An unprecedented decline in housing values is giving way to a gradual improvement in most depressed real estate markets. This turn-around is likely to affect both selection and price, surprising buyers that have been slow to make a decision. The most important considerations for buyers after three quarters in 2011: Housing Prices– Most experts are […]
Listing Presentations: Key Point #4, Analytics
Up to this point, you’ve shown you’re seller prospect how you’re different and why they should pick you, by pointing out the following: Sharing your impressive resume of production, or better yet, reviewing testimonials you have received from previous clients that are similar, or on key points they have made. You’ve also impressed them with […]
Listing Presentations: Key Point #2, Professional Photography and Agency Quality Ad Copy
You’ve already discussed in your listing presentation why the seller should list with you. You’ve shown the seller how you’re different or why they should pick you by: Presenting your powerful resume and/or sharing exact fit testimonials with the sellers. Impressing your sellers with your professional photography and agency quality ad copy. You’ve even compared […]
Listing Presentations: Key Point #2, Professional Photography and Agency Quality
Every seller wants to hear how much you’re going to spend getting to expose their home to the all possible buyers. Most agents don’t have the luxury of big budgets and have to be careful about how they invest in getting listings sold. Most agents become so enamored with presentations made by the sales reps […]
Listing Presentations: Key Point #1, Professional Resume and Testimonials
Successful agents are generally well-prepared for Listing Presentations. CMA information has been researched, a Marketing Proposal has been prepared and examples of the quality of the agent’s work and resume are all ready to present to the seller. Agents are generally confident that the listing will be secured. In many cases, this confidence gives way […]
A Listing Wish List is a Must
Everyone recognizes the importance of carrying a good inventory of listings. Recent improvements in sales activity have dramatically increased the chance your listings will sell and you can never underestimate the power of using listings to generate great buyer prospects. Everyone also knows the importance of a 24-Touch Campaign with your Sphere of Influence, past […]
Key Presentation Points #3: Strategic Brief Template
Perhaps the most important thing to remember in every phase of the presentation is to always ask why. Winning strategies are a direct result of gathering as much information as possible and crafting a strategy that meets your client’s goals and needs. As a trusted real estate advisor, it is critical that you understand your […]
Seller Considerations: Wear the Suit Close
In many ways the psychology of buying or selling a house is no different than the psychology behind the purchase of a good suite or a beautiful dress. Almost everybody has experienced surprises when shopping for clothes. In some cases you may see a beautiful dress or sharp suit that you’re anxious to buy only […]
Buyer Closes: The Great American Dream Close
Don’t believe the recent reports foreshadowing the death of the American dream. Home ownership always has and always will be a basic desire for people. It’s important to remind buyers who are delaying a purchase of all the benefits of home ownership. Consider the following: Pride in Ownership. How often have you heard someone say […]
Prospecting: Maximizing Response from E-Blast
Nearly every successful company has embraced the concept of using e-marketing as a way to maximize exposure at minimum cost. This is because an e-marketing campaign fits in everyone’s budget, it cost nothing! But the great strength is also the great weakness because everyone is using e-blasts to communicate with their prospects and sphere of […]