Confidentiality We know people want to do business with an agent that will meet their needs and that they like and trust. It’s uncommon for buyers and sellers to do business with someone they don’t trust, unless they feel there is no other way to get what they want. It is far more common for […]
2015 Presentations #4 – My Information is Proprietary
2015 PRESENTATIONS #4 – My Information is Proprietary How do you determine how much information to give to a buyer or seller before they officially become a client? This is a difficult question to answer. All too often, agents will give unlimited advice to their prospects in the hopes a prospect will agree to let […]
2015 Presentations #1- Ask Permission to Ask Questions
The cardinal rule with every prospect and client is to gather as much information as possible. This is especially true with both your listing prospects (HLP) and your existing listings (EL). Two simple rules to follow: If you have enough information, your strategy will be flawed and you won’t make money. If you don’t build […]
Don’t Get Lazy During The Holidays
Don’t Get Lazy During The Holidays There is so much to get done in preparation for 2016, (which will likely be the best year in real estate) holiday parties, Christmas shopping, family in town, the list goes on and on. With all the distractions it’s still important to remember this month can also be very […]
Using the Pareto Principle to Become a Top Salesperson
Using the Pareto Principle to Become a Top Salesperson It’s a well-known fact in corporate America that 80% of all the revenue generated by a company comes from just 20% of the sales force. Few sales professionals share the majority of revenue while the majority of sales reps are competing for a tiny slice of the […]
Why People Do Business with You
Why People Do Business with You We’ve all known agents that don’t appear to know very much yet they’re successful. How is it that these agents can do well without having the proper knowledge? The answer may surprise you and relate to the expression “perception is reality”. You can be terribly inefficient and lack critical […]
The Best Voicemail Messages
The Best Voicemail Messages Motivating people to return your calls is an art. You can even think of it as a challenge. So, what’s the best way to get people to call you back? The following rules are a must: The message you leave must be different from any other message they will hear. It […]
Selling Your Listing Strategies Update
Selling Your Listing Strategies Update With the New Year rapidly approaching and strong buyer interest during the last quarter of this year, this is an ideal time to revisit your strategies for selling your listings. The suggestions below should be considered when deciding which “Next Steps” are best for each of your listings: Review the […]
Happy Thanksgiving
Price Negotiation Strategies with Buyers
Buyer’s in the market today have been conditioned to be very sensitive to price. It is important to be prepared to address this issue. The following should be considered. Identify why the buyer is unwilling to negotiate. Don’t be afraid to ask why price is so important. Show the trend of continued appreciation. Show the […]