You can’t just go in with your CMA and think you’ll get the listing anymore
After talking with several real estate brokers over the years, I’ve noticed that most of them don’t have an actual listing presentation. Of course, they go in with their comparative market analysis (CMA) that all of [...]
Engage sellers in a conversation about the unique services you offer
I recently heard business consultant Doug Devitre speak at the 2013 Florida Realtors Conference & Trade Expo in Orlando. In his talk, he made one of the best arguments I’ve heard for canning your PowerPoint presentations in favor of focusing on what matters [...]
In a high-demand market, create inventory where none exists
What does it take to succeed in one of America’s ultra‐high‐end luxury markets?
Other than Beverly Hills, Calif., there is probably no market more competitive than the Manhattan market. Richard Grossman, executive director of Manhattan‐based Halstead Property LLC, shared some of the key [...]
“I’m your prospect. Here’s how to get me to buy from you.”
Actually, if you get this one thing right and truly understand it, I guarantee your marketing and sales results will improve dramatically. Here it is. Listen carefully.
I only care about me!
I do not care about your company [...]
No Two Deals Go Wrong In the Same Way
Real estate practitioners, as well as the companies and people who support them, are grappling with a problem that continues to elude their ability to solve it.
We argue about who owns the data, whether we’re worth the commissions we receive, and whether the boards, companies [...]
When you get that appointment to list a home and don’t ask enough questions, you will be doing more two‐step listing presentations where you have to come back. You will be wasting your time with under‐motivated sellers, and you will be losing the listing to better prepared agents.
Instead, have a list of questions for [...]
Justifying your commission means demonstrating value upfront
You have a listing lead and have just scheduled the appointment. How you proceed once you are in front of the sellers will determine whether you obtain the listing. Are you taking the right steps to ensure that you get the best possible results?
Price
[...]
Here’s the scenario-
1. You took an under‐motivated client, because you have not been doing enough lead generation or you have been doing the wrong lead generation. You did it because you are desperate and now have to work a listing where the chances of selling are low.
2. You accepted [...]
The market has finally turned around and the good old days are back again ‐‐ well, not necessarily. Although there are plenty of buyers and reasonable financing, the challenge is that there aren’t enough sellers.
What can you do to keep your business strong when there are very few deals to be had?
[...]
Marianne Cusato—author, designer, and creator of the critically‐acclaimed “Katrina Cottages”— is out with a new book aimed at house hunters. On first glance, Just the Right Home: Buying, Renting, Moving—Or Just Dreaming—Find Your Perfect Match! to be published April 2013, is aimed directly at your clients. However, there are some things real estate professionals might [...]
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