How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because they’re interested in purchasing a home. The live in a different area but are planning […]
2017 SALESMANSHIP: What Do You Do When You’re Not Chosen?
You’ve just finished a listing presentation and you’re feeling really confident. You have a great track record in the neighborhood and have recently sold one of their neighbor’s house. Besides, you and the sellers really hit it off. They even went as far as to say they plan on listing with you, but need to […]
2017 SALESMANSHIP It’s All About Asking Permission to Ask Questions
Most people determine how they feel about someone new within the first few minutes of meeting them. Some agents believe that after the first few minutes, they know enough about the person to decide if they’re a good prospect. Nothing could be further from the truth. If you don’t have all of the information, your […]
2017 SALESMANSHIP “I Must Have”, Applies Today Only
One of the most offensive clichés 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 look at oceanfront Find me a home in […]
2017 SALESMANSHIP Buying or Selling Real Estate? Timing is Everything to Make a Move
Making any big decision usually requires impeccable timing. Now that the elections are over, consumer confidence continues to rise, the stock market has posted strong gains and an economic upturn is in full swing, making this an ideal time to buy or sell real estate. Please consider the timeline above. Although buyers may have to […]
2017 SALESMANSHIP What’s Your Client’s Passion?
The great strengths top producing agents have are their discipline and work ethic. Unfortunately, these great strengths are also great weaknesses. It’s very easy to get so absorbed in putting the next deal together that building relationships based on trust, likeability, and confidence is cast aside. For example, if we need to know key information about […]
2017 SALESMANSHIP Put Yourself in Your Clients Shoes
You’ve spent years developing a strong base of business and finally, the real estate market is beginning to recover. You get a call from a past client or referral and they want to list their home for sale. Because you’ve done hundreds of listing presentations, you have everything under control. Nobody can tell you how […]
2017 SALESMANSHIP Using Zillow to Close
If you think you can ignore property estimated values on zillow.com because they’re not accurate, you’re likely to struggle with both buyers and sellers. Zillow has become one of the top search sites for real estate in recent years. It is heavily relied on as a guide for buyers, and in many cases, even your […]
2016 SALESMANSHIP: The “Strictest Confidence” Close
2016 SALESMANSHIP The “Strictest Confidence” Close It’s remarkable how often good agents are unsuccessful developing strong ties with their buyers and sellers. Quite often this happens because an agent feels uncomfortable prying into a client’s personal life or personal situation. For agents that are hesitant to pursue this information, we have three words: “Get Over […]
2016 SALESMANSHIP: If It Doesn’t Make Sense, Just Ignore It
2016 SALESMANSHIP If It Doesn’t Make Sense, Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is very common especially during negotiations. Emotions can run high and buyers and sellers will say things to vent frustration. Many times, these statements are […]