After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life. This is a welcomed change, but is a change that is occurring gradually because a new habit isn’t developed overnight. There’s one group of buyers that should pay closer […]
Seller Close #28 – The “60-Day-Roll-Out” Close
What’s the most important career challenge you will face in 2012? The answer, getting listings. There will be plenty of agents that will begin to address this problem after it’s too late. They’ll all scramble at the same time and will have to compete with every other starving agent. So, how can you avoid […]
Prospecting: Identifying a Farm
Farming an area can be one of the most effective ways of building your business long term. Consider the difference between working with a good buyer or actively farming a neighborhood. Typically with a buyer, the relationship is started when you first meet the buyer and is established very quickly. If they like and trust […]
Prospecting: Have a Block Party in Your Farm Area
It’s been a long-standing tradition in many parts of the country to hold an Annual Neighborhood Block Party as a way of helping neighbors stay in touch with one another. In today’s world, with most families having both spouses work, a neighborhood gathering can be an ideal way to meet your neighbors and build strong […]
Listing Presentations: Testimonials Rule
Did you ever wonder what the best, most precise presentation in real estate would look like? Listen carefully, cause your about to receive the secret to dazzle both your buyer and seller prospects. Keep in mind that less is more, KISS (Keep It Simple Salesman or Stupid). Also keep in mind that even though you […]
Buyer Considerations: Start Making Money from Appreciation Today
We’re all aware of the fact that by waiting to sell, a homeowner can easily incur thousands of dollars in additional expenses from mortgage and other carrying costs. By pointing out the monthly loss to a seller, it can motivate them to avoid the additional monthly costs by accepting an offer that’s less than the […]
Listing Presentation Outline
When a seller is deciding who should represent them with their real estate needs, they will make the decision based on two criteria: Who they like and trust. Who they feel will best represent their needs. Your potential clients will decide if they like and trust you based on your ability to sell yourself […]
Salesmanship: Ask for the Order
According to a recent national radio ad, 80% of all sales production can be attributed to just 20% of the salesman. This same ad also claims that 83% of sales professionals never even ask for the order. Unfortunately, both non-verified statistics above are probably even worse in the real estate industry. Most real estate agents […]
Prospecting: Simple Prospecting Phone Script
Take a look at what you have in the pipeline now. If you bank of listings is weak, you’ll probably have a weak bank account in 2013. Of course, you want to have a strong finish to 2012, but even if you’ve had a great year this year, ask yourself; “With the listing inventory I […]
Salesmanship – Why?
Trusted advisors in every industry whether its wealth management, health and psychology or even real estate, all recognize that it is critical for their clients to have great trust and confidence in their advisor’s ability to assist them. You can be the smartest, most experienced, most knowledgeable agent in your area, but none of that […]