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 […]
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 […]
2017 RELATIONSHIP MANAGEMENT – Don’t Be a Couch Potato Salesman
We’ve beaten the issue to death, yet we still have some agents that are slow to embrace the idea that there is a windfall opportunity for sales professionals that “Take the Shots!” right now with their past clients, advocates and sphere of influence. Listed below are some ideas that could earn you tens of thousands, […]
2016 RELATIONSHIP MANAGEMENT & PROSPECTING Personal Touches During the Holidays We’re in the middle of the holiday season and most people are busy preparing for or participating in holiday festivities. Other than buyers and sellers who are actively looking, it’s difficult to focus on business because of all the distractions. But, it’s a perfect time […]
2016 Relationship Management: Out of Sight, Out of Mind
2016 Relationship Management Out of Sight, Out of Mind How does one agent continually grow their business, and every year make significantly more money than the year before (even in down markets), while most other agents struggle with growing both their business and income? The answer is Relationship Management. Consider the following two conclusions that are […]
2016 RELATIONSHIP MANAGEMENT: Presenting Market Trends
2016 RELATIONSHIP MANAGEMENT Presenting Market Trends As a trusted real estate advisor, you research market activity and are well prepared to share this information with prospective buyers and sellers. In fact, this information may be just as beneficial to share with everyone that you know. Think about it, everyone has been hurt by the housing […]
Using the Cup O Joe’s to Build an Email Database
Using the Cup O’ Joe’s 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 […]
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 […]
Real Estate is a Contact Sport: Socialize During the Holidays
Real Estate is a Contact Sport: Socialize During the Holidays It’s time to stop working so hard and start socializing! Real estate is a contact sport and the best time to have face to face contact is the holidays. Consider the following: The best prospecting occurs with people that already like and trust you. The […]
2015 Relationship Management- Make Having Fun with Your Clients a 20% Activity
2015 RELATIONSHIP MANAGEMENT Make Having Fun with Your Clients a 20% Activity Most of us grew up in a generation that believes: “You have to work hard to be successful”. What if this isn’t true and you really don’t have to work hard. What if that’s just a really silly concept and you just […]