Sales

Purchasing a home can be a stressful time for buyers. With so many things to keep in mind – such as financing options, how to keep track of all the homes they view, whether their existing home will sell, and negotiating an affordable price – buyers can easily become overwhelmed. read full entry

Great listing presentations are clear, concise explanations of how you will help sellers sell their home. The best presentations focus on listening to the seller talk 80% of the time and you asking and answering questions 20% of the time. The secret is to be prepared with a list of questions you will ask and a strategy for how you will move the discussion forward to cover each of your key points. read full entry

Most sellers are extremely curious what buyers think of their home after a showing. If a home hasn’t received any offers, sellers what to know what is wrong with their home, why buyers don’t like it, and how they can improve it. read full entry

Turning a potential buyer into your client can be challenging for many real estate agents. If a potential buyer calls you on the phone or walks through your door, do you have a system in place to qualify the buyer before you show them homes for sale? read full entry

When you walk into an appointment with a prospect, you must be prepared to guide your seller through the home selling process. Many agents do this with a scripted sales presentations while others choose to wing it. Top producers don’t read a sales script line-by-line, but they do have a well-thought-out outline for what they want to talk about in their meeting with prospects. read full entry

If you’re like many real estate agents, you rely on referrals as one of your primary sources of attracting new business. But most real estate agents don’t have a referral marketing system to maximize this powerful business building tool.

Getting referrals from clients isn’t difficult if you already provide great service. You probably already realize that disappointed clients don’t refer business, but happy clients will go out of their way to sing your praises. read full entry

This is step 5 of a five-part series on how new agents can successfully break into the real estate market.

Yesterday, I talked about the importance of nurturing your prospect list. Today, I’m going to shift gears and discuss what you need to do to build a referral-based business.

Last week, Mike asked me, “Where do you get the most bang for your buck in marketing?” Personally, I think there’s no question that it’s referral marketing. So why did I spend the last few days talking about building credibility, educating prospects, generating leads and following up consistently? Because when you’re starting out, those are the steps to building a referral-based business. read full entry

In my last two posts, I talked about two ways to grow your business: how to increase your number of clients by increasing your conversion rates on your marketing materials and sales consultations and how to increase the average transaction value. Today, I’ll discuss the third way to grow your business: repeat business.

Buying or selling a home is a big decision, so regardless of what you’d prefer, you probably won’t be able to persuade people to move on a whim. That said, there are still opportunities to generate repeat business from past clients in the form of referrals. read full entry

Do you know what your clients’ top wants, needs, motivations, and fears are? Can you clearly explain why clients buy from you rather than your competitors? For most people, the answer is “no”. Instead, we often make assumptions about the people we do business with. read full entry

These days, it’s difficult to find a business that doesn’t offer “quality service” at “affordable prices” but such phrases are empty and meaningless to prospects and client because they are intangible – they could mean anything. It’s up to you to express exactly what the benefits of doing business with you are – and that’s how you add value. read full entry