Recently I worked on a project in which clients were trying to sell $50,000 beach-front lots in Latin America in what amounted to a barn-burning email series. We sent four emails over the period of two weeks. The last two emails came within 24 hours of each other. While it seemed to generate some serious [...]
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8 Ways to Get Clients to Trust You With the Biggest Purchase Decision of Their Life
October 24, 2012 by
How to Kill a Sale: 5 Stupid Tactics
September 14, 2012 by
Buying and selling real estate in a recession is no easy task. You have to work hard. And your margin for error is a whole heck of a lot thinner than when things are good. I’ve been in real estate long enough to see my fair share of booms and busts. And I’ve been in [...]
How to Use a Major Life Events to Start a Cold-Call Conversation
September 12, 2012 by
The dreaded cold call. No real estate agent truly enjoys it. But it has to be done. And I’m not just talking about calling strangers out of the blue (although this will address that, too), I’m really talking about that call with just about anybody out of the blue. It could be a past client. [...]
An 8-Step Painless Process to Selling More
July 17, 2012 by
You want to make more per year, but you are stuck in a rut. And you can’t figure out what is wrong. You’ve tried to work longer hours to sell more houses, but that just ends up killing you, your family and ultimately your business. What you have to do is get smart about selling [...]
3 Tactics for Closing a Sale
March 26, 2012 by
It’s pretty common in real estate…sales people are moving down the sales presentation beautifully, hitting all of their points, handling objections, making clients and prospects feel like their are the center of the universe. And when they come to the close…they get stuck in the mud. It’s like all of their real estate training goes [...]
7 Ways to Make People Feel Like the Center of the Universe [Real Estate Persuasion Training-Part 2]
March 2, 2012 by
Part of a series on real estate persuasion training. Real estate agents invest in people, not houses. As a real estate agent, you need relationships to succeed. But that means you need relationships with not just clients, but those in your office or across town. Heck, even across the nation. And the best way to [...]
Want the Sale? Then You Have to View Objections This Way
January 12, 2012 by
When it comes to closing sales, most real estate trainers will simply hand you a list of counters to the most popular objections. Or they may give you a framework that categorizes each objection in order to deal with the endless variations that objections can come in. For example, they may categorize each objection as “objections [...]
10 Must-Read Posts on Great Real Estate Sales Ideas
January 1, 2012 by
Happy New Year! Believe it or not, but 2012 is here. It’s a new year, a new day and a new month. Are you prepared to take 2012 by storm? I hope so. And to help you prepare for success, I’m going to start a 4-part series on 10 must read posts from the 4 [...]
How to Be a Killer Salesperson the Lazy Way
November 21, 2011 by
If you’re like me and don’t want to work really hard at something you don’t particularly enjoy…and sales is something you don’t particularly enjoy…then this post is for you. However, don’t get me wrong here: I’m not giving you an excuse not to work hard. What I’m actually going to do is show you an [...]
Are You Using These 4 “Second Glass” Tactics to Make More Money?
October 13, 2011 by
Most real estate agents tend to think about making money in the business as simply closing more transaction. They think about it in a very linear fashion, where you find a home owner who wants to sell, you convince them to let you list the home and then you advertise the home in the hopes [...]