call reluctance: Two Words to Trigger a Prospect's Imagination - 09/22/10 11:14 AM
You probably already know that you shouldn't just be selling features and benefits.
People buy with their imagination and use features and benefits to justify their thoughts.
The question becomes, how do you trigger someone's imagination?
A lot of people don't know the answer to this question, even though the technique is so easy (watch the short video below to discover how easy it really is).
As you're watching the video below, just imagine using Jim's techniques at your next appointment.


Dedicated to your success,
John Alexandrov
CEO, Real Estate Inner Circle

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call reluctance: Why You May Want to Stop Using Scripts - 09/07/10 10:13 AM
Using scripts is old.
How old? I did a blog post a few months ago telling people to practice using scripts everyday....today that is old advice. That's how fast you must adapt to succeed in real estate.
The old scripts just didn't feel right to most people anyways. You may or may not have already realized that they weren't that effective either.
As you'll discover, and probably agree, reading scripts on the phone is going the way of the dinosaurs, the home phone, and newspapers.
Why?
Because the new scripts are not even scripts at all. They are just words and … (11 comments)

call reluctance: Do Persuasion Techniques Really Work? - 08/19/10 02:03 PM
If you're like most readers of this blog, you've discovered a lot of information about persuasion techniques recently.
Until you try the techniques yourself, you won't realize how well they work.
Even so, people constantly ask me "Do these techniques really work?"
Watch this :53 video to discover the results we've got, then get your free resource to start using the same exact techniques!


Get your free copy of this report by clicking the link below. Seriously, I can't tell you how just the information in this report will change the way you think about speaking with your clients!
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call reluctance: How to Persuade Clients Using Social Media - 08/10/10 03:31 PM
If you're like most agents, you want to use social media to your advantage.
Some of my clients have told me they have already changed their entire approach to recruiting based on technological and social media trends.
You may not know if using social media is right for you until you actually put a strategy into place. When you do start that strategy may want to keep in mind this point: You need to persuade!
As you'll discover, and probably agree, using persuasion techniques in your social media strategy is so subtle that most people don't fully realize just how powerful … (1 comments)

call reluctance: The Exact Time to Take Control of Your Real Estate Client - 08/09/10 03:44 PM
I'm sure you can imagine two types of clients. One type fights your advice, one type accepts it all the time.
Most people know that they can take control of their client from the first moment they speak, but there is one critical time when you must take control or they will fight you until the day the home closes (if it ever does).
When is the exact moment to take control?
Until you take the following approach at your next listing appointment, you will continue to lose listings (or sales) that you should be getting.
If you lose just … (0 comments)

call reluctance: The Simple Way to Develop Instant Rapport - 08/02/10 02:36 PM
I wonder if you've ever caught yourself nodding your head "Yes" as someone else was doing the same thing. 
At the time you probably didn't even notice you were doing it!
There a millions of ways to create instant, unconscious rapport with a potential buyer or seller, but the simplest way to do it is by...
Mirroring their posture
The more that you look like them, the more their unconscious brain says "Hey, that looks like me. I like me. I like that person!"
Tip: when you mirror somebody, you're not mimicking them. If they cross their legs, wait … (1 comments)

call reluctance: The Most Important Real Estate Trend Is... - 07/30/10 01:36 PM
If you're like most real estate professionals, you're going to quickly realize just how important this trend actually is. I've had many people at events tell me that understanding this trend alone helped them close more business immediately.
As you'll discover, and probably agree, this trend is so obvious you'll wonder why you didn't realize it yourself. Ready?
The most important real estate trend today is mastering modern persuasion techniques. If you have only used traditional, tired, old scripts and techniques, as soon as you use these you will love them immediately.
I usually don't ask people do watch … (2 comments)

call reluctance: 5 Unconscious Reasons You Don't Prospect - 07/26/10 10:40 AM
If you remember, last week I told you that your call reluctance or prospecting reluctance wasn't your fault  even though most people tell you it is.
The basic truths you are about to discover will be so obvious to you that you'll wonder why you haven't noticed them before.
After you read the list, download our free e-book using the link at the bottom of this blog and you'll recognize even more evidence proving what you already know!
5 Unconscious Reasons Call Reluctance Isn't Your Fault1. You were trained to get off the phone: Think back to when you were a … (6 comments)

call reluctance: Sales Call Reluctance Isn't Your... - 07/21/10 11:41 AM
Just suppose for a moment that your office manager came into your office this morning and said "great news, everybody, I've discovered how to help you eliminate call reluctance!"
Usually they follow up with solutions to these problems they think you have:
You just have to overcome the fear  You have get more motivated You have practice scripts more often You need bigger goals You need to pay them for more training You're afraid of success BS ALERT! BS ALERT!You might think his or her reasons are logical. But none of their solutions address the underlying itch...your unconscious brain!
Think about … (4 comments)

