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Overcoming Objections – Your Family Is Worth It

August 29, 2014 by Joe McAuliffe

Overcoming Objections – Your Family Is Worth It Most buyers and sellers recognize the importance of asking two questions involving any real estate transaction: 1. Is the price I’m paying to buy or sell the property a fair price? 2. If I were to buy or sell the property today, what would it mean to […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections: “I’m Going to Open List”

April 11, 2013 by Joe McAuliffe

As more and more properties sell, homeowners wishing to sell their homes will soon begin to question the value of having a real estate agent. We are already seeing many sellers asking agents about open listing their property, or in some cases offering to pay a commission to the agent that sells their home without […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections: The Six Shooter Close

February 13, 2013 by Joe McAuliffe

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 a  relationship with […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections- The “Six Shooter” Close

November 14, 2011 by Joe McAuliffe

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 a  relationship with […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections- Seller Request for Advertising

August 16, 2011 by Joe McAuliffe

Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home.  As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question.  Although it […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections- Seller Request for Advertising

August 16, 2011 by Joe McAuliffe

Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home.  As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question.  Although it […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections: Salesmanship Close- The “Please Verify Your Objection”

August 15, 2011 by Joe McAuliffe

Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close:   “I […]

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

Overcoming Objections- Part 4 of 4

August 5, 2011 by Joe McAuliffe

This is the final series of closes that address seller’s objections to your commission rate. After reviewing all of the closes, you will find several that you personally like better than all of the others. Feel free to use the one’s you like the best, and use the others as a back-up in case your […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections- Part 3 of 4

August 3, 2011 by Joe McAuliffe

You already have 10 great closes you can use to overcome commissions concerns on the part of prospective sellers. Let’s discuss another 5 you can use. Commission Close #11- The No Advisor Close This close lets your sellers know that you bring the same level of sophistication to informing and educating them about real estate […]

Filed Under: Cup O' Joe, Overcoming Objections

Overcoming Objections- Part 2 of 4

August 3, 2011 by Joe McAuliffe

We’ve already discussed 5 good closes to use when a prospective seller wants you to reduce your commission. The more ammunition you have to use, the greater the likelihood you will overcome the objection. Remember from Part 1, don’t give yourself an out. Reducing your commission is not an option! Instead, try using  the closes […]

Filed Under: Cup O' Joe, Overcoming Objections

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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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