Housing Market Will Improve in Second Half of 2014 The recent decline in the number of short sales and foreclosed properties has resulted in a drop in investor purchases and an increase in housing prices. The pace of sales, prices, foot traffic and inventory all point to steady progress in real estate during the […]
The Fact-Benefit Approach
It’s been said when you “assume” something, the spelling of the word says it all, ass of-u-and me. Every sales professional should be aware of the risks associated with assuming their clients understand the key points made. That’s why it’s important that Instead of presenting an important fact and “assuming” your client understands how […]
The Impact of the Global Crisis on Real Estate Prices
Do the Thinking for Your Clients
It’s surprising how many deals are never put together because your buyer or seller doesn’t have enough time to put the decision on their plate. More times than not, the whole sales process can become a major obstacle to getting a buyer or seller to say yes. For example, if a buyer doesn’t […]
Don’t Do a Drive-By Photo Shoot
New Home Sales are Hot & Existing Home Prices are Rising
As buyers, sellers, and every economist attempts to figure out how much real estate prices will rise in the future, one consideration should be placed above all others. It’s not rising interest rates, the increase in the number of homes sold, or the strong economy and improving unemployment. At the end of […]
Is Real Estate the Best Investment?
Use “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 agents do a great job identifying recommendations for their clients, but they inadvertently present them in the form of a statement. […]
Salesmanship: Use Visualization to Prove a Point
It’s been said that a “picture is worth a thousand words,” so it stands to reason using a picture to tell a story makes a great deal of sense. This is especially true when it comes to motivating buyers and sellers to make a decision. If your strategy is to map out a logical argument […]
Use Handwritten Notes to Get Listings
As more and more sellers consider selling their homes themselves and inventory becomes tight, it’s important to make every effort to secure listings. One of the most effective ways to generate listing opportunities is through the use of handwritten notes. If you have a buyer looking for a home that’s not currently available […]