Closing the Sale – The Ben Franklin Close 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 […]
Salesmanship – Hold Your Tongue!
Salesmanship – Hold Your Tongue! A buyer, seller or an associate wants to meet with you. They’re frustrated about an issue and they want to discuss it. You’re familiar with the concern and agree to meet with them. You can tell during the meeting that they are passionate about their position. It seems like they […]
Presentations – Next Generation Real Estate Services
Presentations – Next Generation Real Estate Services This is a great approach to use for branding yourself as being the most professional realtor in the market. The approach also allows you to deliver aggressive arguments without being offensive. The travel industry ceased to exist when the internet became popular. Most experts believe the reason for […]
Presentations – Confidentiality
Presentations – Confidentiality We know people want to do business with an agent that will meet their needs and that they like and trust. It’s uncommon for buyers and sellers to do business with someone they don’t trust, unless they feel there is no other way to get what they want. It is far more […]
Presentations – My Information is Proprietary
Presentations – My Information is Proprietary How do you determine how much information to give to a buyer or seller before they officially become a client? This is a difficult question to answer. All too often, agents give unlimited advice to their prospects in the hopes that they can represent them, only to have the […]
Salesmanship – Ask Permission to Ask Questions
Salesmanship – Ask Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. There are 3 things you must accomplish when you first meet a new client: Build Rapport and Trust – Do this by keeping the subject away from real estate as much […]
Prospecting – Exploiting Opportunities from Listing Signs and Floor-Time
Prospecting – Exploiting Opportunities from Listing Signs and Floor-Time 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 […]
Closing the Sale – The “If You Were to Buy (or Sell) Today” Close
Closing the Sale – The “If You Were to Buy (or Sell) Today” Close A widely accepted belief and Metamorphosis key principal of success states that: “People learn through spaced-repetition.” In other words, when you hear or do something over and over again, it becomes a standard accepted belief or practice. For example, for a […]
Seller Closes – The Next Step Close
Seller Closes – The Next Step Close Before a seller will move forward, accept an offer and agree to sell, they must be comfortable with what the next steps in their lives will be. Don’t confuse their commitment to sell with your seller’s final acceptance of the sale. In many cases, sellers have accepted that […]
Salesmanship – Was That A Sign?
Salesmanship – Was That A Sign? You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not sure just how much you can push without being offensive and losing the […]