2016 Closing the Sale The Ben Franklin Close Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had to make […]
2015 Buyer and Seller Closes- The “I’ll Think it Over” Close
2015 BUYER AND SELLER CLOSES The “I’ll Think it Over” Close The most common objection in any type of sale is the, “I’ll think it over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. […]
2015 Seller Closes- The “Insanity” Close
2015 SELLER CLOSES The “Insanity” Close You’ve probably heard the phrase “The definition of insanity is to do the same thing over and over again and expect a different result.” The origin of this phrase may be unknown, but there is a reason why it is used so often. It applies to many situations, especially […]
2015 Seller Close #32-“The 60-Days to Prepare” Close
“The 60-Days to Prepare” Close It’s that time of the year when homeowners planning to move think about listing their property. Many of them believe it makes more sense to wait until season is here to list their homes for sale. Although there are some benefits to presenting a new listing in season, it still […]
2015 Seller Close #31-Sell Against Your Listing Close
SELL AGAINST YOUR LISTING CLOSE A sellers primary objectives are: Sell their home for maximum price In the least possible amount of time with minimal or no aggravation (process) Quite often sellers believe that if they price their home high they will get better offers. It is very common for sellers to say, “well, just […]
2015 Seller Considerations-Fewer Listings=More Time To Focus Your Energy
Fewer Listings=More Time To Focus Your Energy How often do Seller’s choose to work with an agent that really doesn’t work in Real Estate on a full-time professional basis? It is important to point out to your prospective seller’s that this can be a critical mistake. A good way to show the difference between what […]
2015 Salesmanship Close – Answer a Question with a Question
Answer a Question with a Question As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure on them to take the next logical step. The Half Nelson […]
2015 Closing the Sale – Help Your Clients Identify Why They Should Act Now
Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had to make an important decision, he would take a blank […]
2015 Sales Close #5 – Create The Sense of Urgency
Every good agent knows that buyers and sellers won’t make a move without some sense of urgency. Most urgency is created by fear motivation. When people are afraid of losing out, they are much more likely to move forward. This is the principal, “The greatest limitations are self imposed”. The most effective way to […]
Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real objection is with your buyer or seller. By […]