Hard Closers and High Pressure Coaches

By
Real Estate Agent with RE/MAX of Valencia CA - Paris911 BRE# 01238257

We have continued to keep our clients informed on a daily basis since we got into the Social Media Aspect of Real Estate - Developing Different systems to do so.  With the advent of Auto Twitter posting to Facebook each time a tweet is sent - it has really done a number with the amount of following of The Paris911 Team that goes on.

Where I see the Real Estate community in a short time from now?  The agents that have not jumped on the bus will be left behind.  Door-knocking is becoming a thing of the past, the same goes for High-pressure closers - We are very thankful that the High-pressure techniques are still being taught by the various Real Estate coaches.  It does a lot for our business to help us continue our ascent.

We are also thankful the way the handling of objections is being taught.  When you ask someone to sign too quickly and they say "no", then you have to counter with some sort of statement in an attempt to solve their objection, you have just placed the prospective client in a "known" position of advantage.  Prospective clients should always be held in high regard - but when you do the Sales Shift and your "high pressure" closing fails - it is very hard to recover from.

What we do?  We don't close - When you don't focus on the closing, the Real Estate Transactions close themselves.  We focus on the Client - Think About and we hope this helps your business achieve new levels!

Final Word:  Know the difference between a "tactical" business model and a "strategic" business model.  Tactical is the Singular Deal focus.  Strategic is the Long Term approach.paris911 scv

 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. D B 05/26/2010 02:14 AM
  2. Ruthmarie Hicks 05/26/2010 07:37 AM

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Rainmaker
716,358
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

Great points - the days of pushing yourself into people's faces is gone.

If you door-knocked in some of our neighborhoods you would also be in for some dramatics.  People DO NOT want to be disturbed.  Their home, their castle, plesae don't invite yourself.

I think that depends on your geogrpahy though.

May 26, 2010 07:36 AM #39
Rainmaker
222,657
Scott Baker
www.eHomeReports.com Coldwell Banker West Shell - Liberty Township, OH
Realtor Homes for Sale in Cincinnati, West Chester, Mason, OH Area

Connor, Fair enough. Perhaps I didn't elaborate quite enough. I agree with your post, excepting the one item. My problem is that sometimes I spend TOO much time with the social media resources and not enough time interacting with live people. My fault, I need to work on the balance. In door knocking, when I do it, only about 1 in 100 take the knock on the door in a negative light. Most are very pleasant. But as you said, different part of the country.

Thank you

May 26, 2010 09:08 AM #40
Rainer
119,762
Sean Carroll
The Get Off Your A$$ Academy - Manhattan, NY
Real Estate Speaker and "Expert" Coach

I have a lot of respect for professionals like yourself who teach about giving first, and taking care of the client first, and that the close will take care of itself if we just lead them where they already want to go. Pushing them somewhere they don't want to go is something I hope my competition keeps doing!!

May 26, 2010 09:48 AM #41
Rainmaker
544,206
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

I agree with you. I'm pretty happy that those systems are still being taught, too. Makes what we're doing seem extraordinary. Thanks for the post.

May 26, 2010 10:51 AM #42
Rainer
208,339
Laura Coffey
Keller Williams VIP Properties - Valencia, CA
Keller Williams VIP Properties

Nice feature post Connor! :)

May 26, 2010 11:07 AM #43
Rainmaker
1,363,996
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

Noone likes to be pressured into anything. They eventually go back to what they wanted to do in the first place.

May 26, 2010 12:04 PM #44
Rainmaker
52,995
Raine Spivey
REIGN REALTY - Charlotte, NC
Realtor

Awesome! Sounds like you've learned how to overcome and sustain.  Good post! Love the Final Word!!!

May 26, 2010 12:55 PM #45
Rainmaker
563,898
Chris Olsen
Olsen Ziegler Realty - Cleveland, OH
Broker Owner Cleveland Ohio Real Estate

I agree -- when you give people rational information and help them weigh the pros/cons, normally these things can sort themselves out and I don't believe in hard selling anyone.  That said, I will tell clients point blank if they are making bad decisions, but do it professionally for their benefit.

May 26, 2010 02:14 PM #46
Ambassador
920,196
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Awesome post, yea I know we don't like to say that on AR, but honestly it is right on.

