We’ve all known agents that don’t appear to know very much, yet they make money. How is it that these agents can do well without having the proper knowledge? The answer may surprise you and relate to the expression “perception is reality”. You can be the most knowledgeable and efficient agent in your area, but […]
Presentations – Your Role as a Trusted Real Estate Advisor
Presentation – Your Role as a Trusted Real Estate Advisor When buyers and sellers make a choice on who they are going to do business with, their most important consideration is what you as their representative bring to the table. The Company is also important, but clients ultimately do business with “who” they feel is […]
Closing the Sale – “Am I Doing Something Wrong?”
Closing the Sale – “Am I Doing Something Wrong?” As Trusted Real Estate Advisors, we believe if something is logical, our buyers and sellers will apply that logic to their personal situation and agree with us. When they don’t, we get frustrated because we know they’re smart people, yet they refuse to accept the […]
Economic Considerations – Dramatic Decrease in Flood Insurance for Coastal Property Owners
Economic Considerations – Dramatic Decrease in Flood Insurance for Coastal Property Owners The United States Senate has just passed The Homeowner Flood Insurance Affordability Act by a vote of 72-22. This is the bill the US House passed on March 4th (see note below for a synopsis of this legislation). This is incredible news […]
Buyer Considerations – Invasion of Northern Sellers
Salesmanship – Fear of Loss
Salesmanship – Fear of Loss Have you ever had the perfect home for a very qualified buyer, yet they refused to pull the trigger and buy? Or, how about representing a seller that had an excellent offer, but they lost the buyer because of unreasonable expectations? In both of the above scenarios, it was […]
Personal Productivity – Coaching or Insanity? Your Choice
Personal Productivity – Coaching or Insanity? Your Choice. There are coaches or instructors for virtually every aspect of our lives. People use coaches for health and fitness, business, spiritual guidance, and to overcome destructive behavior. Coaches have many different names. They are called instructors, professors, sponsors, mentors, priests and trainers. These people play an […]
Salesmanship – Psychology Applied to Real Estate
Presentations – The Fact-Benefit Approach
2014 Presentations – The Fact-Benefit Approach 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 […]
Relationship Management: Go to a Party or Go Golfing
Most of us grew up in a generation that believes: “You have to work hard to be successful”. What if this isn’t true and you really don’t have to work hard. What if you just have to work smart? Is it possible that by believing this statement is true, we actually convince ourselves to work […]