Questions build rapport between an agent and a buyer (or seller), and rapport involves understanding. The more understanding between the agent and buyer (remember that the seller is buying too – they are buying you as the agent and your ability to sell their property) the greater the chance of arriving at a win win for everyone involved. Therefore, the more questions you ask the closer you will get to a listing or a sale.
Many agents don’t like cold calling because it always seems to come with objections and rejections. But every good salesperson knows that a few objections is completely normal. Here are a few ideas for you to be able to get past some of the common hurdles and move your relationships forward.
1 YOUR FEES ARE TOO HIGH; I’M GOING TO SELL IT MYSELF Response ‘It’s fair to say that it’s possible for anyone to sell [...]
Every agent has experienced one of those gut-wrenching moments. And whilst it stings to lose a listing, the agent whose board now graces the front of the property had a far more efficient marketing machine than you. They grew a relationship with the vendor in a way which you didn’t.
Several Australian markets are light with listings, meaning every appraisal matters more [...]
As we head into the new year, now is an excellent time to review your business. Start by analysing your 2016 results. Where did your business come from in the last year? Understand that you are running a business and it’s vital you know the cost per lead.
Work out how many leads came from letterbox drops, media advertising, open homes, social media, and so on. Once you break down your business in this way you might start [...]
Start by seeing prospecting as fun. Think of it as going into your Zone of Genius where you reach into your potential, ability, talent and creativeness. Here are some tips to make prospecting more enjoyable.
1. Do something fun before you get started. Being in a great state of mind is key if you want to perform at a high level. Play awesome music that will uplift you, grab a coffee (or a [...]
ONE OF MY FAVOURITE SAYINGS is to ‘zig’ when the competition ‘zags’, and December is one of those opportune times to do just that. As the majority get into the festive season and start to wind down, the ‘ziggers’ are preparing their onslaught for the following year and wind up!
To be ahead of the curve and gain the competitive advantage, you need a pre-emptive strike whilst your competitors are winding down. For us it’s about planning for 2017, festive season prospecting strategy, and reflecting on what worked and what didn’t [...]