Every company and every agent makes it a point to impress their prospects with how great the company is and how much better their internet exposure is than their competitors. Although you may feel that you have proven the point beyond a reasonable doubt. In reality, you’ve likely fallen into the trap of believing your […]
Overcoming Objections: The Six Shooter Close
Another common mistake that even experienced agents make is to rely too heavily on pre-prepared documents and other sales aids they think will help them convince a buyer or seller to write a contract. In many cases, information such as comparable sales data and fancy color brochures do in fact help build a relationship with […]
Closing the Sale: Reducing the Difference to the Ridiculous
One of the areas that can make the biggest difference in your income level, especially when you have a strong work ethic, involves your ability to negotiate a “deal“, or Close The Sale. This is especially true when it comes to expensive purchases that involve real estate. Even the most confident client can be intimidated […]
Buyer Considerations: Buy Real Estate, Don’t Hesitate
Buyer Considerations: The Bad Habit Close
Why is it that even with compelling evidence that a buyer should buy, a ready, willing, and able buyer will still delay their purchase? It’s not because it makes sense to do so. It is likely that the buyer’s behavior is a result of a bad habit. Habit is formed when a person does something […]
2013 Listing Presentation – Always Set Two Appointments
If you’ve ever had the opportunity to work with a financial advisor, you know that most of the time an advisor will schedule two appointments before a client agrees to hire the advisor. The preliminary appointment is designed to: gain a client’s trust, and to; gather information about a clients portfolio or financial condition. Once […]
Closing the Sale
Sales Presentations: Unique Value Proposition
One of the most common mistakes an agent makes when making a presentation is to rely on sales materials that are provided by the company to earn their client’s business. Although this information can be a valuable crutch, because it can be used by dozens if not hundreds of other agents, it is usually very […]
Prospecting: Have a Block Party in Your Farm Area
It’s been a long-standing tradition in many parts of the country to hold an Annual Neighborhood Block Party as a way of helping neighbors stay in touch with one another. In today’s world, with most families having both spouses work, a neighborhood gathering can be an ideal way to meet your neighbors and build strong […]
Prospecting; Testimonials, The Big Miss!
See if this makes sense to you: An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates all of the effort the agent has made and compliments the agent multiple times. The agent appreciates the compliments and moves on to the next project. In […]