically price their property and to predict market trends.

B. Strategies to cope with declining prices

C. Five top producer strategies to sell your listings more quickly in any market.

Session #13: Expired Listings includes:

A. Convert expired listing leads into signed listings using an Expired Listing Premium Marketing Plan.

B. How to overcome the key objections you may hear from the owner of an expired listing.

C. Key questions to ask owners of expired listings.

D. How to use Web 2.0 strategies to locate expired listing leads.

Session #14: For-Sale-by-Owners includes:

A.  How to prospect for and convert For Sale By Owners (FSBOs) into signed listings.

B.  How to overcome the most common FSBO objections.

C.  How to persuade FSBOs to work with you, even if you don’t have a buyer for their property.

D.  How to use 800 Call Capture to convert more FSBOS into signed listings. 

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Posted by Bernice Ross

Put Your Intuition to Work in Your Business

Have you ever had a little voice inside that said, “Do this” and you didn’t do it and regretted it? If so, you have experienced the power of intuition. 

Most people are unaware that half of their brain (their non-dominant hemisphere as scientists call it), has virtually no language function. It knows basic words like your name and commands such as "stop" and "go."  Nevertheless, your non-dominant hemisphere constantly processes incoming information and is a powerful resource when you know how to use it.

For 90 percent of the population, their right brain (which controls the left side of their body), is their non-dominant hemisphere. If you have ever had a gut feeling that something was wrong and it turned out that it was, the signs were perceived by your right brain. Your left brain (the dominant side) doesn't have access to these feelings. (Think of a robot that talks--that's the left side.) The right side is where all the emotion and feeling is located. It's also home to your intuition and all those so-called "gut feelings."

Let me give you several examples. I once was approached by a student at the college where I was teaching about 15 minutes after all the classes had cleared out for the evening. I had a bad cold.The student wasn't in any of my classes. He was attractive and well-dressed. Nevertheless, I held my left hand out to stop him from coming in my office. I told him to come back during regular office hours but he persisted. Fortunately, one of my male colleagues came in a few minutes later and I excused myself to meet with him (i.e. get away from this guy.)

I didn't think much about this, although I did tell my husband. He insisted that I contact the campus police. Apparently, this man was known to them and had been arrested on numerous occasions, although no one had managed to make the charges of assault against him stick. My right brain read that something was off even though my logical side didn't pick it up. I had a police escort to and from class for the remaining four weeks of the semester.

Let me give you some other examples. Several years ago I had the strongest feeling I should contact my closest friend from college that I hadn't seen in about 15 years. The thought kept nagging me, but I didn't do it. She died from an unexpected heart attack just a few weeks later.

I experienced the same thing a couple of years ago. A little voice inside kept telling me to go see Jack Douglas (the founder of the company where I worked for 18 years). I hadn't seen him since he sold the company back in 1997. I had a speaking gig in California and flew out a day early to meet with him. We had a wonderful morning together remembering so many great things about working together. He died three weeks later. 

Another time when I was doing a weekly commute from Austin to L.A., I was booked to fly home and the airline goofed up my reservation and didn't have my seat reserved. Since I had status, they would have bumped another passenger off the flight. My gut said don't get on the flight. I asked if I could get on the early flight the next morning and be upgraded to first. They said they would do that and they gave me a voucher for dinner. I had a nice evening. Three days later I was flying back with many of the regular commuters who were all telling me how lucky I was to have missed that flight. Apparently, the turbulence as so back that virtually everyone on the plane was throwing up, including many of the frequent flyers. 

So here's the bottom line. If your intuition says, "Go see Aunt Sally," "Don't work with this client," or take a much needed vacation--listen to it. Chances are there's a reason that doesn't make a lot of logical sense, but may make great sense when all is said and done. 

Posted by Bernice Ross. Join us this week on RealEstateCoachRadio as Greg Douglas of United Real Estate shares a terrific five part series called, “Open House with a Purpose.” This is probably the best lead conversion tool for open house ever. Listen in to learn how to apply this in your real estate business.

Four Great Prospecting Tips for Valentine's Day

Happy Valentine's Day! Whether you are single or heading for your 60^th Wedding Anniversary, it’s a great day to say a special thanks to those you love. If you are alone, have you thought of volunteering to visit someone who is elderly and alone or perhaps just making cookies or brownies for the neighborhood kids?

A great way to stay in touch with past clients is to call to wish them a Happy Valentine's Day. If you don't want to talk to them, you can use "Slydial" which allows you to leave a message for them and goes directly into their voicemail.

One of the coolest gifts I’ve seen a Realtor were heart-shaped chocolate chip cookies on a lollipop stick. Wrap them with cellophane, tie them with a red ribbon, and attach one of your business cards. It’s a great way to express your gratitude to your clients.

Another way to have a great Valentine’s Day is to go to a local florist and make arrangements for your clients to pick up a beautiful rose as your Valentine’s gift to them. If the florist is willing to include a coupon for a special Valentine’s arrangement, that can be a win for you both.

Finally, for those who are chocoholics, check out this recipe  for chocolate chip cookie dough truffles. While dipping the cookie dough in the chocolate can be tricky, the result is well worth the effort.

Posted by Bernice Ross.

Join us this week on RealEstateCoachRadio.com as Jimmy Mackin shares how to "Take Advantage of Facebook to Grow Your Business." Jimmy is one of the leading young voices in the real estate industry and is an expert on how to create Facebook groups. This is an awesome series of shows--don't miss it!