A problem arises when Agents mistake conditions for objections. Agents often treat a condition as an objection and beat themselves up when they don’t get the transaction or contract signed. The definition of a condition is a valid reason for the prospect to not move forward. You still need to try all the techniques of handling the objection. You just need to realize that a condition is usually linked to their ability or authority to act now.
They might have the desire to move forward with you but lack the ability …
Read Article ›
Tags: Advice and Guidance, Agent Productivity, Coaching & Mentoring, Economy & Housing Bubble, Education & Training, Featured Post, Lead Follow-Up, Lead Generation, Listing Presentations, Negotiations, New Agent Training, New Agents, Productivity, Prospecting, Real Estate Careers, Real Estate Marketing, Real Estate Training, REO, REO agent, Sellers
Posted in News | No Comments »
We live in a world that has changed dramatically in the last 50 years. There has been more innovation and more technological progress in the last 80 years than there was in the previous years since the beginning of time. In today’s business society, we are judged by the results we get more than ever before: the result of winning the court case; the result of a successful surgery; the result of winning the big game. We, as REALTORS®, cannot escape this results-driven society.
We need to clearly understand …
Read Article ›
Tags: Advice and Guidance, Agent Productivity, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Lead Generation, Marketing, Motivational, New Agents, Productivity, Professionalism, Prospecting, Real Estate Careers, Real Estate Coaching, Real Estate Marketing, Real Estate Success, REO, REO agent
Posted in News | No Comments »
What is the single biggest expense we as REALTORS® have? You guessed it — advertising. In fact, all the so-called “experts” recommend we spend a full 20% of our gross income on bringing in business. That’s nearly three times what other industries spend for advertising (most industries spend 6-7% of gross revenue. So here’s an idea that will help you bring your advertising costs to a more attractive level. Let a lender pay your ad bill. Let me …
Read Article ›
Tags: advertising, advertising costs, Advertising/Marketing, Advice and Guidance, Agent Productivity, America, brand, Broker Profitability, business, Career Development, Coaching & Mentoring, customer, direct response advertising, direct response marketing, Education & Training, estate, fishing spot, General, gross income, gross revenue, Inspirational, Internet/eCommerce, Jones, LCM, lead, Lead Follow-Up, Lead Generation, lender, lots of money, Marketing, matt jones, Max-Bang, mortgage companies, Mortgages & Loans, Motivational, New Agents, North Carolina, partner, Productivity, Professionalism, Prospecting, real estate agents, Real Estate Careers, Real Estate Marketing, Real Estate Technology, REO, REO agent, response, Specialty Services, Technology, Uncategorized
Posted in News | No Comments »
I don’t advocate taking over-priced listings. Sometimes, it is inevitable, but before you take a listing that is overpriced, see that the sellers meet the follow three criteria:
1. The sellers must have strong motive to sell.
Your client’s motivation to sell is the key indicator of whether or not you will earn a fee for your service. You’ll be paid only when your client’s property sells and closes, so evaluate and re-evaluate the interest and determination of the seller to complete the transaction.
If a client absolutely has to …
Read Article ›
Tags: Advice and Guidance, Agent Productivity, Buying & Selling A Home, Client Relationships, Coaching & Mentoring, Economy & Housing Bubble, Education & Training, Featured Post, Lead Generation, Listing Presentations, Marketing, New Agents, Over-priced listings, Productivity, Prospecting, Real Estate Careers, Real Estate Coaching, Real Estate Marketing, REO, REO agent
Posted in News | No Comments »
What if I told you that for less than $10 you could build your seller a website? Not $10 a month, but $10! Actually you could build it for free, but spend the $10 to make it really special. Now check out how simple this is and then imagine what your seller’s reaction will be.
