I am often asked, “What do you say when a buyer asks ?” I always have an answer for every objection, but only because I use a method for analyzing every objection. Here is a list of common buyer objections and a quick follow-up statement for the buyer agent.
They say: “I am too busy to make an offer or even look right now.”
You say: “I am just curious, is there a way you can schedule your week so you can home search for two hours? I don’t want to see …

I have had an enormous response from you all about the first set of Real Estate Scripts. I had a couple of you send in more examples of objections and some that felt like they were being trapped by the expired real estate leads they were talking to.
It is true; some consumers like to set traps for unsuspecting agents. Armed with an attitude of sincerity and motivated by the opportunity to secure a new listing, every agent needs to avoid the traps set by expired home owners.
They say: If I …

In previous articles, we focused on targeting a niche, the WHO that benefit most from your services. Now we turn our attention to generating leads from that given niche and creating a marketing plan for success (the HOW.)
Once you have identified the WHO, you must set about a plan to communicate with them in order to capture that business. Don’t neglect a single person within the target. If you have singled out a particular neighborhood, for example, every waiter from every restaurant and every manager/owner of every business in …

With so many agents working on getting expired listings, my clients have been asking me to help them work on scripts during our coaching sessions for advice on how to deal with objections from expired real estate leads.
Remember, the expired listing is going to be bombarded with calls from other agents who are also trying to get the listing. It is very important to build rapport with the seller and to set an appointment. Once you are sitting with them, you will be better able to explain how you can …

YOU know how special you are. YOU know that you outshine the competition. The question is: does your potential client?
Helping clients understand the value you provide to them is essential in prospecting and keeping business. Let’s face it: consumers have plenty of YOU to choose from, and national research shows that they see very little difference among you. It is therefore up to you to be able to articulate and to demonstrate what it is that makes you their best choice; what it is that makes you unique and …

Now in the current market and more than ever, you may be tempted to define your clients as any and every one who walks past you down the street. Everyone needs a place to live, right? Concerns over the economy and a desperate need for lead generation may persuade you to apply the salt-shaker method of marketing: sprinkle it all over and hope that something sticks! But this panic-mode thinking could be the biggest mistake you make all year, resulting in wasted time, money and resources.
In order to get the …

By Cheri Alguire
“Why isn’t there a ‘Kids’ Day?” is the question I heard from my fifteen-year-old daughter this week. Doesn’t she know that her older brothers and all kids in the entire world that have ever asked this question before always get the same answer…”Every day is ‘Kids Day’!”
Happy Mother’s Day, Real Estate Moms! I hope you all have plans to enjoy your day!
The other day, my daughter walked into my office and exclaimed with surprise, “Mom! You’re on Facebook!” She thought Facebook was only for kids. Not anymore. The …