 

May 26, 2010 02:44 PM #47
Rainmaker
420,523
Connor T. MacIvor
RE/MAX of Valencia CA - Paris911 - Valencia, CA
SCVnest.com - (888)SCVnest

Four Score and 14 hours on Active Rain Later - Thank you all for your comments on this topic.

It goes to show that we are like minded, maybe not like haired, but like minded for sure.

Those Agents that are still pushing contracts into people's faces and forcing their clients to stay in escrow, threatening that they might lose some $$$, are becoming a thing of the past.

I am HONORED to be a member of such a select few Heavy Hitters.

I hope your Clients know how Blessed they are to have you ALL....

May 26, 2010 03:00 PM #48
Ambassador
2,008,627
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

I'm not big on high pressure.  However, I do believe that being straight with clients is important, and sometimes, as Katerina pointed out, time is of the essence.

May 26, 2010 06:02 PM #49
Ambassador
2,677,021
Katerina Gasset
Get It Done For Me Virtual Services - Wellington, FL
Get It Done For Me Virtual Services

Connor- Definitely not. What we do say is; can you live in this house and make your payments for the next seven to ten years? If they say yes, then we tell them we don't think they should sell. 

Also, if they want to do a short sale, the first thing I want to know is who they are and where are they moving to. If their payment is only $1200 a month and a rental is $1400 a month, I want to know why are they going to rent even if their home has lost value. IT can become a home not a commodity. I don't want young families out in the street. We want to know they have somewhere to go when we short sale their home. 

May 26, 2010 06:48 PM #50
Rainmaker
420,523
Connor T. MacIvor
RE/MAX of Valencia CA - Paris911 - Valencia, CA
SCVnest.com - (888)SCVnest

Katerina, we have always been on the same page and your clients are blessed to have you both.  We could all take a page out of your Book.

Have a GREAT day and thanks for the input.

May 27, 2010 12:36 AM #51
Rainmaker
662,099
Patricia Aulson
BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate - Exeter, NH
Realtor - Portsmouth NH Homes-Hampton NH Homes

While I'm a "cut to the chase" person, I don't like the hard sell method. 

Patricia

May 27, 2010 03:43 AM #52
Rainer
121,014
Kyle Jan
Scottsdale, AZ
Phoenix AZ Homes for Sale

I think you choose the method that fits your personality.  I state what the objections should be and that puts customers at ease.  Find a technique that is successful for you and go with it.  You must be diverse though because not everyone on the receiving end is the same.  You must change with the times.

May 27, 2010 05:14 AM #53
Rainer
8,187
Steve March
Guaranteed Rate - Oconomowoc, WI
Vice President of Mortgage Lending

Conner,

Great post.  Very well said.  Busioness would be a lot tougher out there if everyone acted as you do.

May 27, 2010 05:42 AM #54
Rainer
94,033
Vince McEveety
Gilleran Griffin Realty - Sherman Oaks, CA

so... what models specifically are you using?

May 27, 2010 10:18 AM #55
Rainmaker
420,523
Connor T. MacIvor
RE/MAX of Valencia CA - Paris911 - Valencia, CA
SCVnest.com - (888)SCVnest
Bikini mostly :-)
May 27, 2010 11:53 AM #56
Rainmaker
376,927
Robin Dampier REALTOR®
Coldwell Banker King - Hendersonville, NC
Hendersonville & Western NC Real Estate Source

A person after Robin and my own beliefs and thoughts.  No high pressure sales tactics and treat others as you would like to be treated.  Be yourself, project your positive personality and above all be honest so trust can be built on both sides.

Sue of Robin and Sue

May 28, 2010 04:27 PM #57
Rainmaker
354,843
Damon Gettier
Damon Gettier & Associates, REALTORS- Roanoke Va Short Sale Expert - Roanoke, VA
Broker/Owner ABRM, GRI, CDPE

I have never "sold" anyone a house.  I also don't show many houses to buyers....usually less than 8-9.  I do know how to listen though.....listen and ask the right questions to find out what clients want.  Too many agents don' t know how to shut their mouths and open their ears.

May 29, 2010 08:43 AM #58
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Connor T. MacIvor

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