sales techiniques: Build A Better Pipeline....You Need Future Clients Too!!!
- 09/08/11 05:08 AM
Pipeline!!! What is it and who is in it!
Future business and future clients make up a pipeline. If you don't have one, you are relying on chance to fill your time 3 months, 6 months, a year from now. Not a good business plan.
I do not understand why real estate professionals are reluctant to embrace the fact that they are in sales. Regardless, there are principles of sales involved in all of our activities.
We prospectWe identify needs and wantsWe determine if a prospect is willing/able to buy/sellWe close
Every sales book I've ever read has this … (15 comments)
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sales techiniques: Buyer's On The Fence.....Waste Of Time Or Pipeline
- 09/07/11 05:59 AM
I read a post by J. Philip Faranda today and Lenn Harley's reblog and additions....the "other" shadow inventory is the buyers who haven't bought. The basic idea that Philip presented was that there are often 20-30 viewings of a home before there is a buyer, and he wondered what happened to the other buyers. Philip's post presented the idea that many of these buyers are not ready to buy, for a variety of reasons.
The "Other" Shadow Inventory!
Clever title and interesting thought. But I do not believe these buyers are necessarily busy work....they are however a pipeline, if … (12 comments)
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sales techiniques: Why Use A Real Estate Professional? Because If You Don't You Will Miss Your Daughter's Birthday....Huh?
- 07/30/11 04:42 AM
Why Use A Real Estate Professional? Because If You Don't You Will Miss Your Daughter's Birthday....Huh
I was floating in the pool listening to the radio (last time I mentioned my pool, Bob took away a point). A commercial came on with some ridiculous scenario about a catastrophe that would occur if you didn't use some website to buy a car. Like www.buycar-or-die.com something like that.
The basics of the commercial was one car buyer who has to drive to 7 different dealerships to find a car, while running out of gas, dropping off kids at events and hitting … (25 comments)
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sales techiniques: "You're Going To Need To Use The HARD Sell On Her"
- 06/26/11 05:51 AM
While showing a very nice home to a potential buyer yesterday, the daughter pulled me aside and whispered....
"You're Going To Need To Use The HARD Sell On Her"
Took me by surprise! It was a perfect house for her, she was saying how much she loved it, the price was right....what's the "Hard Sell" all about?
The buyer lived out-of-state and was planning to move back to our area to be close to her daughter and her family. If the adorable 2 year old holding her hand wasn't all she needed to make a move...all my sales skills were … (52 comments)
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sales techiniques: Congratulations On Your Most Recent Failure!
- 02/22/11 04:52 AM
I'm actually a very good cook.....but I blew it this weekend. In spectacular form. As it turns out one cannot substitute red curry for yellow curry in the same proportions. Who knew?
Now I do taste my food as I go, and had a suspicion that this was not going well, but with 25 people finishing their appetizers and the coconut milk not providing enough relief from the heat, it was clear my curry dinner was inedible. Oops!
I had a few brave souls who offered to help with the flavoring, but when one almost gagged, it was time to call … (28 comments)
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sales techiniques: Do Your Buyer A Favor.....Ask Them To Write An Offer!!!
- 02/18/11 04:45 AM
That's right...I said it! Asking for the order/offer/sale is doing your buyer a favor. Why? Because the buyer wants to buy! The seller wants to sell! How do you know?
*They are taking time from work to see homes*They are spending a weekend day to see homes*They have gone through the grueling process of a pre-qual*They are saying things like....."This would be a perfect room for 'blank'*They are cleaning/painting/sprucing up their home for you to see*They are packing up on a moment's notice to allow a Sunday morning showing
We've all heard these "buying signals." So why don't we act … (15 comments)
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sales techiniques: Time To Hit The Ground Running......Or Maybe Next Week! Don't Waste The Most Important Week Of The Year
- 12/27/10 05:05 AM
This is the most important week in real estate. A lot of the general public is off work, out and about, and looking forward to the New Year. For many, that means a new home.
