sales strategies: Why would someone be looking for a home today? - 08/27/08 11:54 AM
Sometimes we ask ourselves why someone would seemingly inconvenience themselves to look at a home on a particular day. If it's 100 degrees outside, if it's raining so hard you can barely see 10' in front of you, if it's almost a whiteout blizzard, if there's the biggest football game of … (18 comments)
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sales strategies: Re-act or re-spond? - 08/08/08 06:07 PM
Two words that we tend to use interchangeably that mean very different things - react and respond.
When we "react" we are letting outside influences or stimuli dictate the terms or define the parameters. This is the classic "fighting brush fires" or "putting out forest fires" approach. This is Stephen Covey's … (6 comments)
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sales strategies: Since we have a choice, why not choose success? - 08/07/08 10:31 AM
To be in business today, not unlike other times, we have two choices for lead generation and ultimate sales success.
We can sit back waiting for the phone to ring, or for the door to open, or for the email to arrive in our inbox - or we can go after … (27 comments)
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sales strategies: Where does it say we have to show a home to everyone who wants to see one? - 07/05/08 07:55 AM
What are we tour guides? Social directors? City historians? I thought we were salespeople.
Just because someone calls or stops in and says they want to see some properties doesn't mean that we have to show them anything. We don't have to waste a half-tank of gas at $4.00+ a gallon, … (18 comments)
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sales strategies: Our First Television Show! - 07/01/08 01:14 AM
Well, we went and done did it! After 6 months of classes and another 6 months of planning, biting nails and snapping at anyone who dared walk by, we planned, produced and taped our first two television shows. They are now in edit and, like an expectant father; I am having … (29 comments)
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sales strategies: Maintaining Confidence When Things Get Tough - 3 Tips - 05/06/08 12:04 PM
The most essential quality to sales success or really any success in your life - is your ability to maintain confidence when times get tough.
When it seems like everything around you is falling apart, its more important then every to remain focused and confident and to keep a positive attitude!
Its … (13 comments)
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sales strategies: Is it better to be effective or efficient? - 04/26/08 08:58 AM
Take 2 very important attributes for successful selling: effective and efficient. Which one would you rather be? Why not both?
These both are similar concepts but different enough to both be necessary to be the best.
Let me illustrate. Wearing a totally opague covering into the woods -including gloves, hat, and a mask … (2 comments)
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sales strategies: Will Zillow replace Realtors? - 04/18/08 03:43 PM
I've been surfing Zillow the last couple of weeks and noticing that the amount of information they have amassed on individual homes in the US is astounding. They have recently added the ability of a home owner to update information about their own residence within Zillow's database, thus making the information even … (1 comments)
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sales strategies: Can’t we come up with some better adjectives? - 04/15/08 09:51 AM
I'm really tired of hearing about the housing bubble and the subprime mess. The crunch, the crisis, the disaster, and other doom-and-gloom adjectives. It's no wonder consumers have a low confidence level.
Fellow ‘Rainers, let's decide that we're not going to take it anymore. Don't let anyone in your presence utter any … (16 comments)
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sales strategies: If March Madness is over, are we in April Anxiety? - 04/11/08 05:44 PM
This has nothing to do with buying homes except everything.
For the first time since last Labor Day, there's no college basketball or football to watch on TV or in-person. No tailgaiting, no bowl games, no tournaments. It's over. Has March Madness given way to April Anxiety? Oh, no! What to do?
Guess … (2 comments)
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sales strategies: Welcome to the first ever "make-a-sale day" celebration - 04/03/08 11:32 AM
Every Thursday should be a sales celebration day, starting today.
Make today the "Alabama Make-a-Sale Day" - and progress each week using each state in alphabetical order. Next Thursday will be "Alaska Make-a-Sale Day" and so forth. Put in the District of Columbia and Puerto Rico and you have all 52 weeks … (0 comments)
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sales strategies: Not knowing the answer is inexcusable - 03/30/08 12:59 PM
I was checking out at a major retailer earlier today when I looked up and saw a display near the register proclaiming a 10% off on a certain line of merchandise. I asked the cashier if that was a permanent markdown or if it was just for a limited time. Her … (11 comments)
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sales strategies: A picture says a thousand words - 03/29/08 11:43 AM
If it's true that a picture says a thousand words - and sometimes way more than that - then why do some Realtors post some of the worst pictures imaginable on their listings?
It's really more sad than amusing that someone would post a picture of something with debris on the site, front … (2 comments)
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sales strategies: Bringing it into proper perspective - 03/28/08 09:20 AM
Recently I was working with a new construction sales team and the following actually happened. A guy (borderline recreational shopper - see yesterday's post) who wanted us to think he was interested in buying a new home made us a generous offer. He said he would allow us to sell him … (5 comments)
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sales strategies: Beware of the recreational shopper! - 03/27/08 08:10 AM
We've probably all had them - someone who calls, emails, or drops in with an urgent need and a keen interest in buying a home - but that is just an act.
There are many people - I can't tell you how many or why they're out there - who enjoy looking … (13 comments)
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sales strategies: What's your short sales strategy? - 03/24/08 08:32 PM
All the talk about short sales this blog outlines how to get ready to sell.
If you've decided to go ahead and sell your house, it's important to have a sales strategy planned out before you even put your house on the market if it's short or not; your agent can tell … (3 comments)
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sales strategies: Personal safety is paramount - 03/20/08 09:05 AM
There's a news story this morning about a 71-year old Wisconsin real estate agent who apparently was killed yesterday in a home she had been showing. This is another tragic reminder that we need to be mindful of our surroundings and who we're working with.
Trust your instincts. This is a business … (6 comments)
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sales strategies: Giving the seller what they want - 03/18/08 07:48 AM
With so many Realtors competing for customers in a given market, it's easy to get caught up in a kind of bidding war - promising things to outdo the competition and get the listing. Two inherent things wrong with that approach: (1) it may give the customer the idea that their … (8 comments)
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sales strategies: A Lesson from President John F. Kennedy on Presidents' Day - 02/18/08 06:50 PM
In honor of Presidents' Day, I thought it would be good to look at something one of our Chief Executives had said and find a message in that. Immediately, I thought of some of the more prominent Presidents from the past such as George Washington and Abraham Lincoln. Then I remembered … (2 comments)
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sales strategies: Sometimes we talk too much.... - 10/17/06 07:08 AM
In working with newer agents, I find a consistent propensity to want to say too much and not let the opportunity or issue speak for itself. In an earlier post, I talked about the “Parking Lot Bailout” which occurs when agents spend too much time talking about everything except helping … (17 comments)
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