Psychology 101 includes the discussion on Maslow’s Hierarchy of Needs. According to Maslow, there are 5 levels of human needs shaped in the form of a triangle (see the chart attached). Before each level can be reached, the preceding level must be met first. In other words, the first level, physical and biological needs must […]
Salesmanship – Creating Urgency
One of the most fundamental principles of salesmanship is creating urgency. Without it, there is little or no motivation for a buyer or seller to take action. Think about it. As a buyer if there is nothing to lose by waiting why not buy later as opposed to right now. The most effective way to […]
Salesmanship Close: Reducing an Objection to the Ridiculous
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much easier to swallow. For example, a buyer […]
Salesmanship Close: The “Exploiting the Closing Question”
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an ideal opportunity to use a trial close. A trial […]
Salesmanship Close: The “Ben Franklin Close” Template
Salesmanship, Closing The Sale- The Auto Industry Close
Salesmanship, Closing The Sale- Auto Industry Close Another great close for agents to use is the Auto Industry Close. After years of rapid growth and great prosperity, the automobile industry experience the same downturn in contracts as the real estate industry. At the peak of activity, there were over 16 million sales recorded by the automobile industry […]
Salesmanship, Closing The Sale- The Appraisal Close
Closing the Sale- The Appraisal Close Appraisals have created real problems for the real estate industry. Appraisers are concerned about the possibility of additional price depreciation and their appraisals will often be low to reflect the possibility of additional drops in prices. Even cash purchases are likely to be contingent on an appraisal justifying the […]
Salesmanship, Closing The Sale- Ask For The Order
Sales Close – Ask for The Order The most important close that an agent can and should use is the “Ask for the order,” close. This is the easiest close to understand, but it also may be the most challenging, because the delivery is critical. Once an agent concludes that the timing is right to […]
Salesmanship: Stay the Course, Don’t Give Up Ship!
Timing Is Everything, Success Is Just Around The Corner Most of us would agree that due to the economy, the past several years have been both frustrating and challenging. Proof can be found in MLS Membership numbers which have steadily declined over the past few years. A serious question many realtors are asking themselves […]
Salesmanship: Using Tax Records As Closing tools
Tax Collector Records Are a Great Source to Confirm Value We all know that revenue collected by Counties, has dropped sharply over the past few years because of the drop in real estate values. Most Counties list in their public tax records the year-over-year changes in property value. By researching this information on the […]