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The Six-Shooter Close

December 15, 2015 by Joe McAuliffe

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 […]

Filed Under: Buyer & Seller Closes, Cup O' Joe

2015 Buyer & Seller Considerations- Using Your Cup O’ Joes

August 31, 2015 by Joe McAuliffe

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 […]

Filed Under: Blog, Buyer & Seller Closes, Buyer Considerations, Cup O' Joe, Seller Considerations

2015 Buyer and Seller Closes- The “I’ll Think it Over” Close

August 25, 2015 by Joe McAuliffe

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.  […]

Filed Under: Blog, Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Seller Closes

2015 Buyer and Seller Considerations- Wealth Management Close

August 21, 2015 by Joe McAuliffe

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. […]

Filed Under: Blog, Buyer & Seller Closes, Buyer Considerations, Cup O' Joe, Seller Considerations

2015 Salesmanship Close – Answer a Question with a Question

June 2, 2015 by Joe McAuliffe

Answer a Question with a Question As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure on them to take the next logical step. The Half Nelson […]

Filed Under: Blog, Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes

2015 Closing the Sale – Help Your Clients Identify Why They Should Act Now

May 26, 2015 by Joe McAuliffe

Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had to make an important decision, he would take a blank […]

Filed Under: Buyer & Seller Closes, Cup O' Joe, Seller Closes

2015 Sales Close #5 – Create The Sense of Urgency

May 25, 2015 by Joe McAuliffe

  Every good agent knows that buyers and sellers won’t make a move without some sense of urgency. Most urgency is created by fear motivation. When people are afraid of losing out, they are much more likely to move forward. This is the principal, “The greatest limitations are self imposed”. The most effective way to […]

Filed Under: Buyer & Seller Closes, Cup O' Joe, Seller Closes

Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No

May 22, 2015 by Joe McAuliffe

Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward.   You must determine what the real objection is with your buyer or seller. By […]

Filed Under: Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes

Presentations – Buyer & Seller Wealth Management Close

January 13, 2015 by Joe McAuliffe

   Presentations – Buyer & Seller Wealth Management Close It’s interesting to see the difference in what buyers and sellers perceive as professionalism from a realtor, compared to their expectations for other professionals. For example, successful people put a great deal of trust and confidence in the recommendations of financial advisors, accountants, and lawyers. Many […]

Filed Under: Buyer & Seller Closes, Cup O' Joe

Closing the Sale – The Ben Franklin Close

December 26, 2014 by Joe McAuliffe

 Closing the Sale – The Ben Franklin Close Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had to make […]

Filed Under: Buyer & Seller Closes, Cup O' Joe

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Managing Partner, is one of the top business consulting professionals in Florida. He has worked with Fortune Magazine, Oracle, Network Solutions, Computer Associates, and Lawyers.com. Some of MET’s current clients include Christie’s & Illustrated Properties, Coldwell Banker, Merrill Lynch, Smith Barney and Sotheby’s.
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