Any successful business can answer the question, “How are you different than your competition?” Before anyone will do business with you, you must be able to answer this question, or, to put it another way, “Why should your prospects do business with you?” The answer to this question is also called your “Value Proposition”. In […]
Listing Presentations: Beating Bad Competitors
You’re a good agent. You work hard, know the inventory and your neighborhood, and best of all, you’ve been successful representing sellers in your neighborhood. You go on a listing presentation and you discover you are competing with two other agents for the listings. You’re relieved to find out that the other agents being interviewed […]
Listing Presentations: No One Legged Appointments
Consider the following Scenarios: 1. A call comes in and it’s a Hot Buyer that claims he and his wife want to buy something right now. Uh-oh, you already have a hectic day planned, what with the closing this afternoon, the ad deadline you have to meet and your two hour networking meeting planned. You […]
Buyer & Seller Considerations: Get an Appraisal
There are two market conditions that have recently come into play that should be given serious consideration. They are: Price volatility Client flexibility After years of dropping prices, markets have not only stabilized, but in many cases are rapidly increasing. In other cases, foreclosures and short-sale activity continues to have a significant adverse impact on […]
Prospecting: The Best Advice You’ll Ever Want to Get
We’ve all heard the expression “Life is measured in inches not miles”. Most people don’t realize that it’s not the big decisions we make that shape our lives, rather it’s the cumulative effect of all the little decisions we make. For example, taking the small step every day of “rainmaking”, or prospecting, by: Picking up […]
Prospecting: The Most Effective Way to Generate Business
Seymour Prospects, an agent in West Palm Beach, New Jersey, was in between a rock and a hard place. He had been so successful applying the strategies to sell his listings in his Metamorphosis Workshop that he had run out of listings. Seymour knew he had to get as many listings as possible to take […]
Prospecting: Let’s Go Clubbing
We all know that the best form of communication is face-to-face. It stands to reason the more people you talk to in person about real estate, the more successful you will be. This is why active participation in groups, clubs, or different organizations is one of the most effective ways to grow your business. Consider […]
Prospecting: Expand Your Sphere of Influence
Buyer Considerations: Investment Purchase: Cash vs. Financing
Buyer Close – The “I’m Getting Old” Close
After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life. This is a welcomed change, but is a change that is occurring gradually because a new habit isn’t developed overnight. There’s one group of buyers that should pay closer […]