Buyer Considerations – Why Renting is a Recipe for Financial Disaster What is the difference between buying a home and renting one? Aside from the emotional benefits, the single-most important consideration should be the long-term financial benefit of home ownership. When a person decides to rent, the money they pay for housing is actually paying […]
Overcoming Objections – Your Family Is Worth It
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 […]
Presentations – People Don’t Care What You Know Until They Know You Care
Presentations – People Don’t Care What You Know Until They Know You Care Make it personal. Believe it or not, the single most important reason people do business with you is rarely because of your ability to get the job done, or because of your knowledge of the market. It’s almost always because the client […]
Closing the Sale – Using “What If…?” & “Is It Possible…?”
Closing the Sale – Using “What If…?” & “Is It Possible…?” Both Fear and Incentive can be used as motivators to help your clients make the best decision. Motivating your clients with incentive occurs when you ask them; “If you were to buy (or sell) today, what would that mean to you?” Don’t let your […]
2014 Prospecting – Must-Learn Scripts for Open Houses
Prospecting – Must-Learn Scripts for Open Houses A nice couple visits your open house. You welcome them and ask them to sign the guest book for the seller. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (sometimes the information isn’t even real), and that’s it. Now answer […]
Prospecting – Don’t Give Your Proprietary Information to Prospects
Prospecting – Don’t Give Your Proprietary Information to Prospects How many times have you tried to schedule an appointment with a buyer or seller who ended up putting you off by telling you to e-mail or just send the information to them? In most cases, this is a learned approach that is used to put […]
Prospecting – Testimonials, “The Big Miss!”
An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates the effort the agent has made and compliments the agent. The agent appreciates the compliment and moves on to the next project. In fact, all of the agent’s buyers and sellers have expressed […]
Prospecting – Own Listings, Own the Market
Prospecting – Own Listings, Own the Market It’s been said, the company that owns the listings within a particular market, owns the market. This statement has never been as true as it is today. Consider the graph above provided by the National Association of Realtors showing the sources home buyers use in […]
Salesmanship – Greatest Limitations are Self-Imposed
Salesmanship – Greatest Limitations are Self-Imposed Why are so many agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of things that never were, and ask why not?” This is a concept […]
Business Management – The Pareto Principle & Apple Pie
Business Management – The Pareto Principle & Apple Pie It’s a well-known fact in corporate America that 80% of all the revenue generated by a company comes from just 20% of the sales force. This means that there are only a few sales professionals sharing the majority of revenue, while the majority of sales reps […]