Negotiating Commissions with Buyers

Posted by Krista on Oct 26, 2007 in Sales | 4 comments

Before the 1980s, it was widely understood that both the buyer’s agent and the seller’s agent worked for and were paid by the seller. The listing agent would negotiate the fee for both the buyer’s agent and him/her self and then place the home in the MLS. The agent who brought the buyer would receive the co-op fee. This changed in 1983, when the Federal Trade Commission...

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Negotiating Price With Sellers

Posted by Krista on Oct 24, 2007 in Sales | 0 comments

One of the most common questions real estate agents ask is how they can compete with other agents and discount brokers who offer a lower price. This problem, of course, isn’t limited to real estate. In virtually any industry you can think of, clients and customers want the job done better, faster and cheaper. If they feel they can get the same level of service cheaper, they’d be...

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How Do You Qualify Leads?

Posted by Krista on Sep 23, 2007 in Marketing, Sales | 0 comments

When a prospect contacts you, how do you determine whether this person is ready to do business with you – or is just looking for information? Not all people who contact you are ready to buy. You need a system in place to help you decide whether your prospect is ready to buy or sell, if they’re still in the information gathering stage, or if they’re just a bad fit for you. Not...

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Mastering the Art of Selling Real Estate

Posted by Krista on Jul 25, 2006 in Book Reviews, Sales | 0 comments

Author: Hopkins, Tom Publisher: Portfolio Hardcover Year Published: 2004 Rating: Buy From Amazon.com Tom Hopkins has been the go-to sales guru since he took his real estate business from earning $42 a month during his first 6 months to selling more than $14 million in real estate over the next five years – and that was back in the 1960s. In this updated edition of Mastering the Art of...

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The Selling Process: How To Create Effective Marketing Campaigns

Posted by Krista on Jul 1, 2006 in Marketing, Sales | 0 comments

How can you market your real estate services more effectively? The answer lies in not only understanding how clients hire a real estate agent, but in aligning your marketing with each step in their buying process. Here are the 5 steps in the selling process. Step 1 – Prospecting The first stage of your prospect’s buying process is awareness. So, your first step in marketing to them...

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Why are you in real estate?

Posted by Krista on Aug 2, 2004 in Sales | 0 comments

Most people answer that they are in real estate because of either money, freedom, or time. Of course, everyone wants money to pour in, to work their own hours, to be their own boss, etc, but real estate (like any entrepreneurial endeavor) isn’t a quick way to get rich or to finally leave office life behind. Real estate is hard work. Jerry Rossi’s Realty Times article describes the...

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