Advanced degrees can cost tens of thousands of dollars.Many life-long learners are surprised at just how much a good education can cost. Most real estate agents would balk at the thought at spending $100,000 on continuing education. It’s time to rethink just how expensive the learning process is for professional agents. Consider the […]
2017 SALESMANSHIP Don’t Be A Tour Guide
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 PROSPECTING “I Know You’re Busy”…. The Best Lead-In to Any Conversation
Between appointments, phone calls, e-mails, text messages, project management, and personal obligations, it seems like everyone is overwhelmed just trying to keep up. In many cases, prospective buyers and sellers can appear to be annoyed when you’re calling to discuss real estate with them. It’s usually because they’re in a rush trying to get […]
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 PROSPECTING: Warm Calling a FARM A Case Study on How it Works
Seymour Prospects, an agent in West Palm Beach, Florida, was in between a rock and a hard place. He had been so successful applying the strategies to sell his listings in his Metamorphosis Workshop that he had run out of listings. Seymour knew he had to get as many listings as possible to take […]