Why People Buy Homes...or Anything Part 1 - 12/30/07 08:35 PM
As many of you know, there are many different reasons that people buy homes.  The key to gaining more sales is understanding and identifying these reasons early in the process.
During my time in Real Estate, reading books o' plenty, attending seminars, writing my own books, and basically just studying the way people react to different questions.  I have come to the conclusion that there are 12 basic buying motives.
This will be a 4 Part Post discussing THREE of the 12 Buying Motives in each.
ALL 12 of these reasons are Emotional!!  People Buy on Emotion NOT Logic!!
Buying Emotion 1
Convenience:  This is a … (8 comments)

How Greedy Are You? Real Story...Just Happened!! - 12/24/07 02:14 PM
 
Okay, so I have a buyer that is closing on their New Home this Thursday.  It was a build job, so we have been working together for about 5 months.  In this time, I have spoken or seen them about 3 times a week....every week.  That's how I do business....lots of communication.
The loan they were doing changed a bit from the start (imagine that, big shocker these days).  In any case, we changed to an FHA Loan with the seller (Builder) contributing 6% for closing so my home buyers can be out of pocket as little as possible.
I get an email last … (28 comments)

What do you do at crunch time? - 12/17/07 09:48 PM
This blog entry is somewhat inspired by Elizabeth Nieves call to action to help another Active Rain member in their time of need.
Elizabeth's natural instinct upon hearing of the awful circumstances of Melissa's family was exactly that...Natural. 
No hesitation. 
No internal conflict.
No "I wonder if I should" thoughts.
So I pose this question.  What is your natural reaction in crunch time?
Do you hesitate? 
Do you step up and make the play (sorry for the football talk...for non sports fans)
Or do think, "someone else will do something."
I remember when I was in college.  I was driving home from school, when directly in front … (6 comments)

Do you believe the "Experts" about the market? Read the TRUTH! - 12/13/07 10:56 AM
For those that believe the 'Experts" (media) have any idea what they are talking about regarding the state of the Real Estate market, I have complied a list of quotes from the last 60 years...this is just a small sample.
Enjoy!
"The prices of houses seem to have reached a plateau, and there is reasonable expectancy that prices will decline."
-Time Magazine 1947
"Houses cost too much for the mass market.  Today's average price is out reach for two-thirds of all buyers."
-Science Digest 1948 (Average Price at the time: $8,000)
"The goal of owning a home seems to be getting beyond the reach of more and … (10 comments)

Curious.....How Many Homes do you Show? - 12/10/07 10:06 PM
When you have a client that is ready, willing, and able to buy a home, how many homes do you show?
Do you show 3....5......10......15.......20........?
While involved in New Home Sales, I would regularly see Realtors bring in their clients after long grueling days of looking.  While asking questions, I would typically find out that they had been looking for weeks, sometimes months to find a home...WOW!
After building rapport with them, I would go right into asking them what is important to them.  Not the cosmetic stuff, but the stuff that is actually important.  How do you use the home?  Where do you … (24 comments)

Be Different. Be Excited....It's Contagious!! - 12/10/07 08:42 AM
"You never achieve real success unless you like what you are doing."
-Dale Carnegie
I have sat down and talked to some of the most successful people in many different types of businesses and asked them all the same question.
If you could pinpoint one thing that has contributed the most to your success, what would it be? The resounding answer almost always comes back the same.
Enjoyment.
To be a true success, more often than not, you need to enjoy what you are doing. You have to actually like showing up at the office each day. We all refer to our sources of income … (14 comments)

FOCUS is the KEY to SUCCESS!! - 12/06/07 09:37 AM
 
Harnessing your creative thoughts is a very exciting process.  This is where you will take your new ideas and begin to shape and mold them into real possibilities. 
As new ideas begin to pop into your head, write them down as they occur.  Otherwise, you may lose the moment and forget the journey that your brain was taking you on.   Start to carry a small notepad with you wherever you go, at work, in your car, to a restaurant, you never know when a new idea may enter your mind.
Have you ever had those moments in life where you had a sudden … (16 comments)

Creating Creativity to Increase Your Success!!! - 12/05/07 09:23 PM
 
Throughout our hectic and busy lives we have many thoughts and ideas that pop into our heads.  You are an information source for other people much like a computer is.  We all have valuable knowledge that we need to share with others.  How do you tap into it? 
Think about how many conversations and signs and just general information is thrown at you throughout your day.  For most of this, you have your filter in high gear, meaning if the stuff you are hearing is not of interest to you or does not concern you, it remains low on the radar … (15 comments)

Now That Is WOW Service!! - 12/04/07 08:44 PM
 
This was one of the Articles I sent out this month for my Monthly Newsletter.  I thought I would share it with you.  If you would like view the rest of this months articles, you can sign up here.
If you would like the Magical Secret of Success, today is your lucky day.  If you spend any amount of time racking your brain trying to figure out how to....
Sell More of Anything....Including YourselfGain Referrals!Get a Pay RaiseIncrease your prospect trafficImprove your Sales Conversion RateHave More FriendsEnjoy a Happy MarriageMake a Positive Impact on someone else's lifeGuess what?
GIVE WOW SERVICE!
Not okay service or "satisfied" service.  Not … (16 comments)

Time is Ticking, it's Decision Time!! - 12/03/07 09:04 AM
If you were told from the time of your birth that you had one goal to accomplish in your life and everyday from that moment you were constantly reinforced of this goal and every action taken was in direct relation to getting closer and closer to this goal, would that make an impact in your life?
Let's say that your parents decided that you were going to be an Engineer.  So from the day they brought you home from the hospital, you were told about being en engineer.  As you grew older, you were given models to put together and puzzles to … (8 comments)

 

Curt Fletcher, aka "The Likeability Guy"

Fort Worth, TX

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