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 […]
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 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 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. […]
2015 Salesmanship Close – Answer a Question with a Question
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 […]
2015 Closing the Sale – Help Your Clients Identify Why They Should Act Now
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 […]
2015 Sales Close #5 – Create The Sense of Urgency
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 […]
Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No
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 […]
Presentations – Buyer & Seller Wealth Management Close
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 […]
Closing the Sale – The Ben Franklin Close
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 […]