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Relationship Management – Key Categories for Annual 24 Touch Campaign

February 4, 2019 by Joe McAuliffe

A successful business model must include a minimum of 24 touches per year, or approximately one every couple of weeks, to maximize opportunities with your prospects. The challenge is that the type of communication you want to share with a buyer is likely to be completely different than the information you want to share with […]

Filed Under: Business Management, Cup O' Joe, Relationship Management

SALESMANSHIP – Work for 6% to Guarantee 3%

February 3, 2019 by Joe McAuliffe

  How many times have you professionally represented your buyer or seller and come close to an agreement only to have poor representation by another agent kill the deal?  Unfortunately, most negotiations that fall apart do so because of lack of experience or competence on the part of one of the two agents involved in […]

Filed Under: Cup O' Joe, Salesmanship

SALESMANSHIP – The Best Use for Your Business Card

January 28, 2019 by Joe McAuliffe

    It’s common knowledge that handing out business cards can be a great source of prospecting for business, but there is actually an even more valuable use for your card that most agents completely overlook. Two of the most important elements of success in sales are; KISS – Which stands for “Keep It Simple […]

Filed Under: Cup O' Joe, Salesmanship

Prospecting for Expired Listings – Introductory Letter

January 27, 2019 by Joe McAuliffe

PROSPECTING Prospecting for Expired Listings – Introductory Letter Contacting expired listings is one of the best ways to get listings because the homeowners have already expressed a desire to sell their homes and it’s easy to find their contact information. This is why so many agents contact this group. If you expect to be successful […]

Filed Under: Cup O' Joe, Prospecting

Prospecting: It’s All About Asking Permission to Ask Question

January 21, 2019 by Joe McAuliffe

Most people make a determination as to how they feel about someone new within the first few minutes of meeting them.  There are 3 things you want to accomplish when you first meet a new client: You want to build rapport and trust.  Do this by keeping the subject away from real estate as much […]

Filed Under: Cup O' Joe

Prospecting: Which Communications Count

January 18, 2019 by Joe McAuliffe

With many more people moving ahead with plans to buy and sell in 2019, communication will be of great importance in growing your business.  Which forms of communication count for prospecting purposes? Use the criteria below as a guide: – Face-to-Face: the rule for face-to-face for contacts that qualify for prospecting purposes is as follows: […]

Filed Under: Cup O' Joe, Prospecting

Broadcasting Great Messages Across All Mediums

January 16, 2019 by Joe McAuliffe

When you take the time, energy and effort to create a great postcard, e-mail or branding message, why not broadcast the message across all mediums to get the maximum benefit. For example, you have created a direct mail Market Report from the analytical research you have done to track real estate trends year-over-year and have […]

Filed Under: Cup O' Joe, Prospecting

PROSPECTING: Create Your Own Marketing Distribution Network

January 16, 2019 by Joe McAuliffe

Most agents have either personal branding information such as quarterly market reports or company and affiliate publications. It’s a well-known fact that direct mailing information to your sphere of influence is a great way to maintain relationships, but if you have extra publications or reports that you can print out, it makes sense to cast […]

Filed Under: Cup O' Joe, Prospecting

Prospecting – Using Analytics to Network with Local Professionals

January 15, 2019 by Joe McAuliffe

Real Estate Networking with Business Professionals

Prospecting – Using Analytics to Network with Local Professionals Once you’ve done your research on local real estate data and have an understanding of local market trends, you can use this information to build a referral network with wealth management advisors, accountants, trust attorneys, and even investors. This group of trusted advisors is relied on […]

Filed Under: Cup O' Joe, Cup O' Joe Samples, Joe's Prospecting Top Choices, Prospecting, Prospecting Samples

Presentations #2-Buyer Strategic Brief Questions

December 9, 2018 by Joe McAuliffe

Presentations #2-Buyer Strategic Brief Questions PURPOSE Establish Long-Term Relationship Meet their immediate buying needs   PERTINENT DATA Who are they? Where do they live? How long have they lived there? Why are they moving? What do they like about their present home? What don’t they like about their present home? What do they like about […]

Filed Under: Cup O' Joe, Relationship Management

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Managing Partner, is one of the top business consulting professionals in Florida. He has worked with Fortune Magazine, Oracle, Network Solutions, Computer Associates, and Lawyers.com. Some of MET’s current clients include Christie’s & Illustrated Properties, Coldwell Banker, Merrill Lynch, Smith Barney and Sotheby’s.
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