You’re Not a Salesman, You’re a Therapist A successful strategy always starts with all of the information. An agent can develop what appears to be a perfect strategy only to find that one little piece of missing information is introduced that makes the strategy ridiculous. Consider the agent that spends three days showing a buyer […]
Using Data Collected to Motivate Your Sellers to Reduce Their Price
Using Data Collected to Motivate Your Sellers to Reduce Their Price The most effective way to get your seller to understand the real value of their home is to use spaced repetition. Instead of insisting that sellers accept the real value on the listing presentation, it is much more respectable to offer data regarding comparable […]
The QE2 Update – Between a Rock and a Hard Place
The QE2 Update – Between a Rock and a Hard Place Most of us know that the Fed can create an “Artificial Economy”, or prop the economy up by: Keeping the Fed Fund Rate low- (close to zero now). Pouring money into the economy to keep liquidity high. The Fed hopes that by using […]
The Key to Overcoming Buyer Paralysis and Seller Price Resistance
The Key To Overcoming Buyer Paralysis and Seller Price Resistance We’ve all embraced the concept of Spaced Repetition as being the best way to learn a new approach. Yet Agents overlook the opportunity to use this approach to overcome the resistance clients have to change. Keep the following in mind: Buyers Have Mastered Just “Sitting […]
How Buyers and Sellers Select an Agent
How Buyers and Sellers Select an Agent When buyers and sellers make a choice on who they are going to do business with, their most important consideration is what you, as their representative, bring to the table. The Company is also important, but clients ultimately do business with “who” they feel is going to best […]
The New American Dream – Rent!
The New American Dream—Rent! In the Christmas favorite “It’s a Wonderful Life”, George Bailey’s building and loan is the only thing stopping greedy Mr. Potter and his bank from turning Bedford Falls into a rent district. How appropriate a scenario for what’s happening today with home ownership? Since 2004, home ownership in the United States […]
Don’t Cut Your Commission
Most Agents have had to deal with sellers who insist on the agent reducing their commission. How you handle this objection can make a significant difference in what you earn. Here are some suggestions on how to deal with the question: “Will you reduce your commission?” 1. Mr. Seller, if I understand you correctly, you appreciate […]
Who Can I Contact to Get More Exposure?
We’ve heard it on the news and have seen it in our offices, the Real Estate Market is recovering. Better yet, all those buyers and sellers that have been waiting for things to improve are also hearing it. And, both buyers and sellers are tired of waiting to get to the next step in their […]
Require Sellers to Extend if They Price Reduce
Require Sellers to Extend if They Price Reduce One of the most unfair and frustrating experiences an agent can have is to work aggressively marketing a property on behalf of the owner, only to have the owner lower the price and give the listing to another agent. These properties can sell quickly, leaving the agent […]
Salesmanship-Require Sellers to Extend if They Want Price Reduction
One of the most unfair and frustrating experiences an agent can have is to work aggressively marketing a property on behalf of the owner, only to have the owner lower the price and give the listing to another agent. These properties can sell quickly, leaving the agent that had done all the work out of […]