Salesmanship – “I Must Have…” Applies Today Only One of the most offensive cliché’s in real estate is “Buyers are liars, and Sellers are storytellers.” It stems how many times you have heard Buyers and Sellers say: “I have to have” when referring to some key amenity or point? For example: I only want to […]
Salesmanship – Buyers Say: “I Choose You!”
2014 Salesmanship – Buyers Say: “I Choose You!” It’s common practice for a perspective home seller to interview 3 agents before choosing one to represent them. Yet, when it comes to selecting a buyer’s agent, a perspective buyer will either, Feel obligated to work with the first agent that calls them back or, Feel no obligation […]
Salesmanship – Vince Lombardi’s View on Winning
2013 Salesmanship – Vince Lombardi’s View on Winning As the head coach for the Green Bay Packers during the 1960’s, Vince Lombardi is arguably the best coach in the history of football. Not only did he lead the Packers to 5 NFL Championships and 6 Conference Titles in 9 seasons, he also taught his players […]
Salesmanship – You’re Not A Salesman, You’re A Therapist!
2013 Salesmanship – You’re Not A Salesman, You’re A Therapist! There is a common misconception that the best salesman are aggressive closers. That’s simply not true. In fact, most top salesman are like good therapists because like therapists, they’re great listeners. Being a good listener doesn’t come easy because in any communication both parties have […]
Salesmanship – Dealing With Stubborn Buyers
2013 Salesmanship – Dealing with Stubborn Buyers The tide has turned and what was once a perfect market for buyers is now becoming an ideal market for sellers. With the projected boom in sales activity next year, market conditions will become even tighter for buyers. For agents representing buyers, negotiations could also become more difficult […]
Are You an Overnight Success?
When you agree to represent a seller, the homeowner hires you to: Get them the highest price for their home In the least possible time With minimal or no stress or aggravation So, what do you do when you meet every objective above and the homeowner demands that you reduce your commission? The best […]
The Answer is Yes
When someone refers to you as a “salesman,” it usually isn’t considered a compliment. The typical stereotype involving salesman is that they are aggressive, pushy, and primarily focused on making the next buck. The stigma attached to being a salesman tends to make many good professionals wary of learning sales skills. In reality, a good […]
Be One of the Beautiful People
As unfair as it may seem, there are ample behavioral studies that have been done that prove that people who are attractive are treated more favorably than average looking people. This is an important principle to consider when you’re in a service industry such as real estate. Consider the pie chart below which reinforces the […]
Use the Six-Gun Strategy to Close the Sales
There’s an old sales expression in sales that states: Selling doesn’t begin until you get your first “No”. The sales profession pays extremely well because you have to be more than a customer service professional. Once you’ve identified how to help your clients, you also have to be prepared to encourage them to move ahead […]
