Motivating people to return your calls is an art. You can even think of it as a challenge. So, what’s the best way to get people to call you back? The following rules are a must: The message you leave must be different from any other message they will hear. It must stand out. The […]
Salesmanship: Take the Shots by Asking Questions
Many broker owners project that as much as 50% of the calls that come into their offices (excluding agent calls), are from buyers who purchase property locally within the next twelve months. If this is true and the average price of a home is $300,000, it would mean that every other call has the […]
Prospecting: Choose the Best Opportunities and Take the Shots
Review the list below and pick out the topics that are a good fit for you, your lifestyle and your contacts. Then schedule activities around those events. Our “Window of Opportunity” is here and now. Don’t miss it! 60% of all Buyers’ are a result of homes the Agent has listed. MLS Affiliations Open […]
2015 Seller Considerations – Are Over-Priced Listings a Waste of Time?
5/5/15 2015 Seller Considerations – Are Over-Priced Listings a Waste of Time? I’ve heard agents say that it doesn’t make sense to waste your time on listings that are over-priced. They would much rather be the second or third agent to get a listing that has expired so they don’t have to waste valuable time […]
2015 Salesmanship: Ask for the Order
2015 SALESMANSHIP 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 go […]
2015 Seller Considerations: When Should You Buy a Home? The History of Interest Rates
2015 SELLER CONSIDERATIONS When Should You Buy a Home? THE HISTORY OF INTEREST RATES Do you really want to find the ideal buyer? Interest rates may soon increase dramatically limiting the number of buyers that will qualify to purchase your home. Since 1975, the interest rate has averaged approximately 8%. For the 25 years between […]
2015 Prospecting: Which Communication Method is Best For Each Client?
4/30/2015 Which Communication Method is Best For Each Client? Determining the best form of communication to use with each client is a critical skill to develop. At the top of the Ladder of Effectiveness, Face-to-Face contact, should be reserved for only your best clients. You can stay in contact with everyone by using even the […]
2015 Prospecting: Real Estate Questions to Ask Every Seller
Real Estate Questions to Ask Every Seller We’ve discussed the importance of building a relationship of Like and Trust with a prospective seller by focusing on personal information about their Family, Occupation, Recreational Likes, and Plans for the future. But, it’s also important to ask questions specific to the property before you build your marketing […]
2015: 12 Principles of Business Success
12 Principles of Business Success FORBES – Formula for Success in Life: Family Occupation Recreation Body Education Spirituality PARFA – Formula for Success in Business: Prospecting Appointments Referral & Follow-up Finance Administration ISIT – The 4 Steps to overcoming obstacles and achieving goals: Identify Strategize Implement Track Tracking – Three critical questions to apply to […]
2015 Relationship Management: Why You Should Be Considered A “Trusted Real Estate Advisor” By Your Clients
2015 Relationship Management: Why You Should Be Considered A “Trusted Real Estate Advisor” By Your Clients People do business with someone they like and trust. One of the best ways to develop a relationship that is based on trust is to help your clients identify the risk associated with making real […]