2015 NEGOTIATION STRATEGIES Baby Steps to Listing Price Reductions I’ve heard agents say that it doesn’t make sense to waste your time on listings that are over-priced. They would much rather be the second or third agent to get a listing that has expired so they don’t have to waste valuable time and money […]
2015 Negotiation Strategies- “Resetting the Price Anchor” Close
2015 NEGOTIATION STRATEGIES Resetting the Price Anchor Close The single most difficult challenge that agents have faced since real estate prices have declined has been convincing sellers to reduce prices. Sellers who have been taught their whole lives that real estate prices always go up, have found it difficult to accept the fact that prices […]
2015 Negotiation Strategies- Real Estate is The Best Tangible Investment
2015 NEGOTIATION STRATEGIES Real Estate is the Best Tangible Investment An investment in a home is unlike most other investments. Unlike stocks, bonds, and gold certificates, real estate is tangible. That’s why it’s so difficult to put a value on real estate. When determining a value of a home, many experts believe “the value of […]
2015 Buyer & Seller Considerations- Using Your Cup O’ Joes
2015 BUYER AND 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 PDF duplicating the information. It’s important for […]
2015 Seller Considerations- Money Doesn’t Buy Happiness
2015 SELLER CONSIDERATIONS Money Doesn’t Buy Happiness It’s been said that Americans know the price of everything and the value of nothing. This belief could easily apply to most people’s sale of real estate. When you’re selling a home, it involves a huge financial investment. So, it stands to reason, you should be keenly aware […]
2015 Salesmanship- Never Say “I’ll Try”
2015 SALESMANSHIP Never Say “I’ll Try” It’s remarkable how often you’ll hear people say, or perhaps even say yourself, “I’ll try.” What a mistake. This phrase is one of the most limiting phrases in the human vocabulary. When someone says, “I’ll try,” they’re instantly disqualifying the potential success they will experience. What they’re really […]
2015 Seller Closes- The Wear the Suit Close
2015 SELLER CLOSES The 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 suit or a beautiful dress. Almost everybody has experienced surprises when shopping for clothes. In some cases you may see a beautiful dress or sharp […]
2015 Buyer and Seller Closes- The “I’ll Think it Over” Close
2015 BUYER AND SELLER CLOSES The “I’ll Think it Over” Close The most common objection in any type of sale is the, “I’ll think it over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. […]
2015 Listing Presentations- Be like a Financial Advisor, Not a Travel Agent
2015 LISTING PRESENTATIONS Be Like a Financial Advisor, Not a Travel Agent Many agents still believe they can use the same strategies that have worked for decades in real estate with little change. These agents still believe that servicing a listing means: Taking photos of the home Populating the listing sheet with basic comments Putting […]
2015 Buyer and Seller Considerations- Wealth Management Close
2015 BUYER AND SELLER CONSIDERATIONS Wealth Management Close It’s interesting to see the difference in what a buyer and seller perceives as professionalism as compared to the same person’s expectations for other professions. For example, successful people put a great deal of trust and confidence in the recommendations of a financial advisor, accountant or lawyer. […]