Have you ever felt like you would rather go to the dentist then take the time to make follow up phone calls? Why is that? I hear this a lot from the different people I coach throughout North America. Jim Good was a noted expert in telephone follow up, and he would call this "Black Cord Fever". The number one reason Realtors avoid their follow up calls is fear of rejection. If you follow the lead generation and conversion systems I teach, however, it’s important to remember that you are not cold calling your prospect with your follow … (0 comments)
real estate coaching: Fool Proofing Your Fee
- 12/02/13 06:34 AM
Does it interest you to make more real estate commissions on your sales? Dumb question isn’t it? Of course you do. That’s one of the reasons you seek out information on real estate training, and why you’re reading this article right now. You obviously understand that giving greater value to your clients leads not only to the likelihood of selling more houses, but also increases your opportunity of getting paid more commission when you do. When I say more commission, I mean more than what discounters are getting and possibly even more than what most agents charge. One of the things … (0 comments)
real estate coaching: Reaching Your Goals One Step at a Time
- 11/09/13 06:13 AM
How many of you watched Nik Wallenda’s historic tightrope walk across the Grand Canyon during the summer? With no net. With no tether. Casually dressed in jeans and a t-shirt, this 34 year old performer significantly upped the ante on dare-devil feats, fulfilling a lifelong dream to cross the canyon. Wallenda performed the stunt on a five-centimetre-thick steel cable, 450 metres above the river on the Navajo Nation near the Grand Canyon. He took just over 22 minutes, pausing and crouching twice as winds whipped around him so that he could get ‘the rhythm out of the rope.’ Wallenda didn’t wear … (0 comments)
real estate coaching: 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 coaching: 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 coaching: 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 coaching: 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 coaching: All You Have to do is Burn Your Hair Off
- 05/22/13 03:50 AM
“Think you had a long, hard week? At least you didn't burn your hair off. Tori Locklear, a Florida middle school student, suffered an unfortunate fate while she was filming a beauty tutorial for YouTube. The video is entitled "Burning My Hair Off -ORIGINAL VIDEO- (Hair Tutorial Gone Wrong)," a spoiler of a title if we ever heard one. Locklear is using a hot curling iron when suddenly her hair simply... comes off. The reaction on her face is priceless. "Oh my God..." she whispers in disbelief, ”You're kidding me." [The Huffington Post – 02/22/2013] Hardly big news, right? Wrong. When … (10 comments)
;)
;)