Now I know some of you are thinking..."lookie loos visiting family....waste of time." Maybe. But what else are you doing today? Isn't all visibility good visibility? Isn't spending time with people looking at homes a better business tool than watching a bowl game?
I'm not suggesting that taking a day off is bad....of course we all need that! But if you get … (5 comments)
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sales techiniques: Internet Leads Don't Work.....Guess How Much I Made On Internet Leads In 2 Months......$28,404
- 11/01/10 01:21 PM
I know, I know.....blogging doesn't work. Or maybe it works for others, but not for you. Or the agents who can get Internet Leads are the local powerhouses with aged websites. Or Internet Leads are too hard to work. Or Internet Leads don't give you phone numbers, so they aren't real. Or, or, or, or.....or maybe they work just fine!
While you are busy the past couple months explaining why Internet Leads don't work....I was out working with 3 different leads which all closed last week. Two from Active Rain and one from Trulia. And my Active Rain leads actually ended … (59 comments)
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sales techiniques: As Salespeople....Sometimes We Do "Waste" Our Time, Or Do We?
- 10/28/10 05:34 AM
What do you consider a waste of time? It appears that many agents consider any activity which does not result in an immediate sale a "waste of time." I disagree! If that were the case, then why do we write blog posts about our dogs and Members Only posts about anything?
The main purpose of much of our blogging is to get our name out there and have it associated with real estate. Right? Sales is a numbers game and if we always had a 100% success rate....well, everyone would be doing it.
… (103 comments)
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sales techiniques: I Was Honest! I'm Sorry......Your Listing Smells Like Wet Dog
- 10/22/10 04:21 AM
Ok....so may I assume you are going to take it personally if I don't like your listing? Then why are you calling me for feedback? Oh yes, I know....because you honestly think that almost a week after the showing you might find that we've just "forgotten" to call you with our full-priced offer?
Yep...that's it! Thank you for calling to remind me to write that darn offer! :)
I'm really busy and I dread the phone calls from agents which start "Hi, thank you for showing my listing last week....can I get some feedback?"
Oh no..maybe … (66 comments)
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sales techiniques: The Lesson I Learned On The Freeway Yesterday Saved My Deal
- 09/02/10 04:38 AM
Traffic is never a good thing, and it's so common in Southern California. Normally my Type-A personality is fussing and fidgeting in the seat....and even the new Trace Adkins CD can't calm me down. :)
But yesterday I was in a musing-mood.
I have a transaction that has been bothering me....something just isn't right and I was having a hard time putting my finger on the problem. I was representing the buyers and I just felt something isn't right. As I was sitting behind a cute little Mini....turning things over in my mind....I saw a perfect opening … (42 comments)
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sales techiniques: Want To Get Paid For Your Work? Start Qualifying Your Prospects Better!!!!
- 09/01/10 03:47 AM
This is not a blog about commissions and retainer fees (and you know I'm completely AGAINST up front fees or set amounts). But as I read yet another blog today which mentioned that retainers "were the future" I thought about why I never felt the need for one.
I have been a 100% commission sales person my entire working career in one way or another. I learned skills very early which taught me how to qualify prospects and spend my time wisely. I also learned how to analyze the time and cost of spending time with each prospect....this is critical. Do … (41 comments)
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sales techiniques: What One Agent Learned At The Office Last Week
- 08/30/10 11:18 AM
There is no business there! She wasn't getting any phone calls and no one had walked through the door asking for her. She didn't get one listing the entire 3 hours (that's right....3 HOURS) she spent talking to other agents and drinking coffee...hmmmm, now THAT'S surprising.
Do you know what she did find there? Other agents who also did not have any business. Her misery found company!!!
I got this phone call late last Tuesday. Panic, misery, fear!! Begging for some leads to work....since "nothing was going on.".
