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Monday Musings – Your Pre-Commitment Buying Incentive
People buy. Realtors sell. Sometimes those who are involved in selling including within the real estate market ignore this premise.
To encourage people to buy, they must first buy you. Then they must buy your company. Next, they must buy your sales solution. The fourth “buy” is your delivery. Finally, they must buy the price.
Buying you is the beginning of building trust because people buy from people they know and trust. There are many ways to build trust.
Barbara Todaro educates those in this group about using a FREE marketing analysis which builds trust. A recent blog posting by Michael Jacobs suggests FREE when implemented correctly can also build the sales relationship.
To have people buy you does require an investment of your time. For example, constructing a free market analysis does take time. In my real estate practice, I have created a simple marketing packet with information about:
Showing schedule if more than one property is involved The property or properties (MLS information) What differentiates Dirt Road Real Estate Sample of Arizona sales contract
Information about free range and open carry  
This marketing packet allows for the buyer to add additional information from me such as a market analysis.
Sales Coaching Tip:  The market ... more

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