northwest arkansas real estate: Why didn’t I get that contract? Oh! Well next, time to move on.
- 03/09/09 12:20 AM
Why didn't I get that contract? Oh! Well next, time to move on.
I just know I should have written that agreement you know I'm the best in the business. Well I am just ask me and I'll tell you how great I am. Isn't that how you feel if it's not it needs to be.
You know and so do I and everyone else no one is going to get every contract they go after and so instead of letting it eat at you use this simple term that my broker uses all the time. Next and move on, … (4 comments)
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northwest arkansas real estate: I shot an 88 today well almost actually it was 112 but I have a good excuse…
- 03/05/09 10:45 PM
I shot an 88 today well almost actually it was 112 but I have a good excuse...
If you're into golf like I am than you know the above is not a pretty site and absolutely not the best score you want to post at any age. Using the old adage but I have a good excuse such as I cut my finger and was not able to get a good grip on the club, my back hurt, knee hurt, had one of those days and the list goes on. I've made them and most likely will continue to do … (7 comments)
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northwest arkansas real estate: Learn from those clients who say no to a listing…
- 03/04/09 11:43 PM
Learn from those clients who say no to a listing...
Been there done that and I know you have so for the most part I know I'm preaching to the choir. But maybe there's a new agent this will help.
You call a prospect and get the listing appointment, gather all the CMA'S, do all your homework and this time you're prepared. You arrive at the said time and place (not late) and the presentation goes well. The client asks questions and you have all the answers. Despite all your efforts the client declines to list with you. Like … (11 comments)
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northwest arkansas real estate: "Do you understand? Do you have any questions?"
- 03/03/09 10:11 PM
"Do you understand? Do you have any questions?"
Two terms we use that may be sending the wrong message to the clients. Presumably, you're asking it because you want to be sure you and the client
have a clear understanding on the terms, listing, agreement etc. What the client may hear is "He thinks I'm stupid."
Try this phrase instead "I want to be sure I explained everything clearly, is there anything I can clarify for you?"
Secondly we advance to the all dreaded yes/no question which you're best off to avoid.
Try this: "What question(s) do you have?" This … (6 comments)
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northwest arkansas real estate: So let me tell you about this idea I have.
- 03/02/09 10:52 PM
So let me tell you about this idea I have.
Ever wonder what those people who did not listen to Bill Gates or helped his struggling company. How about AT&T, IBM all great corporations and the list go on and on. They all started with an idea, and idea from someone about something.
I'm wondering as I set here writing this who out there might be reading this after it's posted that has the next greatest idea already in the mind that's been going round and round. I wonder if they know that what they may think is such a … (5 comments)
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northwest arkansas real estate: Come on admit it. I will, I have and will continue to jump to conclusions.
- 03/01/09 10:24 PM
Come on admit it. I will, I have and will continue to jump to conclusions.
You're human right well if you are and I know you are or you couldn't be reading this you have jumped to conclusions. I did just the other day. I was taking measurements for a listing it was a cold day and I don't like to be cold. Needless to say but I will I was in no mood for small talk and I was ready to get this done. I was tired and ready to get back into the comfort of my warm car, … (0 comments)
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northwest arkansas real estate: It's not what you say sometimes but how you say it.
- 02/26/09 10:42 PM
It's not what you say sometimes but how you say it.
I know most of you have seen that commercial on TV where the couple is sitting in the living room. The lady says she switched over to a new phone service provider and the man says "I love you, and this time I mean it." All along you know he doesn't. Anyway then you have this sugar love story where the couple are eyeball to eyeball saying "I love you" and you know they mean it.
The next time you talk to someone and don't get that listing appointment … (10 comments)
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northwest arkansas real estate: I've had one of those...well moments...
- 02/24/09 12:07 AM
I've had one of those...well moments...
Please tell me I'm not the only agent in this mad crazy world that we live in whose experienced this.
Here is the scenario: I make a prospecting call and get a listing appointment. Exciting right! Now you know the routine, market analysis, current homes, sold homes last 90 days or as close as you can get and so on, and so on. Anyway now you're finished and you have your camera sign, listing agreement all the paperwork you need and boy are you ready. There is absolutely nothing and I mean nothing you … (6 comments)
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northwest arkansas real estate: Nicky Dou is Number 1 in Arkansas...
- 02/23/09 03:05 AM
Nicky Dou is Number 1 in Arkansas...
Nicky Dou is associated with Century 21 Exclamation Realty in Rogers, Ar. It was announced in the sales meeting today she is number 1 in the State of Arkansas and made Centurion a truly lofty goal.
In the last 12 months Mrs. Dou has exceeded over 8 Million in sales. Let me repeat that 8 MILLION IN SALES do not tell me there is a housing crises in NW Arkansas. Besides being number 1 in the State of Arkansas she is always available to assist someone like me who is computer illiterate among … (1 comments)
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northwest arkansas real estate: I failed today…
- 02/22/09 10:49 PM
I failed today...
Today I failed I failed to remember to take my camera to a listing appointment and halfway there had to turn around to get it and was late to the appointment. I failed to get the listing. I was so busy with other things I failed to make that all important prospecting call. Today I FAILED at a lot of things but I SUCCEDDED at a lot more.
