Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had to make an important decision, he would take a blank […]
2015 Sales Close #5 – Create The Sense of Urgency
Every good agent knows that buyers and sellers won’t make a move without some sense of urgency. Most urgency is created by fear motivation. When people are afraid of losing out, they are much more likely to move forward. This is the principal, “The greatest limitations are self imposed”. The most effective way to […]
Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real objection is with your buyer or seller. By […]
2015 Prospecting – Focus on The Easiest Business First
Let’s say you have developed a very strong prospecting habit. You allocate time everyday to prospect for new business. You don’t miss a trick. You even spend thousands of dollars every year marketing your services to new prospects. As a matter of fact, your quite pleased with yourself for developing a very productive prospecting habit. […]
2015 Prospecting – Common Mistakes Most Agents Make When Advertising
It’s a well-known fact that many agents spend little time developing a comprehensive marketing and advertising Budget. The logic is that if you don’t have very much money, why waste time and money investing in an annual marketing and advertising schedule? If you don’t have a hefty budget for promoting your business and marketing your […]
2015 Seller Argument – The Conservative Approach…How’s That Working for You and Your Sellers?
Most agents are overly concerned about putting too much pressure on their buyers and sellers. They rationalize that if they are too pushy, they will be perceived as just a “salesman”. In truth, by being too cautious, an agent can easily lose credibility with their clients. Human beings in general, like to follow a […]
2015 Seller Argument: The Conservative Approach… How’s That Working For You (And Your Buyers)?
Most agents are overly concerned about putting too much pressure on their buyers and sellers. They rationalize that if they are too pushy, they will be perceived as just a “salesman”. In truth, by being too cautious, an agent can easily lose credibility with their clients. Human beings in general, like to follow a leader […]
2015 Buyer Argument – Don’t Do Without Your Dream Home Forever
For over 5 years now, buyers have been taught that anything they buy in real estate must be a “steal” or they shouldn’t buy it. The rationale for this approach is due to the deflationary price cycle the industry has experienced. Now that prices in many markets are at the bottom or even on […]
2015 Prospecting – Break into the Multi-Million Dollar Market
Have you ever asked yourself why it seems that just a few elite agents ever have the opportunity to represent the most expensive properties? The answer is simple, but the process isn’t. Just like every other form of advertising, your brand recognition is of utmost importance. If you’ve grown up in an affluent community, you’re […]
2015 Listing Conversation: Key Points to Consider if You’re Thinking About Selling
Thinking About Selling? Houses that sit on the market tend to get stale. New buyers are concerned that previous buyers have passed on the property because they didn’t find it appealing. In other words, if other prospective buyers haven’t made an offer, what’s wrong with the property or they ask themselves “What am I missing”? […]