We’ve already identified 30 strong closes to use with buyers. Now, the question arises, “how do you track which closes you’ve used with which buyers?” We’ve come up with a solution! Use the attached Master Report to track all buyers. Print it out and record all the buyers on your list. As you share […]
Prospecting: Out of the Box Ideas
September can be a quiet month. It’s a great opportunity to focus on contacting prospects to identify immediate opportunities and build rapport. Here are some out of the box ways to build your business. Property Managers – Make a point to introduce yourself to property manager’s. Team up with these individuals to network with tenants […]
Prospecting: 4th Quarter Preparation for 2012: Listings, Listings, Listings!
You know the facts. Most real estate business is driven by listings. That being said, the best way to prepare for success in 2012 is to carry an inventory of good listings into the new year and prime selling season. The good news for the agents that do have listings is that unlike […]
Prospecting: Don’t Get Sucked into the Internet Optimization Hype
There has been so much hype during the past few years about how fabulous the opportunities are with internet prospecting that large numbers of agents, and even entire companies, have made the internet the primary focus for prospecting. THIS IS A BIG MISTAKE! We recently had the opportunity to track the source of every buyer […]
Salesmanship Close: Reducing an Objection to the Ridiculous
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much easier to swallow. For example, a buyer […]
Buyer Close – “If You Were The Seller” Close (Joe’s Buyer Top Choices)
Buyer Close – “If You Were The Seller” Close As we know most buyers have been conditioned to place a heavy emphasis on pricing. How often do you hear a buyer say, “I want to steal the property?” Many buyers are unrealistic with the price they’re offering. An effective way to address this issue is to […]
Buyer Closes – The Good Taste Close (Joe’s Buyer Top Choices)
Buyer Close — The Good Taste Close The good taste close is great to use with a buyer that really likes the home, makes a low-ball offer, and is out bid by another buyer. The fact that someone else was also willing to make an offer is a good indication that your buyer has very […]
Buyer Closes – The “New Construction Cost” Close (Joe’s Buyer Top Choices)
Buyer Close – The “New Construction Cost” Close Most buyer prospects are still hesitant to “pull the trigger” because of concerns over price. Once you address this concern a buyer is much more likely to move forward. The construction cost close is a great way to show a buyer that they are getting a great value […]
Seller Close #27 – The “Presidential Campaign” Close
The presidential campaign close is a good one, and it’s short and sweet. Every agent knows that uncertainty = paralysis. Unfortunately for sellers, more uncertainty is present in the political climate of the United States than in almost any other area. Presidential approval ratings based on recent surveys are at an all time low. The […]
Salesmanship Close: The “Exploiting the Closing Question”
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an ideal opportunity to use a trial close. A trial […]