real estate coach: What to Say to This Seller Objection
- 09/05/13 02:30 AM
All of us have faced commission objections during a listing presentation, and this is a real Achilles’ Heel for our industry. Cutting commission is the only tool many average agents have to resort to when they run up against prospect objections. The overarching sentiment I want you to understand is that price is only an issue in the absence of value. If you do a good job of communicating your value to the sellers you’re meeting with, obtaining your full and fair commission will not be an issue. Most of my successful students are actually able to easily charge a higher … (3 comments)
real estate coach: The Right Way to Write a Property Description
- 09/03/13 11:31 PM
When I look through any real estate publication (on or off line), it’s clear that many agents are still confused about the right way to write a property description. It sounds basic, right? How hard can this really be? Well, the mistake I see agents making is in thinking the focus of the ad should be to move a particular listing, but this is not true. I teach agents to NOT try to sell the property in the ad, and even though that sounds counter-intuitive, I mean exactly that. Agents traditionally give way too much information about the property which can … (0 comments)
real estate coach: What to Say When a Seller Says This . . .
- 08/06/13 08:06 AM
I’ve worked with thousands of agents over the last twenty years and thought I’d share some excellent questions from some of them about working with Sellers. As with many things in life, there aren’t really hundreds of problems for any given activity. Most agents share the same few challenges, so you’re bound to learn a lot from considering both question and answer. Q: I had an analytical (High C) seller quiz me about how I derived my stats, particularly the one stating my homes sold for 1.87% more than the market average as per the list to sale ratio. Could … (2 comments)
real estate coach: How to Win the Listing BEFORE You Even Meet with the Prospect
- 07/30/13 06:41 AM
I have a great listing presentation that I used in my own business that virtually guaranteed that I’d win the listing once I was face-to-face with my seller prospect, but there were a couple of systematic steps I’d take before I actually even met the seller that made a big difference in my business. First, if I determined that the seller was interviewing other agents, I always ensured that I was last to present. My Call Coordinator, Cindy, scheduled my listings for me, and she specifically requested this “last in” position, telling seller prospects that “Craig would like to be last … (2 comments)
real estate coach: Should You Put the House Address in Your Marketing?
- 07/26/13 07:55 AM
The marketing I teach agents is designed to elicit a direct response from their prospects. When agents following my system place a property ad, instead of listing the agent’s cell phone or office phone for more information (meaning the prospect will have to jump the hurdle of speaking with an agent to get the information they’re after – a fact that will suppress the number of people who will call in the first place), prospects are driven to a pre-recorded telephone hotline which enables them to efficiently capture, sift and sort their prospects. The reason for this is larger than the … (1 comments)
real estate coach: A FSBO Campaign That REALLY Works!
- 07/19/13 02:48 AM
I get a lot of agents asking me how they can set themselves apart from every other agent in their marketplace when trying to convert FSBOs. Agents ask me what they can say to a FSBO that will be more compelling and convincing than what their competitors are saying. Simply by asking me this question, it's clear that their approach with FSBOs is all wrong. They're talking to them after it's too late. What I tell them is that if they wait until a FSBO has advertised his or her intentions in the newspaper, it's way too late to think about … (0 comments)
real estate coach: Should You Take a Summer Vacation from Real Estate?
- 07/08/13 08:00 AM
One of the BIGGEST MISTAKES agents make as the weather gets a little warmer, and summer sets in, is to take a vacation from their real estate business. I DON'T mean a hard-earned and planned summer vacation -- all of you should DEFINITELY take one or two of those. What I DO mean is the false perception that many agents have that when the sun comes out, real estate prospects die. This is absolutely UNTRUE!!! I saw it in my own marketplace every summer. Agents slowly, and often completely, stop any active pursuit of business. Why would they do this? Well, … (0 comments)
real estate coach: Lead Generation Made Easy
- 06/21/13 04:47 AM
To understand the concept behind my Quantum Leap Marketing System, it’s best to put yourself in the position of the consumer (your prospect) and consider what you would feel comfortable responding to. We certainly live in an age of consumer skepticism where it is not easy to generate a lead via direct calls from prospective customers much less calling them cold to attract business. Consumers today want information, and they want to take the route of least resistance to get it: that is, without the threat of a sales person. Much like someone who walks into a clothing store and wants … (2 comments)
All of us have faced commission objections during a listing presentation, and this is a real Achilles’ Heel for our industry. Cutting commission is the only tool many average agents have to resort to when they run up against prospect objections. The overarching sentiment I want you to understand is that price is only an issue in the absence of value. If you do a good job of communicating your value to the sellers you’re meeting with, obtaining your full and fair commission will not be an issue. Most of my successful students are actually able to easily charge a higher … (3 comments)
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