Salesmanship – Be a “Shepherd”, Not a “Sheeple” Most people would rather follow a strong leader rather than take the responsibility that comes with being a decisive leader. The “Sheeple Close” involves advising your prospects using third party examples. It’s most effective when your buyer or seller believes the suggestion is their idea. The most […]
Prospecting – The Best Buyers Come from Listings
Prospecting – The Best Buyers Come from Listings Every business has been inundated by tech companies advertising promises of great success and exponential growth from an investment in Internet advertising and web optimization. The same tech companies caution you will become obsolete, or a dinosaur if you fail to invest in the next best […]
Prospecting – Be a Magician by Making Your Prospects Reappear
Prospecting – Be a Magician by Making Your Prospects Reappear Quite often you’ll have a hot buyer (HB) or a hot listing prospect (HLP) vanish into thin air. They won’t return your calls or respond to your emails. They just disappear even though they seemed so interested during the appointment. You can’t understand where they […]
Listing Presentations – I’ve Retained a Consultant
Listing Presentations – I’ve Retained a Consultant Retaining the services of a top marketing strategist and real estate coach is a benefit on many levels. On a personal level, a coach does the following: Strategic Planning – A top consultant interacts on a daily basis with many of the best minds in the industry. That’s […]
Salesmanship – It’s All About Asking Permission to Ask Questions
Salesmanship – It’s All About Asking Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. Some agents believe that after the first few minutes, they know enough about the person to decide if they’re a good prospect. Nothing could be further from […]
Listing Presentations – The “Automatic Extension If Price Reduced” Clause
There is nothing wrong with taking a listing that is overpriced, if given time, you’re confident you can get the seller to be more realistic and lower the price. But, if you agree to take an overpriced listing, you must be prepared to deal with a seller that may allow you to spend time and […]
Buyer Considerations – Why Buying Real Estate is the Right Choice
Salesmanship – Using “Tie-Downs”, Are You One of the Best?
Salesmanship – Using “Tie-Downs”, Are You One of the Best? A strong agent identifies the best points to make with a client and then explains the benefits of each point. This is called the “Fact/Benefit Approach”. Simply put, you state a fact and then explain how the fact impacts the buyer or seller. Consider the […]
Personal Productivity – Time to Take a Break without Feeling Guilty
You’re sitting at your desk and it’s covered in paperwork. You have 27 unopened emails and any one of them could be from a hot prospect. You check your phone, and you have 7 unanswered calls. In just a couple of hours, the business day will be over, and there is just no way you […]
Prospecting – Pick the Low-Hanging Fruit First
Prospecting – Pick the Low-Hanging Fruit First There may be a group of potential buyers you have overlooked. In sales, we tend to assume that once a client has purchased real estate, it’s now time to move on to the next buyer. That may not be a good idea. The prospects that offer the […]