All successful agents know that “you miss 100% of the shots you don’t take.” Conversely, the key to success is to take as many shots as possible. It seems easy enough to apply this principle. It’s Nike’s “Just Do It” mentality. In reality, there are a number of reasons why it may not be as […]
Salesmanship: The Big Mo
Success in Real Estate Sales requires strong negotiating skills. For most agents, this can be a real problem. The ability to negotiate offers to a successful conclusion requires a great deal of practice. But, unlike other sales situations, negotiation opportunities in Real Estate may be few and far between. Consider the typical agent that […]
Prospecting: The Mechanics of Expired Listing
Targeting expired listings should be one of your top prospecting campaigns. It only makes sense to target homeowners that you know have already expressed a desire to sell. Your expired prospecting campaign should encompass all three forms of communication, face-to-face, phone and direct mail. We suggest that you use the following steps to begin developing […]
Salesmanship – The Fact-Benefit or What This Means to Your Approach
Most successful Real Estate agents are well-versed about the important facts that impact their clients. But knowledge is only half the battle. The other key ingredient for success with buyers and sellers is in an agents ability to deliver this information in a meaningful way to clients. Agents have a tendency to blurt out […]
Listing Conversion Rate – Perfecting a Listing Strategy
One of the primary reasons that people enter the real estate profession is because they look forward to being paid what they’re actually worth. In the corporate world, this rarely happens. In real estate, commission potential is unlimited. Unfortunately, commission income can work against you if you’re not really doing that much. Consider a typical […]
Salesmanship: That’s Exactly Why
How often have you lost control of a conversation when a perspective buyer or seller asks a question that allows them to get the information they’re looking for and subsequently has no need for your services? For example, you’ve jumped through hoops in an effort to get the phone number of the homeowner whose listing […]
Seller Considerations – The Importance of Calculating the Risk of “Pent-Up Seller Demand”
For months now, homeowners that have been thinking about selling have heard about the massive number of homes that are either in some phase of the foreclosure process, or that have already been turned over to the bank (REO Properties, for Real Estate Owned by the banks). The overhang of “Distressed Properties” poses a real […]
Economic Considerations – The Long and Winding Road of Unemployment
Beetles fans may think that “The Long and Winding Road” is a famous song written and composed by Paul McCartney. Although that may be true, in 2012 it more accurately describes the employment situation and journey to economic recovery in the United States. The Bureau of Labor Statistics data released for July, offered more proof […]
Seller Considerations – The Multiple Tax Relief Loss Syndrome
If you own a house and want to move on, do you pull the trigger now and get on with your life, or wait for better days? This is the question that has led to record-breaking levels of “Pent Up Seller Demand.” This term applies to homeowners that want to sell their homes, but are […]
Seller Considerations – Never Say “I’ll Try”
If you own a house and want to move on, do you pull the trigger now and get on with your life, or wait for better days? This is the question that has led to record-breaking levels of “Pent Up Seller Demand.” This term applies to homeowners that want to sell their homes, but are […]