There are 6 parts to every successful listing presentation. Let’s review each part beginning with the warm-up, which is almost always the most important. The purpose of the warm-up is to: 1. Gather Information – This involves getting to know everything about your prospect, including as much as possible about their: a. Family (and other […]
Perfecting Your Presentation Part 7 – Your Negotiating Expertise
The Listing Presentation has included selling yourself, selling your company, agency quality marketing materials, analytics, strategic planning, and collaboration with others. The final part to perfecting the presentation is to point out your powerful negotiating skills. Negotiation skills are a direct result of expertise in a variety of areas. They include your expertise in: 1. […]
Perfecting Your Presentation Part 6 – Collaboration
In the previous five parts of the listing presentation, we’ve covered selling yourself in the warm-up, selling your company, verification of your professional quality marketing materials, applying your analytical skills to identify market trends, and developing a strategic plan to sell the home. The next step is to point out the use of collaboration, or […]
Buyer Considerations – Buy Now & Save Thousands
Perspective home buyers have enjoyed the benefits of a buyer’s market for the past 6-7 years. With an abundance of homes for sales and falling prices, it almost made more sense to wait to buy a home. Most buyers don’t realize that those days are rapidly coming to an end. The real estate market is […]
Salesmanship – Buyers Say: “I Choose You!”
It’s common practice for a perspective home seller to interview 3 agents before choosing one to represent them. Yet, when it comes to selecting a buyer’s agent, a perspective buyer will either, 1. Feel obligated to work with the first agent that calls them back or, 2. Feel no obligation at all, and bounce around […]
2016 Prospecting: The Right Way to Handle Floor Duty and Sign Calls
2016 Prospecting: The Right Way to Handle Floor Duty and Sign Calls Many Broker/Owners project that as much as 50% of the calls that come into their offices (excluding agent calls), with inquiries about properties, are from Buyer’s who purchase property locally within the next twelve months. If this is true and the average prices […]
2016 PROSPECTING: Some Prospecting Tips
2016 PROSPECTING Some Prospecting Tips The key to success starts with building rapport with prospects by finding areas of common interest. This doesn’t happen unless you ask questions and gather information. The more you talk the less successful you’re likely to be and the less you will learn about a prospective client. Discussions around the […]
2016 CLOSING THE SALE: What Would You Do If You Were Me?
2016 CLOSING THE SALE What Would You Do If You Were Me? For several years now, so many prospective buyers and sellers have chosen to throw logic to the wind by making unreasonable demands. It’s all a reasonable agent can do to avoid getting frustrated and just giving up on these stubborn clients. That’s not […]
2016 Prospecting: The “Sheeple” Close
2016 Prospecting: The “Sheeple” Close The “Sheeple” Close can be a little tricky because no-one likes to think of themselves as a “Sheeple”. It should be shared using a third party example because your prospects like to think they’re intelligent enough to make their own informed decisions. In truth, most people don’t like to make […]
2016 RELATIONSHIP MANAGEMENT: Presenting Market Trends
2016 RELATIONSHIP MANAGEMENT Presenting Market Trends As a trusted real estate advisor, you research market activity and are well prepared to share this information with prospective buyers and sellers. In fact, this information may be just as beneficial to share with everyone that you know. Think about it, everyone has been hurt by the housing […]