ARCHIVED BLOG POSTS
2011
2
Comments
If you fortunate enough to have a wife half as wonderful as my wife , Kathy, You have a pearl of great value. Treat her like a queen. I left home yesterday morning at 6: 40 A.M. to teach a real estate class to twenty four students. Class started at 8:00 A.M. At 5:45 P.M. I dismissed the...
06/22/2011
Which do you prefer; list with me and relax or just wait for foreclosure auction. If you are not using alternate of choice questions deliberately, you need to start. Alternate of choice gives the other party a choice of two alternative, either advantageous to the questioner. Any basic sa...
06/19/2011
3
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If you are asked a question, you can answer it or you can respond with another question. Responding with a question will get you closer to a sale. Why do people ask questions? Because they want more information. They usually have a answer they are looking for. If your answer is right. y...
06/19/2011
97
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We are halfway through the year. Do you have some written down goals? Do you? If you do, you are in the top twenty per cent of all the salesmen in America. If you don't have written down, commited to goals, you are about average. Here is a real estate office anywhere in Florida.Twenty ag...
06/17/2011
In Florida, these are four words that you better understand if your house is being foreclosed on. There is an old cliche "What you don't know won't hurt you" or "Ignorance is bliss". Where do these cliches come from? If you are being foreclosed on, ignorance is your worst enemy. Here is...
06/17/2011
2
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In real estate, nothing will establish rapport faster than creating common ground, the me too effect. If you fish, me too If you ride a motorcycle, me too If you hate traffic,me too If you love Krispy Kreme, me too This is magic in getting people to like you. Start by observing....
06/16/2011
0
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In my last post, I encouraged my readers to let the other guy talk more. This is an essential skill to learn. The "How" is a little difficult. There is a tool that you can use to make this easier. That tool is asking questions. If you intend to get to the upper echelons of salesmanship,(th...
06/15/2011
5
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There is no particular order to these items in my get them to like you series. The next rule,suggestion,tip,idea is let them talk most of the time. People love to talk. They love you if you listen to them. To call this magic is an understatement. If you can listen seventy per cent and talk ...
06/15/2011
3
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This is another post on that topic of how to be liked. Yesterday, I mentioned being on time That is so axiomatic. The next rule is SMILE. This also seems so simple. It hardly needs to be mentioned. I am from Orlando, Florida. I like the way they do it at Walt Disney World. If you don'...
06/15/2011
4
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At Climer School of Real Estate, I was talking to my students in a FREC I course about purchase money mortgages. It is on the Florida real estate exam. I mentioned that this is the best way to finance a house. Ask the seller to hold a mortgage. Most of my students had never heard of this. ...
06/14/2011