2015 BUYER CONSIDERATIONS Renters Can Save Money by Purchasing a Home
Renters Can Save Money by Purchasing a Home Exploding demand for rentals and a limited supply of available properties are leading to fierce competition and skyrocketing rental rates for tenants. The days of negotiating great rates with landlords are rapidly disappearing as more people enter the rental markets. And, the problem is expected to get […]
2015 Prospecting – We’re Limited Each Day by 24 Hours, Get Them to Take a Minute
We’re Limited Each Day by 24 Hours, Get Them to Take a Minute 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 […]
2015 Prospecting – Don’t Give it Away- Build the Relationship
Don’t Give it Away- Build the Relationship How many times have you tried to schedule an appointment with a buyer or seller who have put you off by telling you to e-mail or just send the information to them. In most cases, this is a learned approach that is used to put you off or […]
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 Salesmanship Close – Do Without Your Daily Latte
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much easier to swallow. For example, a buyer […]
2015 Salesmanship Close – Respond with a Question to Close
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an ideal opportunity to use a trial close. A trial […]
2015 Salesmanship Close – Are Your Clients Placing an Overweighed Emphasis in Objections?
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close: “I want […]
2015 Salesmanship Close – Getting Your Client to Make an Immediate Decision
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. How many times have you as an agent attempted to contact […]