3/23/15 2015 Prospecting: Building 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 happening […]
Prospecting: Open House Hot Phrases
A nice couple visits your Open House. You welcome them and request they sign the guest book for the Seller. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (sometimes the information is even real), and that’s it. Now answer the following questions? – Do many of […]
Have You Memorized the 12 Principles of Success in Life?
(PRINT THIS ONE OUT!) FORBES – Formula for success in life: Family Occupation Recreation Body Education Spirituality PARFA –Formula for success in business: Prospecting Appointments Referrals & Follow-up’s Finances Administration ISIT –The 4 Steps to overcome any obstacle and achieve your goals: Identify Strategize Implement Track Tracking – Three critical […]
Houses are Flying Off the Shelf Part 3
2013 Buyer Considerations – Houses Are Flying Off the Shelf Part 2 NOTICE TO ALL SELLERS! Welcome back to the 2005-2006 real estate market, where a lack of inventory wreaked havoc on a buyer’s ability to get a good deal purchasing a home. Do you remember the low supply of homes creating one of […]
Prospecting: Expand Your Sphere of Influence
With pent-up buyer and seller demand finally being released and the presidential elections soon behind us, 2013 promises to be a lucrative year for agents that communicate with their sphere of influence (Relationship Management list—RMR). This list includes your: 1. Past Clients 2. Advocates 3. Sphere of Influence Most agents don’t realize just how many people they actually […]
Sales Presentations – Why Do People Do Business with You?
A very successful real estate broker in California, accepted a position in Boca Raton, FL, to manage another high-end real estate office. Now this was a talented, successful manager with lots of management experience and a very strong resume. But, there was a problem. You see, in many places in California, jeans and cowboy boots […]
Feed the Sausage Machine
An agent can have the best contacts, the great knowledge of their product and community, the most experience, and even be the smartest and most talented agent in their area. But, at the end of the day, none of this matters if the agent doesn’t have any buyers or sellers to work with. A sales […]
Presentations – Buying Strategic 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 their present neighborhood? What […]
A Must Read for Sellers!
A Must Read for Sellers! Many homeowners have been hesitant to list their homes for sale because of a belief that a rebound may be just around the corner. Some sellers that have already listed their homes for sale have rejected reasonable offers or have been unwilling to negotiate because they also feel a recovery […]
Personal Production: Pessimism is Prevalent
Why are most agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of things that never were, and ask why not?” This is a concept that directly applies to the art […]