Sooooo we talked! I did not give her leads, but I gave her … (71 comments)
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sales techiniques: Do You Classify Your Leads? Understanding The Special Types Of Leads Will Help You Close More And Waste Less
- 07/29/10 12:39 PM
Don't we all love leads? Hot leads....ready to buy leads...let's meet in an hour leads? We all know what to do with these....ACT! Don't we love getting that phone call or email? "Hi, I found you on 'blank' and want you to show me a house I'd like to buy at 123 Main". But these are not the normal leads we get....and understanding the different categories of leads will help you work your pipeline to the best advantage. Leads are different and need to be treated differently.
When a lead comes to me, I first analyze the lead … (9 comments)
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sales techiniques: When Is It Time To Change? Warning Signs Of A Stagnant Business
- 06/28/10 05:56 AM
Summer is a great time to relax and do nothing....uh oh! Reading the blog posts it seems many are in the throws of closing deals from the Tax Credit. Others are planning for vacations and family activities. The scene is ripe for complacency. Don't Do It! Use your time, even if it's laying in the sun....think about your business and what areas are in need.
One of the main things I've been working on this past month is "what are the areas of my business that aren't working"?
The questions I'm asking myself are:
1) What areas of my business are … (5 comments)
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sales techiniques: Finally!!! I Found A Door Drop Flier That Worked!
- 06/22/10 12:17 PM
I don't know about you, but I don't read the door drop fliers that land on my front door step. Not unless I need a gardener or a new service of some kind. But would I use it to find a Realtor? No! So I've always seen them as a necessary evil for the neighborhood farm, and rarely done them. I'm sure I've missed opportunities by this, but not completely sure.
I've been revamping my business this month. Everything from a new website to hiring a new team member and really tackling a geographical farm. So the door drop was a … (170 comments)
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sales techiniques: My Pipeline Kept Me Alive and Thriving During The Lean Real Estate Market
- 06/19/10 05:09 AM
One of the very first lessons I learned (the hard way) is that regardless of how busy you are with current business, you HAVE to prospect and continue to put future business in your pipeline. Sales rooms are full of people chasing around after the current close or current transaction....having lunch with peers celebrating the latest sale, but then often these same people will be back in a month scared to death over the lack of activity then.
Prospecting is not always our favorite task. I get that! It's putting ourselves out there for rejection and that's not comfortable. The Internet … (41 comments)
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sales techiniques: The Weekend is Coming....What Are Your Top 3 Action Items For Business?
- 06/04/10 05:17 AM
I spent an hour with Tom Ferry yesterday...and will tell more about that in another post. One of the main things I took away was that my goals needed to be concrete action items. So I started thinking about this weekend. Weekends are busy for Realtors, but so often we just go through the actions of showing homes and doing Open Houses without much to further to show for it.
So....this weekend, my top 3 action items for new business is this.
1) Arrive early to Open House, knock on 20 neighbor's doors and invite them to open house. Ask all … (33 comments)
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sales techiniques: Taking The Next Step....Even It You Haven't Mastered This Step Yet
- 05/29/10 05:38 AM
What a novel idea? But wait.....you say....I haven't perfected what I'm doing now?
Conventional wisdom tells us to take things one step at a time.....learn one thing, do it well, and then take on the next thing. Ok! But this takes time, and in the meantime the real estate world moves on. When I first started in real estate, the training I received told me to knock on doors, do open houses and host garage sales. A mere 7 years later.....we are doing this and more virtually. The most successful Realtors have adjusted and jumped into the stream of Internet Marketing.
… (1 comments)
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sales techiniques: Real Estate Is Sales......Which Makes It a Numbers Game
- 05/27/10 11:56 AM
Play to win! For all the conversations/debates we've had on Active Rain, in office meetings and amongst each other.....REAL ESTATE IS SALES, and sales is a numbers game. Increase the number of times you talk/touch/meet someone who is buying or selling real estate and the better the chance you have of converting them into clients of yours. They are ready to buy or sell from someone!
How you do this....irrelevant, do what you like to do. Do what you know is your best chance of attracting the clients.I like to blog, answer questions online, and send emails to leads. I like to … (1 comments)
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