In preparation for an upcoming speaking engagement I spoke with some of the top brokers I coach to find out their favorite listing techniques.
If you’re not already, try using a few of these tips at your next sales call…Broker #1
Use professional photography. One broker said he shows clients the visual difference between his listings and competition (that doesn’t use professional photographers). He’ll even ask the seller to pick a house they know is for sale in the MLS and compare its listing to his; he makes sure that his listing beats the competition in the virtual tours.
Explain the system of regular communication. He guarantees every seller communication between 10 and 12 once a week. That’s because having a regular talk with clients is the biggest complaint that sellers have about agents.
Take off your shoes when you enter the house. No matter what condition the house is in. I’m surprised at how many people actually do take their shoes off, but it shows a respect for the house, casts a good impression, and helps the clients feel more respect for the real estate. One of our coaching clients even buys booties from a hardware store for prospective buyers to use when entering a home.
Be prepared with and know the comparables. Get comparables for all of the houses in the neighborhood. Having them printed or in notes that you use to answer the seller show that you’re very aware of the same data as [...]
How many times a week do you hear the classic question, “So… How’s the market?”
Pre-planned responses to common questions are a great way to make sure you don’t drop the ball when someone expresses interest in your work.
You want to be known as the source of positive, intelligent, and accurate real estate information for the people that know you, so watch the video below and set a goal for yourself to practice one of these points once or twice this week.
Recommended Resources: ★ Real Estate Grad School – Live coaching, webinars, online courses, workbooks and resource materials.
Even the most social of the social butterflies among us can’t deny there are more people we don’t know than we do. This makes the math fairly simple: the number of potential transactions is greater with strangers than with those we do.
So how do you market to the people that don’t already know, like, and trust you? And what, specifically, is the purpose behind your marketing to this demographic?
The answer to both of these questions can be summed up this way: A powerful call to action is fundamental to getting in front of people outside your sphere of influence.
You’ve no doubt seen the JoS A. Banks commercial that says, “Buy one suit and get two more new suits… this Saturday only!” Why would they make such a seemingly excessive offer? Easy, it gets people to respond. The perceived value is immense because it is “this Saturday only” and the resulting perceived scarcity provokes immediate action.
Here’s the hook… when you walk through the doors on Saturday you already know in your heart of hearts you aren’t going to buy a $500 suit and get two more $500 suits for free. There are always restrictions and as discerning consumers we have come to expect them.In the real estate industry savvy agents are using this same type of ‘call to action’ to get in front of new prospects.
There are several that have [...]
Those who fear it, vehemently oppose it. Those who embrace it, are some of the biggest agents in the business.
Brian Buffini has built his career teaching people to avoid it. Mike Ferry, my father, is villainized for teaching it.
It’s controversial. What is it?
I started teaching people how to prospect in 1993, and built my career on helping people learn the skills necessary to be successful to use prospecting to build their business. Yet after teaching thousands of agents the techniques, scripts, dialogues, closes, and systems for prospecting… few ever did it and even fewer still made it pay.In 1999 I had a flash of insight! An awakening of sorts.
“The only difference between the successful prospector and unsuccessful prospector was their mindset.”
Same skills. Same calls. Same scripts. Yet the better mindset wins every time.
At first it didn’t make any sense to me. It took me years to fully understand it. In the end it became so obvious that mindset is the one change that changes everything, that I took my focus off of techniques altogether and started teaching mindset full time.
Is prospecting only for the fearless or can anyone do it?
The answer to that question is both simple and complex. The simple answer is yes, anyone can do it. The complex answer is that you must develop a mindset that is aligned with prospecting.
Let me see [...]