Do You Know How Consumers Are Deciding to Buy and Sell?

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Education & Training with Tom Ferry-yourcoach
http://actvra.in/sW9
Happy Monday!

In this video, I'd like take you through some ideas on what it takes to get people into the buying/selling mindset, and what influences their decisions.



Remember, your strategy matters and your passion rules!

-TF

888.866.3377

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Rainer
211,374
Joe Kenny
Realty Executive Midwest - Darien, IL
Better Than Your Average Joe

Great video Tom, like Sally Field once said " They Like me they really like me"  It's a good life

Feb 13, 2012 05:38 PM #1
Rainmaker
951,065
David Spencer
Keller Williams Team Realty - Bloomingdale, IL
Chicago Area Commercial-Residential R.E.

The business nor the customers have not changed in my 35 years in the business. However, now everything happens faster and if you screw up it can no longer be swept under the carpet.

Feb 13, 2012 05:54 PM #2
Rainmaker
552,973
Jordon Wheeler
The Jordon Wheeler Group - Fairburn, GA
J W Group Real Estate Sales and Service

Tom,

That is what buyers tell me 'I like you and the way you present yourself.  You seem to know what you are talking about.'  The market is on the move.  Best of success to you this year!

Feb 14, 2012 03:47 AM #3
Rainer
144,060
Lydie Ouellet Dickinson
Realty Executives Tri County, Bellingham MA - Bellingham, MA
Realtor

I think Joe said it best. "Likability" is key. Thank you for another great video-blog!

Feb 14, 2012 08:22 AM #4
Rainmaker
267,022
Michael Blue
Home Smart Realty West - Encinitas, CA
REALTOR - 760-889-8877, Encinitas/Carlsbad

With motivated customers I like to use a little system I put in place, 3 C's

I get them Comfortable

I get them Confident

They have Cash or Credit.

The gate system can work well as well...closing each gate behind you moving toward the end resolve.

Feb 14, 2012 04:49 PM #5
Rainmaker
1,358,774
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

The open ended questions are good.  It forces them to think and it can show that you care.

Feb 14, 2012 06:05 PM #6
Rainmaker
89,933
Rob Rosa
Berkshire Hathaway - Wethersfield, CT
Personal Real Estate Expert

Good video.  I constantly work on being likeable with them as well and make them feel comfortable.  I appreciate the reminder.  I will share this with my team.

Feb 14, 2012 07:35 PM #7
Rainmaker
686,467
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Tom, great video and post.  I really need to work on the "like" factor.

Feb 14, 2012 09:11 PM #8
Rainmaker
608,200
DeeDee Riley
Lyon Real Estate - El Dorado Hills CA - El Dorado Hills, CA
Realtor - El Dorado Hills & the Surrounding Areas

Great info Tom!  Makes good sense.  Thanks so much for sharing!

Feb 14, 2012 10:13 PM #9
Rainer
142,445
Sylvia Jonathan
Coldwell Banker Platinum Properties - Irvine, CA
Broker Associate, SFR

Great post. Likeability comes naturally to many sales people. Others, like me, have to work at it.

Feb 15, 2012 10:14 AM #10
Rainer
23,110
Pam Smits
Staging Fox Valley, LLC - Oshkosh, WI
Home Staging, Appleton, WI, Oshkosh, WI; Green Bay, WI

Thanks for the information, Tom.  I have always heard that the customer is "buying" you just as much as the service you provide--it is important to remember the likeability factor.

Feb 15, 2012 12:42 PM #11
Rainer
249,804
Lehel Szucs
All Seasons Real Estate, Inc. - Covina, CA
REALTOR of choice

thank you for sharing .... always something to learn

Feb 15, 2012 06:00 PM #12
Rainmaker
404,624
Sylvie Stuart
Keller Williams Check Realty 928-600-2765 - Flagstaff, AZ
Home Buying, Home Selling and Investment - Flagstaff, AZ

Great video! I think rapport is something that is very important to get down in this market. You are right on!

Feb 17, 2012 05:55 AM #13
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Rainmaker
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