Turning Customers Into Contacts

contactsNow that you have been actively increasing your database, it is time to turn those contacts
into customers. Of course, not all of them will become your customer and it is important to
be able to discern those who potentially will in order to maximize your effort. One of the best
way to do this is to rate their level of motivation with a brief personal phone call or drop by
visit. Since you have already sent them a personal note and an item of value about the market,
they know you and are alre…

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Essential Buyer Questions

Ibuyerquestionsf you have been asking yourself, "What are the important questions that I want to ask a potential buyer?" Here is a starting list that you can add to at anytime. You, your office, the area you live in, or the particular buyer are all factors that will generate more questions, so this list will grow.

To let your buyer know that you want to be "tuned in" to them as a person ask them, "What are your biggest fears and concerns about buying a home?" Then listen to their answer for as long as it takes…

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Starting A Seller Relationship

sellerrelationshipThe key to developing a relationship with a seller and possibly getting their listing is preparedness.  If you have been actively courting your leads by providing them with value items and keeping in touch, then they already see you as a potential listing agent for their home.  Now it is time to become their listing agent.

Your listing appointment and presentation will be a success if you are prepared!  There is a good chance that you already know something about the seller, now is the time (befo…

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Essentials For Your Listing Appointment

essentialsYou generated the lead. You have done your homework by finding out as much about the home as you can in your pre-listing interview. You have used your local MLS to find comparable homes in comparable areas. You have developed a marketing plan for this home. You have a listing price that you have complete confidence in and you have all of your talking points lined up as to why this is the price that will get your seller their highest return without leaving the home on the market too long, and it …

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Brand Yourself Now

brandyourselfYour business cards, your website, your Facebook page, everywhere that you plan to have a presence needs to be branded for consistency, clarity and a personal touch. These marketing tools are the first impression that contacts have of you and are just as important as if you were dressed in your best suit, with your best smile and your firmest handshake.

Your brand is more than just your company logo.  It is the words that you want people to think of when thinking of you.  Start by doing some thin…

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Identifying Your Sales Styles

salesstyleYou have your own sales style which is just as unique as you are.  However, you probably fit into one of two types of sales people, either a Motivator or a Facilitator.

Motivators are more verbal.  They are not hesitant to express why they think a purchase is right for a particular buyer, and are able to create a dynamic purchase experience.  They actively "work the deal" until they are successful.  Unfortunately, they can sometimes be perceived as being pushy.

Facilitators are better listeners.  …

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Relationships Rule In Real Estate

relationshipsRelationships are important in most sales professions, but even more so in real estate. First of all, you should never pass up an opportunity to network and get to know the other agents who work in your geographical area.  Whether this is through your local Realtor association activities, office events, or individual one-on-one contact that you initiate, it is essential.

When you are involved in a real estate transaction there is nearly always someone representing the other party, and if that age…

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Ethics Are Everything

ethicsIf you are a Realtor, not just a real estate agent, then you should be very aware of the Realtor Code of Ethics - in fact you should have taken a whole class in ethics when you joined your local Realtor association.  But ethical behavior applies to all real estate agents and you must make sure that your words and actions are ethical at all times. How do you do that?

Be honest with all parties in the transaction. Put your clients first - before your commission. Disclose, disclose, disclose. Be tru…

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Marketing Skills Matter



marketingskillsThere are many places to market your listing. But no matter where readers are seeing it, careful, creative writing is what makes it effective. The real estate ad is often the beginning of your relationship with a buyer and it is important to make a good impression. How do you do that?

Let's take a look at a few key points: A clear, catchy headline - most people will at least read the headline and if it's good, they will want to read more. Be factual, but make it exciting as well. Make it local -…

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What Is Your Body Saying?

bodylanguageBody Language accounts for more than half of what other people respond to,
or make assumptions about, when they are observing or conversing with you.
That is significant! What is your body saying? What unconscious signals are
you sending to others about yourself? What response is your body sending
in response to the signals they are sending you?

At the most basic level, all body language can be described as either open or
closed. If you are displaying openness, you are displaying your heart a…

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