How many times have you spoken to someone for the first time, whether it was in person or on the phone, and that person has committed to you to sell their property there and then? Probably not many, if ever, right? Real estate coach Josh Pyatt explains the key differences between prospecting and nurturing customers.
I see a lot of agents phone prospect and door knock in the hope to find an immediate seller. The reality is, unfortunately, is that it just doesn’t work like that. As we all know, prospecting is the backbone of our business. Without it, we get nowhere. But it’s how we do it that will separate the good agents from the great agents.
Considering it’s rare to [...]
At one time or another, most of us have asked ourselves, ‘Why am I getting so close to winning only to be pipped at the post’ or to lose at listing at ‘the toss of a coin’?
One thing we do know is that most sellers don’t actually toss a coin. There can be a plethora of reasons why we lost out; we won’t run through them all now, but let’s try and decipher what sellers mean when [...]
EVEN THE WORLD’S best surfers fear Hawaii’s deadly Banzai Pipeline. The surf reef break off Ehukai Beach Park is notorious for huge waves and even bigger wipeouts.
What’s all this got to do with real estate? To successfully ‘hang ten,’ you’ve got to be prepared, know which breaks to catch and where to jump on board the wave.
It’s the same when working your metaphoric sales pipeline. To be a great [...]
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 [...]