For some reason most sellers can focus excessive attention on the amount of commission that’s being paid to their real estate agent. If this thought doesn’t cross their mind initially, they need only talk to an attorney before the question is raised, “why am I paying so much to the realtor?” Actually, this may be […]
Salesmanship – How Does That Make You Feel?
The real estate industry is finally beginning to return to normal. Over the coming months, real estate agents will find both buyers and sellers becoming less interested in focusing exclusively on price and more interested in focusing on the emotional benefits of owning (or selling) real estate. Real estate has always provided far greater emotional […]
Prospecting – Expired Listing Advised Cover Letter
Prospecting for expired listings and “For Sale By Owner” prospects can be one of the fastest ways to build your business and prepare for the coming year. Unfortunately, this form of prospecting can be one of the most difficult because every good realtor is aware of the great opportunity with both groups. We already know there […]
Buyer Prospecting – The Listing Frenzy
In the past six months, many markets throughout Florida have experienced a significant turnaround in real estate market conditions. Even in the historically slow summer months, for some markets activity has remained strong. Successful agents are encouraged to recognize that this very same activity could be a bellwether for difficult times ahead. Agents that are […]
The Reload Strategy
When prospecting for buyers there may be a group of potential buyers that have been completely overlooked. Most sales professionals recognize that past clients are an ideal source of referral business. However, there is another group of potential buyers that are easy to identify and have an affinity to real estate. In general most people […]
Prospecting: Prospecting for Success, 2012 Model
Prospecting for Success – 2013 Model Weekly Plan Prospecting Type # of Hours Contact Type # Weekly Contacts # Annual Contacts Saturday Expired Prospecting 3 F-F 10 500 Sunday Open House 4 F-F 10 500 Monday Sphere of Influence 3 Phone 10 500 Tuesday Farming Canvas 3 F-F 10 […]
Listing Conversion Rates – Don’t Let Other Sellers Exploit Your Price
Consider the following scenario: A buyer’s agent has a buyer that he just started working with. He researches the market and identifies 4 homes that are a great fit for his buyer. Three of the four homes are comparably priced, while the fourth home has a much higher asking price. Of the three with similar […]
Buyer & Seller Considerations – Four Steps to Mastering Arguments
There are literally dozens of arguments that can be used to motivate sellers to: List now Price reduce Successfully negotiate an offer to purchase As discussed in yesterday’s Cup o’ Joe, the proper presentation of strong seller arguments involves four steps: The Fact, or issue, the impact on the seller, the key question to […]
Buyer and Seller Considerations – Four Steps to Mastering Arguments
We have great news for highly skilled, trusted real estate advisors. This may be one of the best opportunities in history for skilled agents to generate business. Never have the arguments for buyers and sellers been as compelling as they are under the present market conditions. There are literally dozens of arguments that can be […]
Prospecting: Mastering the Art of Open House
One of the best ways to find buyers for your quality or high-end listings is from open houses. If you were to sit a open house for a few hours every weekend, and only averaged 1-2 good prospects each time, you could end up with so many buyer contracts that you could earn a six-figure […]