Your buyer, seller or even associate wants to meet with you. They’re frustrated about an issue and 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 could be said there is a good deal of […]
Salesmanship: “Be-Backs” Hurt More Than They Help
Have you ever met with a buyer or seller who was very close to pulling the trigger but then decided to wait, only to change their minds? This prospect is known as a “Be Back”. We all recognize that real estate purchases are quite involved, so in most cases, both buyers and sellers rarely make […]
Salesmanship: The Best Motivation: Fact or Emotion?
When dealing with any buyer or seller or any product, there must be a sense of urgency that encourages your prospect to make a decision as quickly as possible. Creating a sense of urgency is the ultimate use of fear motivation which is the most powerful motivator to get prospects to take action (the fear […]
Personal Productivity: Beware of Habits You Develop
We’ve all heard the expression, “no decision, is in reality, a decision.” The same philosophy applies to the habits that you’re forming from everything that you do. In order to understand this concept, you must recognize that when you do something over and over and over again, that spaced repetition is creating a habit. There […]
Salesmanship: Don’t Assume Logic
How often does this scenario happen to you: You’re in the field working with your buyer or a seller. You’ve made a key point that you believe is so obvious that anyone would get it. You present the information to your client and they just don’t seem to get it? You ask yourself, “how can […]
Buyer Considerations: The Last Chance For Your Family’s Dream House
The Great American Dream has always been to buy the perfect home. In some cases, this means a home on the water or in others, it could be a home with a great back yard in a good school district. It doesn’t matter the exact criteria. The point is that it was exciting to think […]
Sales Presentations: Don’t Be a Tour Guide
How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because they’re interested in purchasing a home. The live in a different area but are planning on […]
Seller Prospecting: Don’t Miss This Opportunity with Frustrated Sellers
If you’re anxious to secure more listings, you should consider the following scenario from a seller’s perspective: You’re selling your home. Your property has been listed for nearly a year now. You’re anxious to sell and get on with your life. Every day, you read about great things that are happening in real estate. […]
Buyer & Seller Considerations: Using Your Cup O’ Joes
Every Monday through Friday, we put careful thought into providing you with information that can be used for buyer discussions, seller discussions, prospecting, relationship management, and honing your sales skills. You’ve probably noticed that we always attach a Word Document duplicating the information. It’s important for you to be aware of all the different ways […]
Seller Considerations: The “Critical Event” Risk
In 2004, it’s a safe bet that over half of the population in Florida never thought a hurricane would be an issue. Then, about a month later, back-to-back hurricanes, Francis & Jean came calling. Tens of thousands of people had their lives change almost overnight as the sister hurricanes displaced a significant number of people […]