It’s been said when you “assume” something, the spelling of the word says it all, ass of-u-and me. Every sales professional should be aware of the risks associated with assuming their clients understand the key points made. That’s why it’s important that Instead of presenting an important fact and “assuming” your client understands how […]

The primary objectives at the first meeting, or the start of any new buyer or seller relationship is to : Gather information Sell yourself/build rapport Every agent knows that the winning formula for closing business is ISIT. I-Identify S-Strategize I-Implement T-Track What does ISIT have to do with gathering info and building rapport? Bluntly stated, […]

Perhaps the most important thing to remember in every phase of the presentation is to always ask why.      Winning strategies are a direct result of gathering as much information as possible and crafting a strategy that meets your client’s goals and needs. As a trusted real estate advisor, it is critical that you understand your […]

    We know that people want to do business with an agent that will meet their needs and that they like and trust. It’s not uncommon for buyers and sellers to do business with someone they don’t trust, unless they feel there is no other way to get what they want. With that situation as […]

This is a great approach to use before the recovery takes hold and the numbers list-to-sold ration improves for top producers.  Top listers have been carrying heavy inventory loads with few sales.  Once listings begin to sell, this argument won’t be as effective, so take advantage of the opportunity now!   It’s always much easier […]

How do you determine how much information to give to a buyer or seller before they officially become a client?  This is a difficult question to answer. All too often, agents will give unlimited advice to their prospects in the hopes a prospect will agree to let the agent represent them, only to have the […]

Purpose:  Establish a long-term relationship Sell their home Help them find another home if applicable   Pertinent Data Who are they? Where do they live? Why are they selling? What do they like about their home? What don’t they like about their home? What do they like about their neighborhood? What don’t they like about […]

You have a great prospect for buying or selling. You want to be sure they buy a home or list their home with you. If you’re like most agents, you want to have powerful sales tools you can use to impress your prospects. You feel these tools will give you an edge over the competition. […]