call reluctance: Who Invented "Sales Call Reluctance"? - 07/20/10 01:29 PM
Just because it's trademarked, doesn't make it true...
In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson  completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals have difficulty making sales calls.
Step by step, they categorized the types of call reluctance and made recommendations on how to overcome what they termed as "Sales Call Reluctance®."
I found their work to be fascinating and I highly recommend their book.
I have nothing against Dudley and Goodson, but the term “call reluctance” was essentially … (4 comments)

call reluctance: Why Sales Call Reluctance Doesn't Exist - 07/19/10 12:50 PM
Most people believe that the answer to overcoming prospecting or call reluctance is actually quite simple: Find out why you are reluctant to make prospecting and lead generation calls and implement an easy system to overcome the reluctance.
If you’re like most people, you may think that revelation is kind of a let-down so let’s take it a little further…
The way to overcome it is to understand how our unconscious mind works, and apply those principles to solving our own unique reluctance riddle.
In fact, you don’t have call reluctance at all!!!!
What you actually have is a “Unique Prospecting … (0 comments)

call reluctance: Does Prospecting Equal Profits? - 07/12/10 02:15 PM
I probably don't have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you've probably figured out that prospecting almost always equals profits...
You see, most agents and loan officers don't want to prospect. It doesn't come natural to them. You might have noticed that you are reluctant to prospect sometimes and that your co-workers are too.
80% of agents don't won't to overcome their reluctance..."it's just too hard." 20% of you have discovered that the more you prospect, the more commission checks you cash.
I'm talking to … (0 comments)

call reluctance: This Is What's Happening in Charlotte - 03/30/10 01:36 PM
As most of you know, the coaches at the Real Estate Inner Circle coach people from all over North America. Because we have a broad range of clients, we get a perspective about what is going on in all kinds of markets.
This inevitably leads to people asking me about what the market is like in Miami, or in San Diego, or in Boston. And as you can guess, the people asking me about Miami are usually 3,000 miles away from Miami, and so on.
When I get a question like this I immediately think, "uh oh, this person is looking … (0 comments)

call reluctance: Do You Have a Life-time Membership? - 03/23/10 11:58 AM
Some things are rare in today's world.
How often do you hear about companies offering a life-time membership to their services? Not too often right? And if they do, its probably for an outrageous membership fee, or pesky annual fees.
Most companies don't offer life-time memberships because they want to keep selling you stuff. Sign up for this. Thank you. Now sign up for that. You better sign up for this one now. And on and on.
In a world like this, it would be refreshing to just pay one time and have life-time access to the company's services.
Most … (2 comments)

call reluctance: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/10/08 03:09 PM
Part 4 of 6
#4: COACHES KNOW THAT LESS IS MORE. Paradoxically, coaches often help people become more efficient by getting them to do less. In a book called Working Ourselves to Death, Diane Fasel writes that people who put in the most effort “are not the best producers in terms of efficiency and creativity.” Instead, the most successful individuals are the ones who strike a comfortable balance between their work and personal lives. Many clients I work with grapple with trying to do too much, and wind up feeling trapped by their current circumstances. Typical scenarios include trying to meet unrealistic deadlines, … (2 comments)

call reluctance: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/02/08 01:18 PM
Part 3 of 6
#3: COACHES LOOK BENEATH THE SURFACE.  Have you ever heard the story of the gentleman who loved classic Ford Thunderbird automobiles? He regularly attended car shows and read all the magazines about classic cars. One day he attended a classic car auction and he saw a beautiful 1956 Ford Thunderbird in just the color he loved. When the auction started, he made a couple of bids and to his surprise, he was the winner of the auction at a price that was $15,000 below what he had estimated it would cost. Later, when his dream car was shipped and … (3 comments)

call reluctance: It’s Different In My Market - 10/22/08 11:54 AM
As I travel the country giving seminars on how to overcome prospecting and lead generation reluctance (see www.yourcalltosuccess.com), I hear a common theme from agents. Many agents believe that their market is different, that they are facing unique challenges and that selling real estate is easier or better “somewhere else.” The reality is any agent can be successful (regardless of what the “market” is doing) if they focus their time and attention on the six income producing activities that lead to success in this business.
Top producing agents focus 80% of their time on these six activities:
Lead Generation/Prospecting. Lead Follow … (3 comments)