‘The Great One’, Wayne Gretsky, Hall of Fame NHL hockey player once said, “You miss 100% of the shots you don’t take”. With the release of pent-up buyer demand and pent-up seller demand, every agent must ask themselves the questions; “Am I taking the shots?” On the seller side, according to the National […]
Buyer Close #26 – The “Other People’s Money” Close
Because of tight credit conditions, between 30%-50% of all home purchases, depending on the region of the country, are cash purchases. Paying cash for a home does make sense when a buyer is negotiating to purchase a home. Buyers who present offers with a quick close and no mortgage or other contingencies have a […]
Prospecting: Prioritizing Your Prospects
There is a high percentage of agents that are working very diligently putting in lots of hours working in real estate yet aren’t making very much money. To determine if you’re one of these agents calculate your hourly pay as follows: Approximate the average number of hours you’re involved in real estate activities each week. […]
Buyer Close #25 – The “Cost of Construction Comparison”
How can a buyer be certain the price they are paying for a home is a good value? One good way is to compare the cost of the existing home the buyer is considering to the cost to purchase a similar home that is brand new. If the price they are paying is significantly lower […]
Buyer Close #24 – The “Window of Opportunity”
Every successful agent representing buyers has had to deal with the frustration of buyers just “sitting on the fence.” After several years of having to deal with: – Prices continuing to decline – Overall real estate market uncertainty – Personal employment issues – Economic woes Buyers have officially developed a “bad habit” of doing nothing. […]
Prospecting – B-2-B, or Business-to-Business (Joe’s Prospecting Top Choices)
Prospecting – B2B, or Business-to-Business So, you’re worried about the “do not call” list? Tired of working late nights and every weekend. Why not try prospecting with other business professionals at their establishments? How does this work? 1. Go through your checkbook or expenses and identify a list of businesses that you already patronize. For […]
Prospecting: Identifying Rainmakers
In every group there are one or two unique individuals, or rainmakers, that stand out. These are the leaders in the group. The person that other’s trust, respect, and follow. When they talk, people listen. They are both confident and fearless. They’re the ones that are willing to take the risk. The people that make […]
Prospecting: Alternate Approach for Expired Listings
A unique approach to building a relationship with expired listings is to agree with the homeowners decision to pull the house from the market or not relist it. Most sellers that have let their listing expire or have requested to have their listing withdrawn, have not changed their mind and decided not to sell. They […]
Prospecting: Prospecting for Expired Listings-Introductory Letter
Contacting expired listings is one of the best ways to get listings because the homeowners have already expressed a desire to sell their homes and it’s easy to find their contact information. This is why so many agents contact this group. If you expect to be successful with expired listings, you must have an approach […]
