If it isn’t in Writing, it Doesn’t Exist Agents can easily be lolled into believing that their buyers or sellers are committed to their flawed strategies and can’t be swayed. Nothing could be further from the truth. Think about it. How good can their strategy be when: 1. They have very little experience in buying […]
Top 10 Sales Closes (4): The Half Nelson Close; Buyer & Seller Close #20
It Never Hurts To Put A Little Pressure On Your Clients As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure on them to take the next […]
Top 10 Sales Closes (3)- The Contract Close; Buyer & Seller Close #18
Give Your Clients Time To Get Used To The Agreement We already know how intimidating an Agreement involving hundreds of thousands, or even millions of dollars can be to the typical Buyer and Seller. One of the worst things that an agent can do is wait until the point of contract to bring the agreement […]
Buyer & Seller Closes (2): Either, Or #18
In every question above, your buyer or seller is making the decision to move forward. Seller Argument #18- I Would Rather Save You Money, Than Be your Friend. Most agents have a great concern about putting too much pressure on their Sellers and Buyers. They rationalize that if they are too pushy, they will […]
Salesmanship, Closing The Sale- The Auto Industry Close
Salesmanship, Closing The Sale- Auto Industry Close Another great close for agents to use is the Auto Industry Close. After years of rapid growth and great prosperity, the automobile industry experience the same downturn in contracts as the real estate industry. At the peak of activity, there were over 16 million sales recorded by the automobile industry […]
Salesmanship, Closing The Sale- The Appraisal Close
Closing the Sale- The Appraisal Close Appraisals have created real problems for the real estate industry. Appraisers are concerned about the possibility of additional price depreciation and their appraisals will often be low to reflect the possibility of additional drops in prices. Even cash purchases are likely to be contingent on an appraisal justifying the […]
Salesmanship, Closing The Sale- Ask For The Order
Sales Close – Ask for The Order The most important close that an agent can and should use is the “Ask for the order,” close. This is the easiest close to understand, but it also may be the most challenging, because the delivery is critical. Once an agent concludes that the timing is right to […]
Buyer & Seller Close #16: Not Just the Facts, But the Benefits Too
Make Sure Your Clients Know Both Facts and Benefits A common mistake made by agents is to identify an important fact without explaining what the direct benefit or direct impact has on buyers and sellers. A good rule of thumb to use when sharing important information with your client is to always add, “What this […]
Buyer & Seller Close #15: American Dreams Disappearing
The recession has caused two dramatic shifts in ownership; more renters and smaller homes for the less fortunate. While the high-end market has seen an increase in new homes being constructed, the medium size of multi-family units built for rental has declined to 990sqft according to the US Census Bureau. This data supports the trend […]
Economic Considerations: Distressed Property Update
The “Not So” fun facts about Distressed Property According to the Mortgage Bankers Association, mortgage delinquencies are unchanged in the past year. 8.1% of all mortgages, of 4.2 million homes, are either seriously delinquent or in foreclosure. According to the National Association of Realtors there are approximately 3.5 million homes presently available for sale. […]