2015 PROSPECTING The Ultimate Secret Weapon: Pocket Listings Consider the following scenario: A couple is interested in purchasing a home. They decide to drive around and they see a For Sale sign on a home they like. Better yet, they see an open house sign and decide to drop in to see the home for […]
2015 Prospecting- There’s No Such Thing as a Magic Pill
2015 PROSPECTING There’s No Such Thing as a Magic Pill Many agents are still searching for a magic formula to close deals. The bad news is there’s no such thing as a magic pill. Agents must earn their money by using spaced repetition to get their clients off the fence. The only way to close […]
2015 Prospecting- Use Handwritten Notes to Get Listings
2015 PROSPECTING Use Handwritten Notes to Get Listings As more and more sellers consider selling their homes themselves and inventory becomes tight, it’s important to make every effort to secure listings. One of the most effective ways to generate listing opportunities is through the use of handwritten notes. If you have a buyer looking […]
2015 Prospecting- Testimonials, the Big Miss!
2015 PROSPECTING Testimonials, the Big Miss! An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates the effort the agent has made and compliments the agent. The agent appreciates the compliment and moves on to the next project. In fact, all of the […]
2015 Salesmanship- Use “Tie-Downs” to Reinforce
2015 SALESMANSHIP Use “Tie-Downs” to Reinforce Make this technique a natural part of your sales presentation process. The art of asking questions to close a deal is one of the most important and most difficult skills to develop. Many agents do a great job identifying recommendations for their clients, but they inadvertently present them […]
2015 Business Management- Weekly Activity Report (WAR) Model
2015 Buyer Considerations- The Good Taste Close
2015 BUYER CONSIDERATIONS The Good Taste Close The good taste close is great to use with a buyer that really likes the home, makes a low-ball offer, and is out bid by another buyer. The fact that someone else was also willing to make an offer is a good indication that your buyer has very […]
2015 Buyer Considerations- Key Points
2015 BUYER CONSIDERATIONS Key Points Here are several key points to remember when working with buyers: Start with a logical conclusion: Identify the logical result of the buyer purchasing the home. If it makes sense for the buyer to buy, you can use logic as a powerful tool to close them. If it doesn’t make […]
2015 Buyer Considerations- Save Your Cash, Get a Mortgage Instead
2015 BUYER CONSIDERATIONS Save Your Cash, Get a Mortgage Instead Why are Financial Advisor with UBS, Merrill Lynch, Goldman Sachs and other brokerage companies encouraging their clients to refinance their homes? The answer is simple. No one expects interest rates to remain low. And, almost everyone expects inflation to be a factor during the […]
2015 Buyer Considerations- Warren Buffett’s Final Word on Real Estate
2015 BUYER CONSIDERATIONS Warren Buffett’s Final Word on Real Estate Arguably, the most famous and successful investor in the world is Warren Buffet. Buffet’s uncanny ability to invest is legendary. For those of us that are old enough to remember, there used to be an ad campaign that professed “When E.F. Hutton talks, people listen.” […]