Every agent knows that the most productive way to prospect is to get referrals from past clients, a sphere of influence, and advocates. Providing the highest level of service requires a great deal of time, energy, and effort on your part. It is not uncommon to spend so much time with buyers and sellers that […]
Prospecting: Negative Feedback Loop
When considering the risk for every buyer and seller nothing applies more appropriately to today’s economic conditions and real estate market than the term “negative feed-back loop.” What does this term mean? In a nut shell, negative feed-back loop refers to the impact bad news has on trends in the market. When bad news in […]
Salesmanship – Creating Urgency
One of the most fundamental principles of salesmanship is creating urgency. Without it, there is little or no motivation for a buyer or seller to take action. Think about it. As a buyer if there is nothing to lose by waiting why not buy later as opposed to right now. The most effective way to […]
Salesmanship Close: The “Strictest Confidence” Close
It’s remarkable how often good agents are unsuccessful developing strong ties with their buyers and sellers. Quite often this happens because an agent feels uncomfortable prying into a client’s personal life or personal situation. For agents that are hesitant to pursue this information, we have three words: “Get Over Yourself!” If your buyers and sellers […]
Business Management: Great Strengths & Great Weaknesses
Real estate can be a very competitive business. With many areas of the country experiencing a decline in inventory, competition for listings in 2012 could be fierce. When going head to head against other agents, especially very successful agents, it’s helpful to remember that: “A person’s great strength is also their weakness.” For example, an […]
Buyer Close #33- The “Possible Stock Market Blow-Out”
Investments are designed to accomplish 3 major goals: Protect your principal Provide for a good return Minimize risk so you can sleep at night The state of the global economy has been so bad that people invested in the stock market have accomplished none of the 3 major objectives of investing. Last week […]
Buyer Closes – Recaptured Equity Revisited (Joe’s Buyer Top Choices)
Buyer Closes – Recaptured Equity Revisited On July 20, 2011,we sent out a Cup o’ Joe which outlines the recaptured equity theory. The theory shows how a buyer that finds a home today at a purchase price that’s the same as it would have been in 2002, has the opportunity to realize a 55% increase […]
Buyer Close # 31 – The “Family Financial Security” Close
For investors desiring to provide financial security for their children, there is nothing better than investing in real estate with them or for them. Using race track betting terminology, investors have an opportunity to hit the trifecta. Consider the following: Interest rates will never be lower – parents can borrow money at an interest […]
Buyer Close #30 – The “Seller Insanity” Close
For almost 5 years a majority of sellers clung to the notion that things would get better and property values would return to their previously high levels. It was difficult, if not impossible, to convince theses sellers they were taking the risk of an even greater decline in value. Many sellers that could have […]
Seller Closes – Prospect Master Tracking Report
We’ve already identified 25 strong closes to use with sellers. Keep in mind, the more closes you use with your sellers, the more likely they are to price reduce and negotiate a sale. The question arises, “how do you track which closes you’ve used with which sellers?” Use the attached Master Report to track […]