Buyer & Seller Closes: Buyer Bad Habits, Seller Bad Habits #5
Explaining Your Buyer’s Behavior Can Help Change It The key to all learning and habit formation is spaced repetition. Unfortunately, spaced repetition can reinforce unproductive habits. For example, buyers have recently developed two unproductive habits. They are: An exclusive focus on price—For several years now there has been a heavy emphasis placed on pricing trends […]
Prospecting: Okay, I’ve Got the Data, Now What?
Sharing Market Data To Grow Your Business Once you’ve determined exactly what is happening in your specific markets and what the trends are, it’s important to share this information with as many people as possible. Consider the following approaches that can be used to share the information: 1. E-mail Newsletter– (See attached example.) Everyone […]
Buyer Closes – The “Hot Button” Close (Joe’s Buyer Top Choices)
Buyer Close – The “Hot Button” Close This is the single-most important close you can use with any buyer. Historically, buyers have purchased for the emotional benefits of use and enjoyment. But, because of the economic meltdown and depreciation of home values, most buyers have learned over several years of “Spaced-Repetition” listening to everyone, […]
Seller Closes – Pent-Up Seller Demand (Joe’s Seller Top Choices)
Seller Close – Pent-Up Seller Demand Many Seller’s may be very optimistic in terms of how long it will be before the Real Estate Market returns to normal. Many believe that the market will be back to normal in a couple of years, when it could take many, many years to recover. One of […]
Buyer & Seller Closes #3
You Can Do Much Better If You Use A Trusted Real Estate Advisor We’ve discussed the importance of your clients trusting you as their advisor, but many of your Buyers and Sellers may not realize why it’s so important for them to have your services. If we look at the history of their actions […]
Buyer & Seller Close #2: Mastering the Use of Market Data
The Three Best Focuses For Expanding Your Business What is the best way for you as an agent to expand your business this summer? You can take advantage of the uptick in real estate activity by building your knowledge in three critical areas. They are as follows: Key Local Real Estate Market Trends— -Demand (closed […]
Buyer & Seller Considerations: Best Reason to Buy & Sell During the Summer
Top Reasons for Sellers To Sell- #1 Seller Pro-forma With all of the recent bad economic news in the media, sellers should be keenly aware of how long it could be before the Real Estate Market rebounds. As a Trusted Advisor, every agent should prepare a Written Seller Pro-forma that identifies the impact a long […]
Prospecting: Choosing Clients Using the Bell Curve
You May Not Want to Waste Time on Slow Learners We all know that “The Greatest Limitations Are Self-Imposed.” When you apply this concept to your Buyers and Sellers, you will believe that you can be successful with virtually every client or prospect. This mentality, gives you the confidence to get the greatest number […]
Salesmanship: Stay the Course, Don’t Give Up Ship!
Timing Is Everything, Success Is Just Around The Corner Most of us would agree that due to the economy, the past several years have been both frustrating and challenging. Proof can be found in MLS Membership numbers which have steadily declined over the past few years. A serious question many realtors are asking themselves […]