Only Three Kinds of Objections... So Learn To Handle Them! - 01/31/07 06:47 PM
There are only three kinds of objections. Period. I challenge you to find me an objection that doesn't fit one of the three types we're about to discuss. Virtually anything your clients say to vocalize an objection can be identified as one type or the other-- and because they can, a strategy can be developed for … (38 comments)
Your Clients Have Never Said This To You, Have They? - 01/26/07 06:14 PM
It's too expensive! I don't like the way the dining room and the kitchen flow together. I've heard the school system isn't very good. There's not enough room in the kitchen. The house up the block is a rental... I don't want to be near rentals. I don't think we could qualify … (4 comments)
$4,340 per Square Foot? Truth is Stranger Than Fiction.... - 01/24/07 05:07 PM
So what's the selling price per square foot look like in your neighborhood? In yesterday's Seattle Times there is a report of a London "studio" apartment owith 77 square feet selling for $335K -- and the studio apartment has multiple offers! What's worse, that apartment isn't the 'property' with the highest per square foot selling price available in the … (4 comments)
"I Got People" -- Social Networking and Your Business Plan - 01/23/07 06:45 PM
H&R Block is using this as a tagline to this year's tax season marketing campaign-- despite the crummy syntax! It must be working somehow because I remembered the tagline and their name. But it came to my mind in the context of reading and commenting on Jaclyn Erwin's blog today about … (0 comments)
Where Did Anaheim, My Hometown, Go? - 01/16/07 06:32 PM
Growing up near Disneyland has created its own little psychological dramas but now someone has stolen my hometown, Anaheim, and I can't find it anywhere. I suspect it's really gone because this week I reconnected with a former childhood friend (now a Folsom-area Realtor®) Stephen Lewotsky, and he confirmed for me that Anaheim is really missing. And … (35 comments)
My Aussie Only Looks Like The Contest Judge! - 01/10/07 06:37 PM
Two words-- "winner" and "free" always get our attention. Including them in our contest marketing is always popular so I hereby announce the start of our 1Q 2007 Real Estate Bloggers Printing Bonanza. Here goes: "ENTER NOW AND YOU COULD BE A WINNER OF FREE MARKETING MATERIALS YOU NEED" "Johnny, tell them what they could win!" For every 15 entries submitted by … (0 comments)
My Little Calendar Girl Is In Chaos - 01/08/07 09:37 PM
My bride could not tell the difference between Neil Sedaka and Neil Armstrong in a Trivial Pursuit contest-- she is, by my estimation, one of the worst informed people of her generation about popular musical culture, songs and the artists that sang them. She clearly grew up in a household unlike … (2 comments)
Dr. Evil Asks: 'What Sales Objections Do You Hear Most Often?' - 01/05/07 02:09 PM
I feel like Dr. Evil: "Throw me a frickin' bone here... I'm the boss... I need the info!" Well, mercifully I don't have all those direct reports anymore, but I still need the info and you could help bring it! I blogged earlier about a training I am going to conduct for an associate's brokerage … (2 comments)
Zillow To Replace Realtor® Expertise? Look At The Baby! - 01/03/07 11:53 AM
The splash made by Zillow's online launch last year and the ripples it continues to cast across the industry are well-documented across the blogosphere-- and passing judgement on Zillow and similar tools isn't my purpose here. Rather, I reflect on the hysterical tone and the often paranoid thinking that marked so many of last year's postings. The … (10 comments)
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There are only three kinds of objections. Period. I challenge you to find me an objection that doesn't fit one of the three types we're about to discuss. Virtually anything your clients say to vocalize an objection can be identified as one type or the other-- and because they can, a strategy can be developed for … (38 comments)
