157 posts

Attitude and Objections

ATTITUDE AND OBJECTIONS It is amazing how an objection raised in the sales process can make most Agents look like deer in the headlights: they get that blank look of disbelief that you see just before the front grill of your car connects with deerskin at full speed. If the […]

How Top-Producers Get Price Reductions

Getting clients to reduce their price is not a mystical happening. It must be done methodically. Top-gun Agents have a set system to get price reductions. It is followed to the letter no matter the price of the property, economic conditions of the market place, or the client. There are […]

Closing a Client

Too often I see agents turn uncertain when it comes to getting a client to sign an agreement. It is that moment of indecision that causes agents to lose sales and listings. Here are a few thoughts that can take you over the threshold to more listings and sales. You […]

How Good Are Your Sales Skills?

Let me share an example. My father had open-heart surgery a few years ago. He was blessed to have an excellent heart surgeon. That was exactly what this doctor did — heart surgery, and only heart surgery. There was an anesthesiologist who put my father to sleep. There was another […]

Two Parts of Objections

Objections can be broken down into two parts. Part one is the concern of the client or prospect; part two is the solving of that concern. You need to be proficient at approaching each of these parts. Many agents make their mistakes on the first part, which gives them no […]

Creating Referrals

We all want an office in which the phone rings continually with offers of referral business. Does having this type of office sound like a dream? It need not be such a far fetched reality, though it requires diligent work with clients. There are a few key steps to creating […]

Creating Daily Success in Real Estate

The journey to a successful life should be enjoyed. True success comes from accomplishing the activities daily that will lead you to your ultimate goals in life. Failing or neglecting to accomplish the daily disciplines will lead you down the path of lost opportunities and lost income. If the penalty […]

Creating a Team

Because of the increase in required disclosures, inspections, and documents, it is becoming more difficult for an agent to do all the functions of real estate on his own. The need to create a team of specialists is becoming more necessary for success in the real estate field. The three […]

few Points about Interest Rates

A FEW POINTS ABOUT INTEREST RATES!! Less is more If you’re new to investing or real estate and don’t know the first thing about interest rates, here’s a good tip: the higher the interest rate, the more expensive it’s going to be. High interest rates mean you will have to […]