Don't think that your accounts know all about you, your services, your new products, your markets, your competitive strengths. Even if they can't buy from you right now, use this time to build your brand and to show you're there for them in all kinds of markets, so that you are the first call when conditions improve. Think buyer side of the REO business. We need to cultivate these relationships now for the normalized market that will return. … (3 comments)
advice: When The Going Gets Tough! Go Back To Basics!
- 01/03/11 01:20 AM
Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But what do you do when budgets are tightening and buyer confidence is uncertain? Don't panic. Instead, get back to basics, become more disciplined, and be more creative than ever. Over the next several days we will review 7 basics to overcome this difficult market:Review every existing account.
Remember, your best prospects are your best customers. Get face time with key players at more than one level. Make sure you are up … (2 comments)
advice: Tired Of Being Lied To?
- 12/30/10 05:06 AM
Be Your Own Lie Detector One of the most damaging and frustrating problems Realtors have to deal with is being lied to. I do not know an agent who has not faced lying sellers, lying colleagues, and lying clients. Protect yourself from dishonesty by considering these simple ways to be your own lie detector. This list comes from a 2006 Forbes.com article written by Elisabeth Eaves and titled " Ten Ways to Tell if Someone is Lying to You." Watch body language. Sweating and fidgeting are two physical signs of lying. Seek detail. Liars stories often lack detail. Beware … (3 comments)
advice: Why Don't People Read My Blog?
- 12/30/10 01:48 AM
Tips To Get People To Read Your Blog Remember, a posting is not about selling you. Even though you're writing a blog to help your business, don't think of it that way. Shift your headset from marketing yourself to being a trusted resource. Offer information on topics your prospects and customers are interested in. Think of the things they need to know to achieve their goals. Share headlines you come across that your audience will find interesting and useful. Show you're a trusted resource for information that has value to your readers. Write your blog posting using this simple formula: … (12 comments)
advice: 3 Tips to Improve Your Search Results by Google!
- 12/28/10 08:31 AM
3 Tips to Improve Your Search Results by Google! Succeeding in organic results in Google, may be time consuming but it doesn't have to be a total mystery! Google, has a wonderful webmaster center where you can learn many of the tips to succeed. Now...hold on....you are saying "I am not a webmaster, I am a real estate agent", that's ok! These tips can be passed on to your webmaster (because they don't always know what to do) and many of them you can do yourself! Submit your site to Google -sounds obvious, but I know many who forget or just … (4 comments)
As you are adding to your web presence, it is important that when you do add content that it is viewed by as many people as possible. Here are 5 tips to increase your page visibility: Focused Content - Don't try to accomplish too much in 1 page. When you write a page concentrate on a particular topic (like Texas first time buyerss, or condos in Houston) so the meaning of your page will be clear to visitors and to the search engines. PPC Ad - Create a PPC ad on Google and … (5 comments)
advice: Want To Stay On Top Of Google?
- 12/28/10 01:58 AM
Want To Stay On Top Of Google? For many that start with traditional real estate training, some of the first things that you learn about are methods such as farming and getting in touch with your "sphere of influence". With both of these methods you learn that you must stay in touch with them on a consistent basis so you can be at the forefront of their minds when it comes time for a real estate need. Keeping a consistent touch will enable your sphere and farm to send you business month in and month out. The funny part is … (3 comments)
advice: Key Metrics? How Do I Use That To Generate More Sales?
- 12/27/10 02:14 AM
Key Metrics When real estate professionals think of "metrics" and their online marketing, many people think of popular tools like Google Analytics. While Google Analytics is definitely one of my most favorite reporting tools, it's not the only one to look at, and when you are looking at....just what should you focus on to start getting more leads that you can turn into closed transactions? After spending literally thousands of hours looking at reporting tools in Yahoo, Google, and yes even You Tube, I thought I would share a couple of key insights that can help you to get more out … (3 comments)
Whatever promises you make to the customer to resolve the issue, be sure to follow up. Call when you said you would call. Even if you don't have the resolution, let the customer know you're sticking to your word. This shows the customer that his/her business is important to you and you're actively working towards getting things fixed. … (2 comments)
Most offices have polices in place so that their employees are empowered to deal with customer service issues. However, not all situations are the same and therefore not all remedies should be the same either. If the disgruntled customer has made it clear what will satisfy him/her, then do everything within your power to accommodate that customer. This shows your commitment to resolving their problem. … (0 comments)
Eliminate "Closing Cheese" from Your Vocabulary. You know what I am talking about: "Would you like that in gray or in black?" or "If I can show you how this will help you will you buy today?". Lines like these are why salespeople are down on the bottom of society's respect list somewhere near lawyers.
