A sellers primary objectives are: Sell their home for maximum price In the least possible amount of time with minimal or no aggravation (process) Quite often sellers believe that if they price their home high they will get better offers. It is very common for sellers to say, “well, just have the interested buyer make […]
Buyer Close #36: The RTC Close
Most people today have forgotten the savings and loan debacle of the 1980’s when many of the nation’s largest savings and loans failed as a result of poor lending habits. In many ways, the recent financial meltdown involving our largest banking institutions is very similar. There is one important similarity that must not be forgotten […]
Salesmanship Close – Human Needs Apply Real Estate
Psychology 101 includes the discussion on Maslow’s Hierarchy of Needs. According to Maslow, there are 5 levels of human needs shaped in the form of a triangle (see the chart attached). Before each level can be reached, the preceding level must be met first. In other words, the first level, physical and biological needs must […]
Buyer Close #35 – The “Sheeple” Close
The “Sheeple” Close can be a little tricky because no-one likes to think of themselves a “Sheeple”. It should be shared using a Third Party example, because your prospects like to think they are intelligent enough to make their own informed decision. In truth, most people don’t like to make big decisions because they’re […]
Business Management: Co-Partnership
As a sole business owner it’s difficult, sometimes even impossible, to stay up with everything. Buyers and sellers often demand 24/7 service and most of them don’t want to hear about vacations. Unfortunately, for the sole practitioner this is a recipe for complete burn-out. One solution is to partner with another agent that you like […]
Seller Close #30 – Baby Steps to Listing Price Reductions
I’ve heard agents say that it doesn’t make sense to waste your time on listings that are over-priced. They would much rather be the second or third agent to get a listing that has expired so they don’t have to waste valuable time and money on stubborn sellers. There are two problems with this strategy: […]
Key Presentation Points #1 – Don’t Give the Milk Away for Free!
How do you determine how much information to give to a buyer or seller before they officially become a client? This is a difficult question to answer. All too often, agents will give unlimited advice to their prospects in the hopes a prospect will agree to let the agent represent them, only to have the […]
Business Management- Top 10 Weekly Priorities
A common mistake agents make is to spend so much time on non-money making activities. How often have you worked diligently completing project after project only to find at the end of the day there wasn’t enough time to prospect or follow up with hot-buyers and hot-sellers. If a plan isn’t developed to specifically identify […]
Seller Closes – Resetting the Price Anchor Close (Joe’s Top Choices)
Seller Close – Resetting the Price Anchor Close The single most difficult challenge that agents have faced since real estate prices have declined has been convincing sellers to reduce prices. Sellers who have been taught their whole lives that real estate prices always go up, have found it difficult to accept the fact that prices at […]
Seller Closes – The Interest Rate Close On Steroids (Joe’s Seller Top Choices)
The Interest Rate Close On Steroids For the past five years low fixed mortgage interest rates of 5% or less have been common place. So much so, that both buyers and sellers have made the assumption that interest rates will remain low indefinitely. Inform your prospects that this is not the case. At some point, […]