Tips for Working Your Farm

You can do a series of letters. Here's one simple and very effective example. Dear Mr. and Mrs. Martin, I just wanted to keep you up to date on what's been happening in your neighborhood. Show a chart of properties sold during the previous month and new houses listed for sale during this same period. This is great because all you have to do is send out one of these letters every time you list or sell something. You might also want to send this out on a monthly...

Whats an Objection

There's a difference between a blow-off, a condition, and an objection. The blow-off is what they say to you so they don't have to make a decision. In other words, they are politely trying to get rid of you. It may sound like We just need to sleep on it, because we never make any quick decisions we promise to call you back or We'd like to list with you, but we're just the kind of people who need to think about it for a few days. Do you think when you leave that they're going to just sit there...

Overview

This chapter can make a tremendous difference for you in your career, especially in your listing presentations. How many listings have you lost in this last year alone because you didn't handle an objection effectively Often, we lose listings because we don't handle that key objection. You know the type I have a friend in the business or We want to try it on our own for a few weeks or We want to talk to other brokers, etc. In addition to sharing with you the 10 Commandments of Handling...

Preparing for a Self Promotion Campaign

Here are some techniques for preparing your self-promotion campaign. Establish a target market. Just as we discussed in our chapter on farming, you need to determine who you want to attract and why. What's the market that you want to become a local celebrity in For example, it could be based on geography, price range, style of home, etc. Identify your market position. Your market position is what makes you different from other agents. Your market position could be the type of houses you work...

The Surefire Process for Booking Appointments on the Phone

Even though I've been told by many of my students that this dialogue has gotten them tremendous results, it's important to understand that it's really not the specific dialogue that produces the intended result, but the action of getting on the phone. I would like you to believe that I am the guru of telephone dialogue, but the truth is that no one really is. What separates the great from the rest is that the great just put in a few extra hours picking up the phone. So, my advice is to use this...

Farming vs Door Knocking

When most agents hear farming, they think door knocking. Although door knocking may be part of it, to me farming is more focused on doing direct mail. I am not against door knocking. I know and you know that door knocking does work. And if it works for you, you should keep doing it. But I want you to consider this. If you have 500 people in your farm and you're giving them the personal touch of door knocking, you're going to get some results. Now, if you're not door knocking and you're just...

Introduction

If you're like me, you probably skim through the introductions of most books, frequently without reading them. Well, I want to strongly encourage you to read this short introduction. Why Because it establishes the foundation for much of what I present in the following chapters. It'll just take a few minutes , so let's get started This book is designed to help you reach your Next Level in your real estate career. The principles and techniques I reveal throughout these chapters have helped many...

Free Overthe Phone Market Analysis

If you are thinking of selling or just want to know the value of your property in today's market, just give me a call and answer a few questions size of the property, how many bedrooms, taxes, Amenities of the house, etc. all done conveniently over the phone. There's no obligation. You'll be amazed at how much your house is worth Call Power Realty and ask for Hunna Hunna at 631-929-5555. (By the way, the tag line, You'll be amazed at how much your house is worth, should be used only in a hot...

Have the Buyers Write a Letter to the Sellers

When presenting offers, agents too often focus the conversation on price. They incorrectly assume that this is the most important thing to the seller. While this might be true in some cases, there are two things that may be equally if not more important to most sellers. 1. The commitment of the sellers to move on with their life. There were many times that I went in to present an offer and the conversation was initially all about price, price, price How much money am I making But when I talked...

Index

ABC technique, 46 A buyers filing, 13 versus other types, 21-22, 110 what to show, 123-124 Accomplishments, focusing on, 7-8, 169 Action, inviting. See Inviting action Activities and interests of assistants, 191 Ad books, 10 Addresses, withholding from phone conversations, 112 Advertising. See also Self-promotion for assistants, 186-187 by FSBOs, filing, 13-15 idea books, 10 institutional, 174 investor ads, 39 in movie theaters, 175-176 other agents' listings, 164 in specialized publications,...

Logos

Real Estate Clip Art With Swoosh

A logo is a visual key that prompts people to remember you by associating your name and image with an icon. It should incorporate your name and slogan. The golden arches of McDonald's, the hands of Allstate, and the swoosh of Nike are logos familiar to most of us. A logo will add that important element of distinction. Have it designed professionally, because it will stay with you for a long time. A piece of clip art will just look cheap. Here are a few samples Here are some more expensive...