A great number of salespeople believe that the presentation is where you dump your stuff, dazzle the consumer, grab the sale. That kind of self-focused delivery, more than likely, MIGHT get you the gig. Most often, however, you’ll either come up short or create issues further down the line with your self-focused lecture. What can you do instead? For starters you could look at the presentation as an opportunity to… Read More »S.U.P.P.? 4 Steps to an Awesome Sales Presentation
For decades the real estate industry has treated houses as if they were products. They are given a price by the Seller, placed into the market, and the marketing begins. That marketing becomes the catalyst for drawing potential buyers to the property. The idea is that the better the marketing, the faster and at a higher price, the house will sell. Unfortunately, this technique doesn’t work the same way with… Read More »Houses: Product or Commodity?
When Fats Waller wrote the words, “Find out what they like and how they like it and let them have it just that way,” I’m sure he was composing within the context of the song written for the musical Ain’t Misbehavin.’ What he may not have known, at the time, was he was also creating the pathway for effective sales. This great lyric pretty much says it all, everything from buyer/seller counseling… Read More »Effective Sales: from Fats Waller
I read that thirty-nine percent of people cite public speaking as their biggest fear. That’s number one; ahead of a terrorist attack, cancer, death… Yet there are still brave, odds-defying folk (myself included) who engage in this deadly practice for a living. Perhaps they (and I) possess incredible secrets of the trade known only to a chosen few. Perhaps those not in possession of such secrets will be doomed to… Read More »The Platinum Rules of Public Speaking
If you go to Google, Bing, Yahoo or any of the major search engines we frequent, type in the words “real estate 2017”, the fruits of your efforts will be a plethora of articles focusing on hot markets throughout the USofA. Low inventory seems to highlight most areas. So, if someone’s business should be a reflection of the market, the next question easily becomes, what topics should agents and educators… Read More »The Agent’s Education Checklist
The first quarter of the year has seen me teaching a bunch of listing courses. As a result I have had the opportunity to share with a great many established listing agents as well as a large group of future ones. While the challenges of focusing on listings are many, the best place to begin is with your mindset. So, what is the listing mindset? First, the mindset begins with… Read More »Creating the Listing Mindset
Okay, I was bored. I admit it. Friday when one of my twice a day emails arrived from Active Rain, a real estate blog, I actually followed one of the threads. It was entitled, “My commission rates are not negotiable.” Within minutes, I was appalled. First, let’s get a couple of things out of the way. 1) There are no “set” or “normal” fees in the real estate business as… Read More »Say What?
Ever been shot with an arrow? I imagine it could hurt. Could hurt? You ask. Well, yeah, it could hurt if the point of the arrow made the impact. An arrow hitting me with its side or the feathers might not hurt at all. You see, it’s not so much the arrow that causes the pain, it’s the tip. Our ancient brethren knew this when they fashioned weapons for hunting.… Read More »The Tip Is the Part That Hurts: Four Tips to Not T.I.P.
As I pack my bags this morning, I am excited about the opportunity to teach at the Western Slope Realtor Rally in Grand Junction tomorrow. I am fortunate enough to get to teach two of my favorite things: Listings (Creating Listing Abundance) and Peak Performance (The Other Side of Peak Performance). Tomorrow begins a ten week run of non-stop teaching action and I couldn’t be more excited. The fun isn’t… Read More »Hitting the Road: Lots of Options, Many Blessings
Wouldn’t it be great if there was someone who could precede your listing appointment: sharing the benefits of working with you, pontificating about the strength of your marketing plan, giving them just the right dose of information about how you work? Well, there is and he or she is staring back at you from your mirror. YOU, through an extremely effective positioning strategy can accomplish every one of those goals… Read More »How’s Your Package?