One of the most important things a seller should consider is their plans for after their home is sold. Most sellers need to replace their home with another one. If you are considering a larger home, create a financial pro-forma to determine if you may actually be saving more money on the home you’re planning […]
Make the Most of Your Open Houses
A nice couple visits your open house. You welcome them and ask them to sign the guest book for the seller. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (sometimes the information isn’t even real), and that’s it. Now answer the following questions? – Do many […]
Prospecting: The Five Best Prospecting Words You’ll Ever Hear
All real agents recognize that they must spend the majority of their time prospecting to build a business, and 80% of the time spent prospecting is spent on building relationships with new clients or getting people to like and trust them. Most successful agents continue to work hard to build new relationships, but forget the […]
Buyer Closes: The Good Taste Close
The good taste close is great to use with a buyer that really likes the home, makes a low-ball offer, and is out bid by another buyer. The fact that someone else was also willing to make an offer is a good indication that your buyer has very good taste. When your buyer finds a […]
What’s Your Hot Button?
Historically, buyers have purchased real estate for the emotional benefits of use and enjoyment. But recently, because of the economic meltdown and depreciation of home values, most buyers have learned through several years of “Spaced-Repetition” from listening to everyone, especially the media that they should focus almost exclusively on price. But that’s not why people […]
It Pays to Hire a Full-Time Professional
How often do sellers choose to work with agents that don’t really practice real estate on a full-time, professional basis? It is important to point out to your prospective sellers that this can be a critical mistake. A good way to show the difference between what you do and what other agents do, is […]
The “Window of Opportunity” is Closing
Every successful agent representing buyers has had to deal with the frustration of buyers just “sitting on the fence.” After several years of having to deal with: – Prices continuing to decline – Overall real estate market uncertainty – Unemployment issues – Economic woes These issues have caused many buyers to develop a […]
Prospecting: Numerical Affirmation, The 10-10-10 Strategy
If you want to supercharge your real estate career, you should use the 10/10/10/ Prospecting Strategy to move ahead. Affirmations are “positive declarations of who you are or what you want.” Agents can use the 10/10/10/ (Numerical) Affirmation to help them achieve their goals. And, obviously one of the most important goals every agent should […]
What’s Your Next Step?
Before a seller can move forward, accept an offer and agree to sell, they must be comfortable with what the next step in their life will be. Don’t confuse making the commitment to sell with a seller’s final acceptance of the sale. In many cases, sellers have accepted that they have to sell, but they […]
Key Presentation Points #2: Ask Permission to Ask Questions
The primary objectives at the first meeting, or the start of any new buyer or seller relationship is to : Gather information Sell yourself/build rapport Every agent knows that the winning formula for closing business is ISIT. I-Identify S-Strategize I-Implement T-Track What does ISIT have to do with gathering info and building rapport? Bluntly stated, […]