Learn the power of asking for incremental commitments from the beginning of your sales cycle. It is not an easy shift to make. First you got to get the prospect to show you what they most want. Then you … (2 comments)
advice: Can you steer a roller coaster?
- 12/20/10 09:23 AM
Can you steer a roller coaster? Life is supposed to be fun! Getting on a roller coaster commits you to going where the tracks have been built. There are built-in ups and downs. You can't get too concerned about either because they always balance out. Selling isn't a car set on rails, but it isn't far from it. The ups and downs are not designed in, but because of their frequency, you would think they were. Perhaps life works all according to plan. (It does.) You only have to deal professionally with a small portion of life's plan in business, and that is … (2 comments)
advice: Need A Reason To Buy A Home? How About 10!
- 12/14/10 08:10 AM
Need A Reason To Buy A Home? How About 10! Owning a home has been a part of the American Dream for decades. If you are still unsure, however, whether or not homeownership is the move for you, be sure to read these ten reasons to buy.
1. Low Interest Rates. It's true! Interest rates are currently at historical lows. This means over the course of your loan, you'll pay less interest. And it also means monthly payments will be a smaller, more manageable amount. 2. Mortgage Interest Deduction: While this deduction may not be available for much longer, for … (1 comments)
Typically, you have three to five major blocks of information to present, each usually with more than one visual or point. Let's say you are presenting these major blocks of information:
* What your service is/does * How you do it * Your competitive advantages * How you would work with this client * Costs
Selling closing services and title insurance can be challenging and hard to differentiate. Many presentations that I have sat in on are quite long. It is very easy for buyers to become bored, lost, or both in your many … (1 comments)
Finding the right first home starts with a price range and a short list of desirable neighborhoods. But there are many other factors you'll need to consider before investing in what may be your biggest asset. Before You Start:
Grab your current household budget so you can consider your financial situation and your ability to make mortgage payments. Ask family and friends if they can recommend experts, like a lawyer and an inspector, who can help with the home buying process. Think about your lifestyle and how it might affect your choice of home and … (0 comments)
advice: Should I Buy A Home Vs Renting?
- 12/09/10 07:11 AM
A home is one of the most expensive purchases most of us will ever make during our lifetime. Whether you decide to rent or buy, either choice comes with its own rewards and risks. Homeownership offers many advantages over renting including: Advantages of Buying versus Renting The outcome could dramatically change should an unforeseen economic downturn or financial hardship occur (e.g., home improvement costs, catastrophic damage, etc.). While, no one can predict if home appreciation values will spiral downward, or if mortgage interest rates will rise, it's clear that under the right circumstances home ownership can be financially rewarding. … (3 comments)
Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.
You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"
A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, … (0 comments)
"I've made the calls. But the prospects just don't call me back," the salesperson said. "Well, what do you say when you leave a message?" I inquired. "I say my name, my company and ask them to call me back." "Anything else?" I asked. "No way! I don't want them to know I'm a salesperson." Unless you give people a reason to call you back, they won't. Think about your own buying habits. If someone from Publisher's Clearing House were calling to say you won a million dollars, but … (3 comments)
Make your customers feel important and appreciated. Treat them as individuals. Always use their name and find ways to compliment them, but be sincere. People value sincerity. It creates good feeling and trust. Think about ways to generate good feelings about doing business with you. Customers are very sensitive and know whether or not you really care about them. Thank them every time you get a chance.
On the show floor (lobby, closing room, customer's office, etc.) be sure that you body language conveys sincerity. Your words and … (1 comments)
If you've ever seen figure skating, you know what a pleasure it is to follow the skaters on the ice because they move so gracefully from one step into the next, seemingly without effort. They don't move in a jerky, disjointed fashion; if they did, you wouldn't want to watch them.
Much the same can be said of winning sales presentations. You want to tell a sales story that moves gracefully and persuasively from beginning to end, that builds excitement from point to point, and that flows naturally to a conclusion … (0 comments)
Real Estate News with a Value added punch Clear Lake Texas Real Estate
I think this is a good rule to live by!
"We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you."
~ Jeff Warner
When The Going Gets Tough, Go Back to These 7 Basics 
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