When considering client categories inside your database, keep in mind that some individual clients actually belong in more than one category. What this implies is that your business should address them according to every area of the market where they are active, from sales to property management. Let’s say you have a client who is […]
Category Archives: Sales Person
Dealing Naturally with Objections
You know that objections are simply part of the sales negotiation process. But do you know how to handle them? It helps to realize that objections are natural whether you are working with buyers, tenants, landlords or sellers. They occur because the client has questions and concerns about the sales process and the outcomes that […]
Optimizing Personal Productivity
This time of year more than any other, your ability to sustain a high level of personal productivity is vitally important. As year-end arrives, there are more demands on your time, longer hours and late night appointments. You want to start preparing for it now. Three things you can do to fortify yourself for the […]
Planning For Growth In Your Business
Every business needs a business plan, and your real estate business is no exception. Your business plan is a clear and detailed picture of your business. This is where you plan your strategy for success and plot the numbers that will show you how you are doing. This means knowing the numbers of houses and […]
Target Your Best Prospects With Lead Sourcing
You already know how important your database is as a resource for expanding your business. Inside your database you have lists of buyers, potential sellers, market appraisals, existing clients, past clients, key referrers, landlords and tenants. All of those lists would be far more useful if you learn to use lead scoring to target certain […]
The Importance Of The Qualifying Process
One of the most important skills in real estate is the ability to qualify clients. You need to know each client’s experience in real estate, their level of involvement, and their reasons for buying or selling right now. A lot of agents fail to ask the proper questions to get them the vital information they […]
First impressions last…
It is critical to your business that you project professionalism in the way you present yourself. You may think you have this handled, but the reality is that you probably have no idea how your clients and colleagues really see you. Following are some actions you can take to assure that you present yourself the […]
How to get much more out of your open for inspections
You could be getting much more out of your open for inspections by making sure information you already have is easy to find and use every day. By implementing a simple, teachable system for structuring your open for inspection packages you can assure that you and your agents are using your resources to the fullest. […]
The Power of Routine
Having a daily routine and following it establishes the consistency and accountability necessary for you to be successful in your business. Build a good routine and everything you do each day will get results. To structure your daily routine, first establish a time to wake up in the morning and the time you go to […]
The Importance of Market Knowledge
One thing that will really set you apart from other agents is your level of market knowledge. No one knows more about this than Shannon Whitney of BresicWhitney. Shannon says, in order to be a great agent you need to go through as many of your competitors’ open for inspections as you possibly can. This […]