Salesmanship – Ask Permission to Ask Questions   Most people determine how they feel about someone new within the first few minutes of meeting them. There are 3 things you must accomplish when you first meet a new client: Build Rapport and Trust – Do this by keeping the subject away from real estate as much […]

 Salesmanship – Was That A Sign? You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not sure just how much you can push without being offensive and losing the […]

Salesmanship – Resetting the Price Anchor Demand for homes has increased, and the supply of homes for sale is dropping. The real estate market is changing from a buyer’s market to a seller’s market and as usual, the media has been quick to also point out that prices have increased. The positive effect of all […]

 Sales Presentation – Don’t Be A Secret Agent! Many top professionals find it uncomfortable to toot their own horn by talking about how good they are. This approach is seriously flawed. If you don’t offer facts about your strengths or past success, it’s a good bet they won’t hear it from your competition either.   […]

Sales Presentations – My Advice Isn’t free   How often have you spent hours preparing for a listing presentation, given your opinion as to the value of the home, made staging recommendations, or given other invaluable advice to the sellers, only to have them follow your suggestions with another agent? If this has happened to […]

 Salesmanship – When is the Best Time to Make a Sale? Have you ever noticed in sports, when a great quarterback has an unbelievable game and throws 4 or 5 touchdown passes, or when a baseball player goes 5 for 5 with hits in a game, they always refer to the athlete as being “in […]

Salesmanship – Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is especially common during negotiations. Emotions can run high and buyers and sellers may say things to vent frustration, or sometimes just as a strategy to motivate their agent to […]

 Salesmanship – Resetting the Price Anchor In many areas, demand for homes has increased, and the supply of homes for sale is dropping. The real estate market is changing from a buyer’s market to a seller’s market and as usual, the media has been quick to also point out that prices have increased. The positive […]

Closing the Sale – Using “What If…?” & “Is It Possible…?” Both Fear and Incentive can be used as motivators to help your clients make the best decision. Motivating your clients with incentive occurs when you ask them; “If you were to buy (or sell) today, what would that mean to you?” Don’t let your […]

Salesmanship – Greatest Limitations are Self-Imposed Why are so many agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of things that never were, and ask why not?” This is a concept […]