We often expect that the cost of our service is going to be the big objection that we face. Often, the objection is really about the prospect’s fear of making a decision. This is usually the case when countless previously unvoiced objections crop up just before you ask for the prospect to sign the documents. The prospect could be gripped by the six fears of Buyers and Sellers.
1. Fear of making the wrong decision
You will hear them state the need to talk with someone they trust to stall the process. …

When you break a Real Estate Agent’s business down, there are only four ways to increase production. There are four proven avenues toward increased gross revenue.The four ways to increase production are:

Number of contacts
Method of contacts
Quality of the prospect
Quality of the presentation

When you begin working on any one of these, you have…

We really have an unlimited supply of what we can prospect. Webster defines prospecting as “seeking a potential customer; seeking with a vision of success.” In the definition, it doesn’t say waiting for the phone to ring, sending out postcards, or hoping someone calls you. It clearly says that prospecting is a seeking activity. Let me share a guarantee from ancient scripture. “Seek, and you shall find.” The guarantee is if you seek, you will find. I hear all the time from people, “Well, what if it doesn’t work?” You …

We Agents need to understand the current and emerging market trends. We need to understand the economic influences of our region and how that will influence the market place in the future. The skill to evaluate the present against the past in order to forecast the future can separate us from others in the marketplace.
Evaluate the total sales volume and number of sales on a year-to-date basis and against the previous year. This will allow you to see where you have been and where the marketplace is trending.
• Is the …

You don’t need to make fifty cold calls a day to achieve prospecting success. In fact, if that is your primary method, I would question your decision-making ability. We need to do enough prospecting activity to drive the business. Picking a more effective medium than cold calling is the mark of a successful businessperson. When we prospect consistently, which is the key, it doesn’t take much. I caution you; it is also easy to think we are making progress and be merely treading water at best.
If you set a goal …

Your ability to plan, set goals, and create action plans to accomplish your goals is the mark of someone who is truly successful. This skill to set goals is a life-long endeavor. It is a habit that must be cultivated daily for a lifetime. This single activity will have the greatest impact on your life over any other achievement skill.
To be disciplined in setting goals is to sit down with paper and pen and make a list of things you want to acquire, attract, or accomplish in the next several …

Time-consuming fires are the hot issues that result from the emotional turmoil involved in many real estate transactions. Sometimes they require calm and caution; other times you need to put on a fireman’s hat and start dousing the flames of a delayed closing, emotionally frustrated buyer or seller, problem co-op agent, or slow moving inspector, appraiser, or loan officer. Let the following rules guide your responses:
• Rule #1: There is no closing issue that can’t wait an hour. When your transaction hits a snag, don’t let it dramatically change your …

I can’t even count how many times I’ve heard Sellers start pricing discussions with the statement, “We really need to net this amount of money.” The declaration usually goes hand-in-hand with the Seller’s instruction to “Try this price, I don’t want to give it away,” which is usually followed by the caveat, “We can always come down later, but we can never go up.”
If you allow yourself to be swayed by a Seller’s need to start higher than the property should be priced, you set yourself up for a costly …

Let’s start with the bottom line first: The whole purpose of a prospect presentation is to establish your competitive advantage. In the least time possible you want to communicate what makes you different from the more than 1.2 million other licensed Realtors in the United States. You want your prospects to see exactly why they should hire you, what’s in it for them, and why they should proceed with confidence to sign your listing agreement.
 
Most agents spend the presentation explaining what they will do for the client rather than focusing …

Agents lose control of the listing presentation when they allow the sellers’ agenda to take over the discussion. I have listened to agents who have lost control to the seller in the first five minutes. The problem for most agents is once they lose control, they don’t have the skill to wrestle it back.
 
The sellers’ agenda is simple. They want to know what their home is worth.  They want to know what you do to sell it and what you will charge for your service.  And for sure, they want …