The Top 10 Key Phrases for 2011 1. Next step—Always have a next step for your very best buyers, sellers, listing prospects, and advocates or past clients. 2. Track—Track results for all 20% activities both daily and weekly. Also, track the results of your next steps and continuously refine your strategies. 3. Take the Shot—With the economy and […]

Key Phrases for Face-to-Face Networking Agents often wonder how to capture the interest of people that are looking at listings in the window, or that call the office. The key to success in either case is to make a sensational statement, or ask a sizzling question to get them thinking about your questions, instead of […]

Using the Cup o’ Joes to Build an Email Database Don’t make the mistake of limiting your success by asking people about buying and selling. Only 20% of the people you meet or know have a direct real estate need. Almost 100% of people you contact have a vested interest in knowing about what is […]

It’s All About the Benefits A common mistake made by agents involves pointing out a key fact to the buyer or seller without explaining how that fact directly benefits them. Consider the following examples: For Buyers Fact– I’ve sold more real estate than anyone else in the area. The benefit to you Mr. Buyer is […]

Don’t Be A “Sheeple”    It’s not difficult to succeed when the timing is right. We’ve bottomed-out economically and are finally beginning to recover. Now is the time to plant the seeds, while everyone else is still asleep. Here are 4 simple rules to follow during the coming months: Take the Shots!-  Put yourself out […]

Open Houses Are One of the Best Ways to Prospect for Buyers  Here are some great suggestions to maximizing the return from your Open House Strategy. Do Double-Duty– If you’re getting traffic on Sundays, consider having an Open House on Saturday as well. Double-Up On Signs– You’re at the Open House to secure Buyer Prospects. […]

Show Your Listing Prospects That You Care           When a Homeowner asks for you to suggest the price on a listing presentation, be very careful how you respond. It’s usually best to ask them to tell you what the data indicates. Remember, there are many agents that will take the listing high, in the hopes […]

Don’t Make Your Contact About Buying or Selling      One Strategy for generating leads, is to just “Take the Shots”, by asking people they know if they are thinking about buying or selling. Although this strategy works, your contacts may think that every time you call, it’s just to get business from them. A far […]

You’re Not a Salesman, You’re a Therapist A successful strategy always starts with all of the information. An agent can develop what appears to be a perfect strategy only to find that one little piece of missing information is introduced that makes the strategy ridiculous. Consider the agent that spends three days showing a buyer […]

The Key To Overcoming Buyer Paralysis and Seller Price Resistance We’ve all embraced the concept of Spaced Repetition as being the best way to learn a new approach. Yet Agents overlook the opportunity to use this approach to overcome the resistance clients have to change. Keep the following in mind: Buyers Have Mastered Just “Sitting […]