Listing Presentations- Using the Conversion Rates to Beat Top Producers
It’s always much easier to get listings and generate sales when you’re a top producer. But, what do you do when you’re competing with a top agent to get a listing. After all, it looks to the seller like the other agent is the obvious choice because of all of the sales that agent has […]
Overcoming Objections- Seller Request for Advertising
Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home. As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question. Although it […]
Overcoming Objections- Seller Request for Advertising
Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home. As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question. Although it […]
Overcoming Objections: Salesmanship Close- The “Please Verify Your Objection”
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close: “I […]
Prospecting: The Best Prospecting Question (For a Real Estate Advisor)
Nobody wants to deal with a pushy salesman and, no real estate agent likes taking the chance of being pushy with their friends. So, how does an agent deal with balancing not being pushy, and prospecting with their friends? The answer? Be their trusted real estate advisor by providing valuable information about local real […]
Seller Close #26: Sell, Sell, Sell!
For almost 5 years now many homeowners that have been thinking about selling have opted to wait for better days. This strategy has failed miserably as evidence by price drop of up to 40% of many real estate markets. Yet, many prospective homeowners continue to employ this strategy forever thinking “next will be better.” Now […]
Economic Considerations- Economic Update: Understanding the Budget Control Act of 2011
In a press conference over three weeks ago on July 14th, of this year, Standard and Poor’s, one of the three major credit rating agencies, warned that if the U.S. wanted to keep its “AAA” credit rating, Congress and the Administration would have to agree to trim at least $4 trillion from the present $15 […]
Economic Consideration- Stock Market and Sleeping at Night
For over two years now investors have taken advantage of a down cycle by migrating to the Stock Market. Timing has been ideal with the Dow increasing by 87% from a March, 2007 low of near 6,500 to a high in April of around 12,000 by April of 2009. Now, with the Dow dropping […]
Economic Considerations- US Credit Downgrade Won’t Drop Housing Pricing
The recent agreement reached by both parties in Congress, and the Administration, wasn’t sufficient for U.S. credit to avoid being downgraded by S&P’s credit rating agency from the triple-A rating it had for 70 years to double-A plus. The two other credit rating agencies also reacted negatively with Fitch putting the U.S. triple-A credit rating […]