The “Six-Gun” Strategy There’s an old expression in sales that states, Selling doesn’t begin until you get your first “No”. The sales profession pays extremely well because you have to be more than a customer service professional. Once you’ve identified how to help your clients, you also have to be prepared to encourage them […]
Salesmanship – Stop Using “I”
Stop Using “I” There’s a story that’s told about a personable guy at a social event who meets someone for the first time and proceeds to spend the next thirty minutes talking about himself. Realizing that he hasn’t given the other guest an opportunity to share their views, he immediately apologizes and says, ” But, […]
Prospecting – How to Make the Conversation about Real Estate
How to Make the Conversation about Real Estate We all know that face-to-face communication is the most powerful approach to rain-making, or growing your business. That’s why power lunches, listing appointments and showing property to buyers are such productive activities. It’s also important to exploit face-to-face communications in every social setting. You should take advantage […]
Buyer Considerations – All Renters, Stop the Bleeding Now!
All Renters, Stop the Bleeding Now! There’s an even stronger reason for Americans to buy a home than the emotional benefits of owning a home, and that’s the financial benefits of owning property. Consider the following financial drawbacks to renting: Rising Costs – Rental rates increase nationally each year about 3.5%. In highly desirable locations where […]
Buyer Considerations – Coming Soon: “Record High Prices Exceeding Post Recession Highs”
Coming Soon: “Record High Prices Exceeding Post Recession Highs” Most people believe it could never happen so quickly, but the rule for investing has always been, “do the opposite of what most people think”. According to Zillow, homes in more than 1,000 cities and towns nationwide either already are, or soon will be more expensive […]
Business Management – Choosing the Best Activities
Choosing the Best Activities The great coach, Jim Rohn recommends: “Learn how to separate the majors and the minors. People usually don’t do well because they major in minor things.” The difference between getting everything we want out of our careers (and life), and settling for less in life, is usually a result of […]
Choosing the Best Activities
The great coach, Jim Rohn recommends: “Learn how to separate the majors and the minors. People usually don’t do well because they major in minor things.” The difference between getting everything we want out of our careers (and life), and settling for less in life, is usually a result of the choices we make on […]
Buyer Considerations – Compelling Reasons to Buy Real Estate Sooner Than Later
Compelling Reasons to Buy Real Estate Sooner Than Later Based on recent trends and expert opinions, postponing the purchase of real estate is likely to work against people thinking about buying a home. Consider the following: Price Appreciation – Prices were up 7% this April when compared to last April. A home buyer now […]
Seller Price Reduction Strategies – Take the Grand Tour with Your Sellers
Take the Grand Tour with Your Sellers Oftentimes, sellers live in a bubble of denial, especially when it comes to accepting a lower value for their property. When this happens, many agents revert back to a failed strategy of using logic and numbers to prove the lower value. I think doing the same thing over […]
Salesmanship – Only a Few More “No’s” To Go!
2014 Salesmanship – Only a Few More “No’s” To Go! Sales Professionals tend to get intimidated when they hear the word “No”. The response is usually: “Oh my gosh, what do I do now?” That is not the way to view a “No” response. If the response from you prospects was always “Yes”, the job […]