Salesmanship – Be a “Shepherd”, Not a “Sheeple” Most people would rather follow a strong leader rather than take the responsibility that comes with being a decisive leader. The “Sheeple Close” involves advising your prospects using third party examples. It’s most effective when your buyer or seller believes the suggestion is their idea. The most […]
Salesmanship – It’s All About Asking Permission to Ask Questions
Salesmanship – It’s All About Asking Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. Some agents believe that after the first few minutes, they know enough about the person to decide if they’re a good prospect. Nothing could be further from […]
Salesmanship – Using “Tie-Downs”, Are You One of the Best?
Salesmanship – Using “Tie-Downs”, Are You One of the Best? A strong agent identifies the best points to make with a client and then explains the benefits of each point. This is called the “Fact/Benefit Approach”. Simply put, you state a fact and then explain how the fact impacts the buyer or seller. Consider the […]
Salesmanship – Fear of Loss
Salesmanship – Fear of Loss Have you ever had the perfect home for a very qualified buyer, yet they refused to pull the trigger and buy? Or, how about representing a seller that had an excellent offer, but they lost the buyer because of unreasonable expectations? In both of the above scenarios, it was […]
Salesmanship – Psychology Applied to Real Estate
Salesmanship – Seller Strategic Brief Questions
2014 Salesmanship – Seller Strategic Brief Questions One of the most common mistakes agents make is when they fail to get enough information at the very beginning of the relationship they are trying to build with a seller. It is critical for an agent to know all of the answers to a strategic brief […]
Salesmanship – Buyer Strategic Brief
2014 Salesmanship – Buyer Strategic Brief When you meet your buyers for the first time, it’s imperative that you: 1. Gather as much information as possible 2. Establish rapport. There is no such thing as too much information because the better the information, the more successful your strategy to find them a home will be. […]
Salesmanship – Using Zillow to Close
2014 Salesmanship – Using Zillow to Close If you think you can ignore property estimated values on zillow.com because they’re not accurate, you’re likely to struggle with both buyers and sellers. Zillow has become one of the top search sites for real estate in recent years. It is heavily relied on as a guide […]
Salesmanship – Resetting the Price Anchor
2014 Salesmanship – Resetting the Price Anchor In many areas, demand for homes has increased, and the supply of homes for sale is dropping. The real estate market is changing from a buyer’s market to a seller’s market. And as usual, the media has been quick to point out that prices increased last year […]
Relationship Management – Don’t Be a Couch Potato Salesman
2014 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 […]