Let’s say you have a listing (or you would like to get a listing) at 1218 Sky Drive. Go online and buy the domain, 1218SkyDrive.com (or …
Read Article ›
Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, America, Blog Marketing, blogger, Broker Profitability, Buying & Selling A Home, Career Development, Client Relationships, CMA, Coaching & Mentoring, com, Domain, domain registration, Education & Training, estate, feature sheet, flier, General, google, google website, home, Inspirational, Internet, internet search, Internet/eCommerce, Jones, Lead Generation, listing, Listing Presentations, Marketing, matt jones, Max-Bang, Motivational, Neighborhoods, New Agents, North Carolina, online, Productivity, Professionalism, Prospecting, Real Estate Marketing, Real Estate Technology, REO, REO agent, seller, Sellers, Sky Drive, SkyDrive, Specialty Services, Technology, Uncategorized, website, website address
Posted in News | No Comments »
The quality of sales skills can dramatically influence income. At one time we all had tremendous sales skills, and we did not even know it. We intuitively learned, and perfected, our presentation to the highest level. We persistently pushed forward and never took, “No!” for an answer without a fight, then we usually wore our opponent down and got the sale. We had it all going for us, we had it all figured out, and then we stopped. Most of us stopped being great sales people around ten or eleven …
Read Article ›
Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, Business Planning, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Generational Selling, Lead Follow-Up, Lead Generation, Marketing, New Agents, Productivity, Professionalism, Prospecting, Real Estate Careers, Real Estate Marketing, real estate scripts, REO, REO agent, sales scripts, Sellers
Posted in News | No Comments »
Let’s start with the bottom line first: The whole purpose of a prospect presentation is to establish your competitive advantage. In the least time possible you want to communicate what makes you different from the more than 1.2 million other licensed Realtors in the United States. You want your prospects to see exactly why they should hire you, what’s in it for them, and why they should proceed with confidence to sign your listing agreement.
Most agents spend the presentation explaining what they will do for the client rather than focusing …
Read Article ›
Tags: Advertising/Marketing, Advice and Guidance, Agent Productivity, Business Planning, Career Development, Client Relationships, Coaching & Mentoring, Education & Training, Featured Post, Listing Presentations, Marketing, New Agents, Professionalism, Prospecting, Prospecting Presentation, Real Estate Careers, Real Estate Marketing, Real Estate Presentation, REO, REO agent
Posted in News | No Comments »
When I was a senior in High School, I had the opportunity to see Zig Ziglar, Tom Hopkins and a few other great motivational speakers. I was so inspired from what I heard that day and knew that I wanted to be a speaker & coach like those amazing people I saw on stage. They shared many great stories that day, but one story stood out in my mind. Even years later, the story Zig Ziglar told has always resonated with me.
Read Article ›
Tags: Advice and Guidance, Agent Productivity, motivation, Motivational, Productivity, Prospecting, real estate, REO, REO agent, Verl Workman, Zig Ziglar
Posted in News | No Comments »
You don’t need to make fifty cold calls a day to achieve prospecting success. In fact, if that is your primary method, I would question your decision-making ability. We need to do enough prospecting activity to drive the business. Picking a more effective medium than cold calling is the mark of a successful businessperson. When we prospect consistently, which is the key, it doesn’t take much. I caution you; it is also easy to think we are making progress and be merely treading water at best.
If you set a goal …
Read Article ›
Tags: New Agent Training, Prospecting, Real Estate Marketing, Real Estate Training, REO, REO agent, Uncategorized
Posted in News | No Comments »
We really have an unlimited supply of what we can prospect. Webster defines prospecting as “seeking a potential customer; seeking with a vision of success.” In the definition, it doesn’t say waiting for the phone to ring, sending out postcards, or hoping someone calls you. It clearly says that prospecting is a seeking activity. Let me share a guarantee from ancient scripture. “Seek, and you shall find.” The guarantee is if you seek, you will find. I hear all the time from people, “Well, what if it doesn’t work?” You …
Read Article ›
Tags: Advice and Guidance, Agent Productivity, Business Planning, Career Development, Coaching & Mentoring, Education & Training, Lead Generation, Marketing, New Agents, Professionalism, Prospecting, Real Estate Careers, Real Estate Marketing, REO, REO agent, Uncategorized
Posted in News | No Comments »
