2016 Listing Presentations (Part 1) The Warm Up Of all the elements to a listing presentation, the warm up is by far and away the most critical. Unfortunately, most agents are so anxious to begin discussing what they can do for a seller, they overlook the warm up. There are two purposes to a […]
2016 Motivation: “How’s That Working For You?”
2016 Motivation “How’s That Working For You?” An aggressive way for you to point out that your clients are employing an insanity strategy, (definition of insanity is to keep doing the same thing over and over again, and expect different results!), is to point out their repetitive use of the same strategy, then […]
2016 Buyer Close: The “I’m Getting Old” Close
2016 Buyer Close The “I’m Getting Old” Close After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life. This is a welcomed change, but is a change that is occurring gradually because a new habit isn’t developed overnight. There’s […]
2016 Prospecting: Dominating Your Farm Area on a Beer Budget
2016 Prospecting Dominating Your Farm Area on a Beer Budget How do you compete with the big guys that have an unlimited budget? These agents will spend $2,000 – $3,000 dollars a month direct mailing up to 1,500 residents twice a month. This 24-Touch Annual Campaign is highly effective because residents in their farm […]
2016 Prospecting: If It Starts Bad, It Ends Bad
2016 Prospecting If It Starts Bad, It Ends Bad Have you ever noticed how much fun it is to work with someone that loves what they do? A passion for your business is an important key not only for success in real estate, but also the key to longevity in the real estate […]
2016 Prospecting: The Mechanics of Expired Listing Research
2016 Prospecting The Mechanics of Expired Listing Research Targeting expired listings should be one of your top prospecting campaigns. It only makes sense to target homeowners that you know have already expressed a desire to sell. Your expired prospecting campaign should encompass all three forms of communication, face-to-face, phone and direct mail. We suggest that […]
2016 Prospecting: Real Estate Pick-Up Lines
2016 Prospecting Real Estate Pick-Up Lines A typical bar scene: A guy walks into a bar, spots a pretty girl, and decides to take the shot. The guy walks up to the girl and uses the following line, “Hey babe, I’m not a genie, but I can make your dreams come true!” The gal […]
2016 Salesmanship: Never Say “I’ll Try”
2016 Salesmanship Never Say “I’ll Try” It’s remarkable how often you’ll hear people say, or perhaps even say yourself, “I’ll try.” What a mistake. This phrase is one of the most limiting phrases in the human vocabulary. When someone says, “I’ll try,” they’re instantly disqualifying the potential success they will experience. What they’re really […]
2016 Salesmanship: That’s Exactly Why
2016 Salesmanship That’s Exactly Why How often have you lost control of a conversation when a perspective buyer or seller asks a question that allows them to get the information they’re looking for and subsequently has no need for your services? For example, you’ve jumped through hoops in an effort to get the phone […]
2016 Salesmanship: It Doesn’t Matter What You Think
2016 Salesmanship It Doesn’t Matter What You Think All too often talented, knowledgeable, and successful agents can hardly wait to voice their opinion. They reason that knowledge is power. And, if they have all of the answers, why shouldn’t they impress their clients with their intellectual prowess. In theory that strategy may seem to […]