Of all the elements to a listing presentation, the warm up is by far and away the most critical. Unfortunately, most agents are so anxious to begin discussing what they can do for a seller, they overlook the warm up. There are two purposes to a warm up. Building rapport. Gathering information. Building rapport […]
Talking Points – And Now There are Three
Led by the United State’s stimulus spending efforts with QE1 & QE2, Europe responded by following suit with its own bail-out initiatives with Portugal, Ireland, Greece and most recently, Spain. Finally, China, with the Shanghai Market dropping last week to 2,281, after reaching a high in October, 2007 of 6,092, decided to address the downturn […]
Prospecting: Builder/Developer Script
After several years of sitting on the sidelines, custom builders and developers are finally getting back into the real estate game. The beautiful part of prospecting with this group is that if once you’ve established a relationship with someone in this group, it can be an annuity in commissions that last for years. In addition, […]
2012 Buyer Considerations – Always Buy, Never Rent
2012 Buyers Considerations: The Fast Track to Financial Security (Part 1)
2012 Prospecting – Expired Listings, The Bottom Line – 24 Touches
Listings will rule during the next 12 months and every agent should be aggressively pursuing these highly desirable money-makers on a daily basis. Consider a couple of key points. First, Listings normally sell, while buyers don’t normally buy. Your conversion rate with listings is much higher than your conversion rate with buyers. Second, 60% of […]
Talking Points – June 4th
Uncertainty over serious issues such as the European Debt Crisis, unemployment in the U.S., and Stock Market declines, continued to occupy headlines this past week, and put into question whether an improvement in the real estate sector could be sustained. The talking points to use this week, especially with sellers are as follows: News […]
2012 Listing Presentations: Always Carry a Yellow Pad
A common misconception held by even successful agents is that “more is better”. For example, the more data you bring, the more impressive you are to your clients. The more marketing material you bring to a presentation, the better. The truth is, less is more, unless of course, you don’t really know what you’re doing. […]
2012 Seller Considerations – Pro-Forma Timeline Proves
An effective way for agents to help sellers determine the actual financial impact is to prepare a Seller Pro-forma that calculates the real financial impact on a seller who waits until later to sell using the seller’s actual value and likely appreciation. Sellers resistant to accepting a lower price for their home are likely to rationalize […]
2012 Seller Closes – Seller Pro-Forma, the First 3 Parts
The current positive economic news has restored the confidence some sellers had that led them to believe they could sell their property for more than it was worth. More than ever, sellers are likely to want to wait for prices to recover before they sell. The most effective strategy for seller price reduction is a […]