A successful business model must include a minimum of 24 touches per year, or approximately one every couple of weeks, to maximize opportunities with your prospects. The challenge is that the type of communication you want to share with a buyer is likely to be completely different than the information you want to share with […]
SALESMANSHIP – Work for 6% to Guarantee 3%
How many times have you professionally represented your buyer or seller and come close to an agreement only to have poor representation by another agent kill the deal? Unfortunately, most negotiations that fall apart do so because of lack of experience or competence on the part of one of the two agents involved in […]
SALESMANSHIP – The Best Use for Your Business Card
It’s common knowledge that handing out business cards can be a great source of prospecting for business, but there is actually an even more valuable use for your card that most agents completely overlook. Two of the most important elements of success in sales are; KISS – Which stands for “Keep It Simple […]
Prospecting for Expired Listings – Introductory Letter
PROSPECTING Prospecting for Expired Listings – Introductory Letter Contacting expired listings is one of the best ways to get listings because the homeowners have already expressed a desire to sell their homes and it’s easy to find their contact information. This is why so many agents contact this group. If you expect to be successful […]
Prospecting: It’s All About Asking Permission to Ask Question
Most people make a determination as to how they feel about someone new within the first few minutes of meeting them. There are 3 things you want to accomplish when you first meet a new client: You want to build rapport and trust. Do this by keeping the subject away from real estate as much […]
Prospecting: Which Communications Count
With many more people moving ahead with plans to buy and sell in 2019, communication will be of great importance in growing your business. Which forms of communication count for prospecting purposes? Use the criteria below as a guide: – Face-to-Face: the rule for face-to-face for contacts that qualify for prospecting purposes is as follows: […]
Broadcasting Great Messages Across All Mediums
When you take the time, energy and effort to create a great postcard, e-mail or branding message, why not broadcast the message across all mediums to get the maximum benefit. For example, you have created a direct mail Market Report from the analytical research you have done to track real estate trends year-over-year and have […]
PROSPECTING: Create Your Own Marketing Distribution Network
Most agents have either personal branding information such as quarterly market reports or company and affiliate publications. It’s a well-known fact that direct mailing information to your sphere of influence is a great way to maintain relationships, but if you have extra publications or reports that you can print out, it makes sense to cast […]
Prospecting – Using Analytics to Network with Local Professionals
Prospecting – Using Analytics to Network with Local Professionals Once you’ve done your research on local real estate data and have an understanding of local market trends, you can use this information to build a referral network with wealth management advisors, accountants, trust attorneys, and even investors. This group of trusted advisors is relied on […]
Presentations #2-Buyer Strategic Brief Questions
Presentations #2-Buyer Strategic Brief Questions PURPOSE Establish Long-Term Relationship Meet their immediate buying needs PERTINENT DATA Who are they? Where do they live? How long have they lived there? Why are they moving? What do they like about their present home? What don’t they like about their present home? What do they like about […]