So my question to you is failure to succeed at one task so bad if you succeed at another? That of course is dependent on the task you failed … (13 comments)
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northwest arkansas real estate: I just happened to be at the right place.....
- 02/19/09 11:49 PM
I just happened to be at the right place.....
Ever made that statement, you know how it ends. Well I for one don't buy it. I believe you make your own destiny. Are you one of those agents that totally disregards all the hard work and long hours of phone calls, door knocking, research, market analysis, and so on, and so on, get the idea? If you are you need to take a long hard look in the mirror and get a grip on reality.
In looking back over what I just wrote it brought back visions of when I … (4 comments)
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northwest arkansas real estate: I got lucky...
- 02/18/09 10:16 PM
Isn't this something most of us say when we get one of those listing that is handed to us or one of those buyers that we just happen (more on this one later) upon. Well I for one cannot believe all of your hard work and talent can be summed up in those three words and neither should you. Very few of the triumphs you experience may be fully attributable to good fortune outside your control.
Positive outcomes almost always result primarily from good decision, excellent judgment and skillful action that you have taken.
Don't give dumb luck credit for the … (2 comments)
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northwest arkansas real estate: There’s a problem…
- 02/18/09 07:46 AM
Want to send chills up your clients spine or have their spirits sink in a heartbeat just speak those three words. As Mr. Walther points out clients have enough problems in their lives they don't need any more. Here's what you say instead: "We have a challenge."
People can deal with a challenge and seek to flee from problems. As an agent it's your job not to let a challenge become a problem. Challenges give you the opportunity to unleash your creative resources to come up with solutions. Replace problem with challenge and you'll get more positive results.
A problem is … (3 comments)
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northwest arkansas real estate: I'll have to...
- 02/17/09 10:54 PM
Continuing our learning with George Walther's Heat Up Your Cold Calls
"I'll have to" translates to "I don't really want to help you, but if I must, I guess I will."
We all want our clients after every transaction to come away feeling please with the service they received. This brings them back and also gets that all important referral. So why (and yes I'm guilty) use phrasing that suggests serving them is a burden? This phrasing example is perhaps the most pervasive and the simplest to change of them all. Next time you are about to utter this phrase replace … (0 comments)
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northwest arkansas real estate: I'll try to....
- 02/16/09 11:45 PM
Continuing our learning with George Walther's Heat Up Your Cold Calls
Not that this needs much discussion but let's give it a shot. I've been sitting here for awhile thinking where to start.
"I'll try and fill out the listing agreement"...or "I'll try and find you the property you wanted"... or "I'll try and make that offer on the 500.000.00 home." PLEASE OH PLEASE! If you're that agent and you're in my area send them to me. I'll pay you a referral...
You want to be the agent that gets the listing, finds the property and without fail writes the offer … (1 comments)
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northwest arkansas real estate: Sorry I Can't
- 02/15/09 10:38 PM
Want to go through clients quick? Just watch how fast the clients will run away. Watch them bust down the door to escape and your business go down the drain. Do I have your attention?
Start (trust me I have and I must admit I still do let it slip sometimes) using the phrase Mr. and Mrs. Jones I can't find----- or I can't go----, I can't figure----, get the picture?
Try this approach instead.
Mr. and Mrs. Jones I found the property you were wanting. It's not in the exact location but within a few hundred yards or a quarter … (4 comments)
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northwest arkansas real estate: Cleanse your Vocabulary
- 02/12/09 10:05 PM
Mr. Walther in Heat Up Your Cold Calls takes more than one page to make clear to the reader words and phrases not to use to clients when you speak to them either in person or on the phone Therefore, we will not be able to cover them all in one blog so here we go:
Project a Positive Attitude:
Rapport can be loosely defined as a feeling of sameness. If you have a client wanting to either buy or sell some property and you being an agent wanting to see the consummation of this event then you have common … (2 comments)
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northwest arkansas real estate: Asking for Referrals
- 02/10/09 09:52 PM
This will continue our blog from the book Heat Up Your Cold Calls by George R. Walther.
Not all comments made will be a direct quote from the author or book however; the general jest of the matter is shown.
Let's face it you have some clients you wish would go away and stop buying from you. Bye the time you show them the homes or property they are interested in you will have actually lost money in the transaction.
Step one: Tell your best client why you're asking them for referrals.
If you're going to be selective … (4 comments)
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northwest arkansas real estate: Speak Out and Heat Them Up
- 02/09/09 08:22 AM
Want to capture a lot of prospects in a short amount of time? Would you like to have a captive audience? Why not volunteer to speak at a luncheon or other event on a subject you are interested in or have a vast amount of knowledge in other than real estate?
This would perk up the interest in the audience to pay attention to you plus the person who would introduce you as the guest speaker could or should mention you are an agent with ABC or XYZ Real Estate Company etc. It may take a couple of sessions but word … (4 comments)
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northwest arkansas real estate: No spring chicken
- 01/27/09 11:36 AM
It all began several years ago when my youngest son wanted something called a computer and wanted to get on something called the internet. Being the kind of I know everything type of person I am I thought (yea this is just one of those fad things that will pass in a couple of months). Well goes to show you what I know.
Now they have this thing called ActiveRain and Facebook. I've been invited by some people at my office to join and truly been thinking about it. It wasn't until what I would call my closest friend … (3 comments)
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Why didn't I get that contract? Oh! Well next, time to move on.
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