How many times have you worked with a buyer that appeared ready, willing, and able to buy where you’ve met all of the conditions, yet the buyer refuses to make an offer.  It can also happen with sellers who are thinking about listing.  Consider the following examples: Scenario #1 (Buyer):  A buyer may like a […]

The great strengths  top producing agents have are their discipline and work ethic.  Unfortunately, these great strengths are also great weaknesses.  It’s very easy to get so absorbed in putting the next deal together that building relationships based on trust, likeability, and confidence are cast aside.  For example,  if we need to know key information […]

When I was in college, I was in the market to buy a car.  I was leaning heavily towards the Trans-Am, which had been made popular by the movie, “Smokey and the Bandit.”  As part of my research, I stopped in to a Triumph dealership to look at TR7.  The TR7 had  a beautiful and […]

A simple formula for success in Real Estate: A deep understanding of the market, including the trends and available inventory, applied to a deep understanding of your client’s needs. The first part of the approach above is not that difficult.  Any good researcher who spends the time reviewing inventory and activity is able to develop […]

It’s common knowledge that handing out business cards can be a great source of prospecting for business, but there is actually an even more valuable use for your card that most agents completely overlook. Two of the most important elements of success in sales are; KISS – Which stands for “Keep It Simple Salesman” If […]

Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors and greatest statesman ever in the United States. When Ben had to make an important decision, he would take a blank […]

Your buyer, seller or even associate wants to meet with you. They’re frustrated about an issue and want to discuss it. You’re familiar with the concern and agree to meet with them.  You can tell during the meeting that they are passionate about their position. It could be said there is a good deal of […]

Have you ever met with a buyer or seller who was very close to pulling the trigger but then decided to wait, only to change their minds? This prospect is known as a “Be Back”. We all recognize that real estate purchases are quite involved, so in most cases, both buyers and sellers rarely make […]

When dealing with any buyer or seller or any product, there must be a sense of urgency that encourages your prospect to make a decision as quickly as possible.  Creating a sense of urgency is the ultimate use of fear motivation which is the most powerful motivator to get prospects to take action (the fear […]