Most people today have forgotten the savings and loan debacle of the 1980’s when many of the nation’s largest savings and loans failed as a result of poor lending habits. In many ways, the recent financial meltdown involving our largest banking institutions is very similar. There is one important similarity that must not be forgotten […]
Salesmanship Close – Human Needs Apply Real Estate
Psychology 101 includes the discussion on Maslow’s Hierarchy of Needs. According to Maslow, there are 5 levels of human needs shaped in the form of a triangle (see the chart attached). Before each level can be reached, the preceding level must be met first. In other words, the first level, physical and biological needs must […]
Buyer Close #35 – The “Sheeple” Close
The “Sheeple” Close can be a little tricky because no-one likes to think of themselves a “Sheeple”. It should be shared using a Third Party example, because your prospects like to think they are intelligent enough to make their own informed decision. In truth, most people don’t like to make big decisions because they’re […]
Salesmanship Close: The “Strictest Confidence” Close
It’s remarkable how often good agents are unsuccessful developing strong ties with their buyers and sellers. Quite often this happens because an agent feels uncomfortable prying into a client’s personal life or personal situation. For agents that are hesitant to pursue this information, we have three words: “Get Over Yourself!” If your buyers and sellers […]
Buyer Close #33- The “Possible Stock Market Blow-Out”
Investments are designed to accomplish 3 major goals: Protect your principal Provide for a good return Minimize risk so you can sleep at night The state of the global economy has been so bad that people invested in the stock market have accomplished none of the 3 major objectives of investing. Last week […]
Buyer Close # 31 – The “Family Financial Security” Close
For investors desiring to provide financial security for their children, there is nothing better than investing in real estate with them or for them. Using race track betting terminology, investors have an opportunity to hit the trifecta. Consider the following: Interest rates will never be lower – parents can borrow money at an interest […]
Buyer Close #30 – The “Seller Insanity” Close
For almost 5 years a majority of sellers clung to the notion that things would get better and property values would return to their previously high levels. It was difficult, if not impossible, to convince theses sellers they were taking the risk of an even greater decline in value. Many sellers that could have […]
Seller Closes – Prospect Master Tracking Report
We’ve already identified 25 strong closes to use with sellers. Keep in mind, the more closes you use with your sellers, the more likely they are to price reduce and negotiate a sale. The question arises, “how do you track which closes you’ve used with which sellers?” Use the attached Master Report to track […]
Salesmanship Close: Reducing an Objection to the Ridiculous
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much easier to swallow. For example, a buyer […]
Seller Close #27 – The “Presidential Campaign” Close
The presidential campaign close is a good one, and it’s short and sweet. Every agent knows that uncertainty = paralysis. Unfortunately for sellers, more uncertainty is present in the political climate of the United States than in almost any other area. Presidential approval ratings based on recent surveys are at an all time low. The […]