Sales

For decades, real estate professionals have wrestled with finding the secrets to overcome the challenge of staying top-of-mind with their spheres of influence and past customers. In fact, our industry continues to report that 90% of consumers love working with their real estate agent, but when they move again in 7-9 years only 13% work […]

If you’ve been in the real estate business for any length of time, you can probably relate to this story …  You had an amazing listing meeting—maybe in person, maybe over the phone or by Zoom. Your prospects are excited. They see the value, they like you, their buying temperature is high, they’re ready to […]

These are the emotional stages of our clients as they start their home search and end it with us. The steps are from Ryan Serhant‘s Book – Sell It Like Serhant. Number 2-4 fluctuate more routinely. Meaning that a customer can go between 3 and 4 and then back down to 2 and start all […]

  Most FSBO strategies work the same way. The agent calls and runs through a script that somehow convinces the seller to agree to a listing presentation. Strategies like this do work – occasionally. As a whole, however, they’re just not very effective. For every listing appointment the agent manages to set, they burn through […]

Closing is the make-or-break moment in real estate. Unfortunately, the job doesn’t just entail helping a seller sell and a buyer buy. Far from it. In fact, in 2007, Pat Vredevoogd-Combs, past president of the National Association of REALTORS™, testified before the House Financial Services Committee on Housing. As part of her testimony, she submitted […]

Why should I do business with you? What’s in it for me? Your leads are asking themselves these questions, and if you’re like most agents, the answers probably don’t look too good! Let’s begin by asking, “What makes you different from the rest?” “What makes you stand out in a crowd?” How do you show […]

When it comes to finding a new inside sales agent for your team, it’s imperative to use skills based assessments to hire the perfect fit. Compared to the traditional recruiting and interviewing process, skills based assessments and hiring can guarantee that you add a skilled and dedicated member to your team.   There have been too […]

Last month, I had the opportunity to write on a sales approach that has helped my team sell over 240 homes in 2017. It’s called the Socratic Method of Selling. I’ve listed the three questions again below for reference. As a refresher, these questions aid my agents in teaching a client ways of thinking about the home buying […]

I want to share with you a method of selling that has helped my team to consistently close over 150 homes a year. Our online lead generation conversions hover around 10 percent depending on lead source. I believe part of the reason this is true is due to the Socratic Method of selling.  Socrates was an ancient philosopher that engaged in […]