Presentations – Buyer & Seller Wealth Management Close It’s interesting to see the difference in what buyers and sellers perceive as professionalism from a realtor, compared to their expectations for other professionals. For example, successful people put a great deal of trust and confidence in the recommendations of financial advisors, accountants, and lawyers. Many […]
Salesmanship – Don’t Assume Logic with Clients
Salesmanship – Don’t Assume Logic with Clients How often does this scenario happen to you? You’re in the field working with a client. You’ve made a key point you believe is so obvious, anyone would get it. You present the information to your client and they just don’t seem to get it. You ask yourself, […]
Business Management – Can’t Miss Daily Time Management
Business Management – Can’t Miss Daily Time Management How often have you said to yourself, “How can that agent make so much money when they’re not near as talented as I am or work nearly as hard as I do?” This is a question that many agents ask themselves when they meet an agent making […]
Sales Presentations – Unique Value Proposition
Sales Presentations – Unique Value Proposition One of the most common mistakes agents make during a presentation is to rely on sales materials provided by their company to earn business. Although this information can be a valuable crutch, because it’s used by hundreds of other agents, it’s usually very generic in nature and doesn’t address […]
Listing Presentations – Always Set Two Appointments
Listing Presentations – Always Set Two Appointments If you’ve ever had the opportunity to work with a financial advisor, you know that most of the time an advisor will schedule two appointments before a client agrees to hire them. The preliminary appointment is designed to gain a client’s trust and to gather information about their […]
Sales Presentations – Don’t Be a Tour Guide
Sales Presentations – Don’t Be a Tour Guide How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because they’re interested in purchasing a home. They live […]
Salesmanship – Quiz Yourself, “Did You Ask the Right Questions?”
Salesmanship – Quiz Yourself, “Did You Ask the Right Questions?” The best real estate agents are like financial advisors. They must gather all the pertinent information and then advise their clients by sharing that information to help them manage risks. Unfortunately, most agents never get around to gathering all the facts. Subsequently, the recommendations made […]
Listing Presentations – Where the Rubber Meets the Road
Listing Presentations – Where the Rubber Meets the Road Every good agent makes it a point to impress their prospects with how much better their internet exposure is than their competitors. Although you may feel that you have proven the point beyond a reasonable doubt, in reality, you’ve likely fallen into the trap of believing […]
Salesmanship – You’re Not a Salesman, You’re a Therapist
Salesmanship – 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 made the strategy ridiculous. Consider the agent that spends three days showing a buyer several […]
Salesmanship – Using “Tie-Downs” to Reinforce
Salesmanship – Using “Tie-Downs” to Reinforce Make this technique a natural part of your sales presentation process. The art of asking questions to close a deal is one of the most important and most difficult skills to develop. Many successful agents do a great job identifying logical recommendations for their clients, but they inadvertently present […]