This is the final series of closes that address seller’s objections to your commission rate. After reviewing all of the closes, you will find several that you personally like better than all of the others. Feel free to use the one’s you like the best, and use the others as a back-up in case your […]
Overcoming Objections- Part 3 of 4
You already have 10 great closes you can use to overcome commissions concerns on the part of prospective sellers. Let’s discuss another 5 you can use. Commission Close #11- The No Advisor Close This close lets your sellers know that you bring the same level of sophistication to informing and educating them about real estate […]
Overcoming Objections- Part 2 of 4
We’ve already discussed 5 good closes to use when a prospective seller wants you to reduce your commission. The more ammunition you have to use, the greater the likelihood you will overcome the objection. Remember from Part 1, don’t give yourself an out. Reducing your commission is not an option! Instead, try using the closes […]
Overcoming Objections- Part 1 of 4
With so many agents making little or no money, many are resorting to cutting commission as a way to generate business. When a perspective seller asks for commission reduction on a listing presentation, there are a variety of ways to handle the situation. It all starts by being well prepared and believing that you’re worth […]
Seller Closes: Top 10 Seller Closes #8- The “I Think I’ll look It Over” Close
Salesmanship Close #8 – I’ll Think it Over Close The most common objection in any type of sale is the, “I’ll Think it Over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. How many […]
Seller Closes: Seller Close #25 “Wear The Suit” Close
In many ways the psychology of buying a house is no different than the psychology behind the purchase of a good suite or a beautiful dress. Almost everybody has experienced surprises when shopping for clothes. In some cases you may see a beautiful dress or sharp suit that you’re anxious to buy only to find […]
Prospecting: Phone Prospecting with Recaptured Equity
One strategy for phone prospecting is to just take the shot by asking for business. This can be accomplished by asking something like this: “Mr. Homeowner, this is Joe with XYZ Realty. We just sold a home down the street. I have a number of buyers I’m still working with. Do you know of anyone […]
Economic Considerations: 7 Days to The New D-Day (Or Deficit Spending Deadline Day)
Well, here we are close to one of the riskiest financial days in U.S. history, and it’s still business as usual for the Congress and the President. With only 7 days left before the U.S. Government won’t be able to officially pay all of its bills, our illustrious leaders still can’t agree on a […]
Economic Considerations Impacting Buyers
Most buyers are aware of the fact that good news can have an adverse impact on their ability to get a great “deal” on a home. The same news that may reassure buyers that it’s time to move forward with a purchase, can reinforce seller’s belief that a recovery is just around the corner. This […]
Seller Closes – The “I’ll Wait and Get a Better Price” Close (Joe’s Seller Top Choices)
Seller Close — The “I’ll Wait and Get a Better Price” Close It is quite common for sellers to want to wait for conditions to improve before they sell their home. The belief is that next year they’ll be able to get a better price. As a trusted advisor, you must point out the risk […]