Archives – April, 2009
Trust is perhaps the most important thing a prospect or client can give you. You’ll never get anywhere with a prospect or client without it. When a person trusts you, they’re telling you they believe you are who you say you are and will do what you say you’ll do for them. But there are many things real estate professionals do that fails to get prospects trusting them, whether they realize it or not. So here are 10 simple things you can do for getting prospects to trust you: (more…)
April 16, 2009
When trying to get FSBOs to list with you, it’s critical you prove the value of your services to them, thereby justifying your commission in their eyes. One way you can do this is demonstrating your knowledge of the different types of buyers any seller faces. When they see you demonstrate your knowledge of buyers and your ability to handle each one effectively, they’ll see selling a home is easier said than done and you’ll be one step closer to getting the listing. Explain to them the four main types of home buyers: (more…)
April 15, 2009
Many real estate professionals who work in the industry for a few years achieve moderate success, but eventually hit a bottleneck and can’t seem to take their business to the next level. Many think they could do it if they had more clients. But if you’re a single sales person, there’s a limit to how many clients you can properly serve simultaneously. The problem isn’t so much lack of clients as your ability to close the ones you have now.
Prospecting really is the foundation of your success, so you must find a strategy that works for you and master it. In my 36 years in real estate I’ve tried many prospecting strategies and techniques myself and recommended them to top producers. Even if you’re a top producer now you’ll probably find them useful. Here are three: (more…)
April 14, 2009
As a real estate sales manager, broker owner, and real estate trainer, I’ve worked with thousands of real estate salespeople. After accompanying these people on sales appointments, I’d counsel them afterward on areas they needed improvement in. I eventually distilled the real estate selling process down to 6 basic steps. Once I adopted this selling system, I found my sales and the sales of these people I counseled increased as long as the 6 steps were carefully followed. This step by step selling system real estate is just like any blueprint for building or achieving anything. Just follow the steps and you’ll get the promised result.
These steps are (more…)
April 13, 2009
I’ve been in the real estate business for 39 years, and over time I’ve learned real estate professionals succeed when they master 3 basic principles. If you learn and regularly practice these 3 principles, you’ll eventually master them and thereafter enjoy great success in your career. I call these 3 steps the 3 P’s of real estate success. They are (more…)
April 10, 2009
Great real estate negotiators are highly attuned to other people. They understand each prospect and client’s needs and wants and those of both the buyer and seller. They’re acutely aware of a room’s atmosphere and its effect on a listing presentation. They’ve refined their listening skills, are patient and flexible, and change when required. They exemplify awareness, listening, patience and flexibility. (more…)
April 9, 2009
Many people think negotiating only occurs during sales situations. Not so! Negotiating happens everywhere. It happens when you’re driving and making a lane change, or determining what you and your family will have for dinner, or where you sit or stand in a crowded subway. Your ability to deal with these situations determines your success in sales and life in general. So I define negotiating as gaining the favour and good will of people from whom we want something. (more…)
April 8, 2009
The newsletter you email to prospects is an important part of building your Ecommerce business. But your current newsletter may not be effectively building relationships with your prospects. So here are a few ways of boosting your email newsletter’s effectiveness: (more…)
April 7, 2009
Many real estate professionals who have an active online presence and regularly receive email inquiries from prospects have difficulty dealing with these prospects. Some are more used to dealing with prospects who call them on the telephone and make the mistake of handling email prospects the same way. Others are perplexed when they receive no response from the prospect or the email conversation ends abruptly. Many of these sales reps therefore conclude such prospects are a waste of time. These people are worthwhile prospects, but these reps just aren’t engaging them properly. So here are a few hints for improving your interaction with email prospects and turning more of them into clients: (more…)
April 6, 2009
Website developers have been around since the internet began. So there is certainly no shortage of talent in this area. But the question remains: what credentials should a real estate website developer have? This is of utmost importance for successfully building your business online. So here are a few important insights into what you should look for in a developer for your real estate website: (more…)
April 3, 2009
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Trust is perhaps the most important thing a prospect or client can give you. You’ll never get anywhere with a prospect or client without it. When a person trusts you, they’re telling you they believe you are who you say you are and will do what you say you’ll do for them. But there are many things real estate professionals do that fails to get prospects trusting them, whether they realize it or not. So here are 10 simple things you can do for getting prospects to trust you: (more…)
