Category Archives: Client Service

Qualifying Your Buyers

Everyone wants listings these days. Listings mean (pretty much) guaranteed commission, and lock the seller into a contract with you. And one of the biggest complaints I hear is that agents/brokers hate driving prospective buyers around town all day, only to receive a call back in a week that their prospect has purchased […]

Working with Buyers

Consulting does not mean misleading your prospects

I was reading this book on Real Estate success, and I was absolutely amazed at how manipulative it was. And the funny thing was that the author believed wholeheartedly, even specifically stated, that he was approaching the cold call through the consultative approach rather than applying manipulative techniques. Unfortunately, he started off chapter […]

Client Service

Buyer and seller needs

Here’s an interesting article from Realtor magazine that clearly lays out basic needs of buyers and sellers, and how Realtors often find themselves playing psychologist when it comes to closing. Understanding when people are motivated by safety or security needs - such as those facing foreclosure or divorce - and those motivated by psychological […]

Client Service