Selling by auction can be stressful, but there are several things you can do before auction day to alleviate some of the stress. Mostly you want to make sure your buyers will be fully prepared to bid and buy property. Having buyers who are qualified and confident will help assure that properties receive the very […]
Category Archives: Sales Person
Stay Ahead by Prospecting Daily
You may not realize it, but if you want to be doing a successful business next season, you need to be working on that right now. How far in advance are you prospecting for potential leads now so that you can move on them when they become available? You should be working 3 to 4 […]
Critical Skills for Your Success
There are three critical skills you need to have a handle on inside your business: Prospecting, finding and winning potential sellers, and selling the properties. It is important for you to do an audit of your business in order to discover the critical components you have in place, and identify those you need to cultivate. […]
Asking powerful questions and why using trial closes are so important
One of the most important elements inside of a listing presentation is tactics. One key tactic is the “trial closure” because it allows you to test how ready your customer is to enter the market with you. You do this by simply asking some important questions. Know beforehand the kinds of questions you want to […]
How to structure a winning listing presentation
We have spoken before about the importance of creating a winning listing presentation. Today we’re going to discuss how to achieve that. The listing presentation, as you know, is your opportunity to explain your sales process and approach to a customer in a way that will persuade them to choose you to represent them as […]
Listing Presentations that Win
Knowing how best to execute your listing presentation and making sure that you are really comfortable with it are vital to getting and retaining customers. Inside of the listing presentation, the opener and the closer are critically important. The opener sets the tone for the presentation and allows you to pitch towards the selfish desires […]
Seller management and the setup to sell meeting
Today we’re going to speak about what is probably one of the most important meetings inside of the vendor relationship management. The seller management meeting is actually a “setup to sell” meeting. A lot of agents claim to do it, but out of all of my coaching clients I have not seen anyone doing seller […]
How to work with multiple offers
Today we’re going to talk about multiple offers. Sometimes inside of your real estate career the market can just shift, and within minutes you move into a position where you’ve got multiple offers on a property. One of the most challenging things for agent is that when those multiple offers start happening, many don’t know […]
How to win listings by referral
Hi there, and welcome to this week’s coaching tip. Today we’re going to talk about one of the most important lead sources inside of your business, which is actually winning business by referral. When we think about building referral, we think about how do we get that to happen on a regular and consistent basis. […]
Do you use the 7-2-2 rule?
Hi there, and welcome to this week’s coaching tip. Today we’re going to talk about an incredible rule around seller management called the 7-2-2 rule. Dean Mackie from our first Headstrong series taught this to me. He said that if a property that is on the market has had seven inspections, has been on the […]