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You Like Me...You Really, Really Like Me
Sometimes in the rush to judgement we forget how important it is for our sales force to build rapport and gain the trust of their prospects. This is particularly true given the current business climate. People have become suspicious, cautious, and protective. Everyone is playing defense. Many salespeople I’ve come in contact with recently have been more assertive in qualifying and jump immediately into product presentations rather than spending quality time to get to know the personal side of their prospect or determine their specific needs. Let finance determine whether your potential customer can buy while you focus on their buying motives. You will be better equipped to match the specific attributes of your product to the specific needs of your customer.

Other home realtor Related Articles

Perception and Reality
Most of us think of Donald Trump as a successful realtor and all-round top-notch businessman.

No More Wrong Steps How to Make the Most of Each Step You Take for Your Business
My first call with a new branding client, Janie, a down-to-earth realtor from Atlanta, GA, began like hundreds before, with Janie saying, “After spending 18 months and $12,300 on designing my logo, collateral, and website, I’m not any where close to communicating my business the way I want to. I’m afraid all my decisions to this point have been wrong and I’m afraid to make anymore.”

Professional Services Win More Sales by Educating Instead of Telling
Are you a professional service provider such as a lawyer, realtor, insurance agent, financial advisor, business coach, sales coach or executive coach? Would you like to win more sales while decreasing your sales to lead or sales cycle time? Then why not use your sales skills educate your potential qualified customers (a.k.a. prospects) instead of the traditional sales based marketing approach of telling them?
How to Be Different in a Homogeneous Business World
It's hard, isn't it? Making your service business stand out from the rest is a challenging task. When it comes down to it, every realtor helps people buy or sell property. That's it. Every consultant offers advice that will either help people avoid pain or increase pleasure. Every doctor diagnoses illness and prescribes a remedy. Every salesperson offers a product that is strikingly similar to the competition's offering. What do you need to do to stand out?
Cold Calling Should Not Create the Sales Catastrophe of Becoming a Commodity
Do you need more sales as service professional whether you are a business consultant, sales coach, financial advisor, insurance agent or realtor? Are you making those necessary cold calls? Did you ever think that you are potentially creating a sales catastrophe of becoming a commodity?
Landing Page Tests to Produce Better Qualified Leads
I have a client who is a realtor (we'll call him Don), and as you can imagine, with the state of the U.S. economy, his business has been less than stellar. Before the downturn in the real estate market, we had created an on-line lead generation program that had been working quite well. But lately, he had been feeling as if his business was in serious trouble, his agents hadn't been getting enough good leads, and it was time for an intervention.

Earning a Living in Real Estate
Buying and selling real estate is an intricate business. You have to make sure you are always being proactive and on top of your game. Having a background in real estate will go along way in this business. When it comes to earning a living in real estate for a company or as an independent realtor, there are a few key things that you need to know in order to be successful. This information will ensure that you sell homes faster and for more money. Learning more about real estate practices will guarantee you a thriving and profitable experience that will benefit you in all ways possible.
Differentiation is the Difference
What differentiates you from every other Realtor® in your town? Are you achieving the success you want or do you wonder why others are accomplishing more than you, even those in your office? Ask yourself these questions; how am I different from all the other agents in my office, in my profession? Why should clients list their property with me or why should people want me to represent them in purchasing a home?

Mortgage Pre Approvals – Examining the Importance
For those of you that have never owned a home before, you likely do not grasp the importance of mortgage pre-approvals. It is a crucial facet of making the purchase of a home go faster and less stressful. While the outset of shopping for a home can be thrilling, it loses its attraction when you continually get let down with high prices you cannot afford. By starting your housing search with a pre-approval, you will know exactly how large of a loan you will be able to acquire. This means, once you pass the information to your Realtor, that you will only be shown homes you can actually afford. This is beneficial in saving you time and minimizing frustration.
Use Openhanded Selling to Overcome Tough Real Estate Objections
A Realtor client called me to bounce some ideas off me. Her buyer was balking at putting in an offer...In her circumstances what would you do?

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