A problem arises when Agents mistake conditions for objections.  Agents often treat a condition as an objection and beat themselves up when they don’t get the transaction or contract signed.  The definition of a condition is a valid reason for the prospect to not move forward.  You still need to try all the techniques of handling the objection.  You just need to realize that a condition is usually linked to their ability or authority to act now.
 
They might have the desire to move forward with you but lack the ability …

The creation, control, and conversion of leads determines the revenue and success of your business.  Most Speakers, Trainers, Coaches, and Authors focus a lot of their time on the creation of leads.  They try to sell you their “lead generation system” – the system that creates thousands of leads for you!  We have all heard of these third-party Internet companies that, in most areas, are charging Agents lots of money for low quality and low conversion rate leads.  The only people who are making money out of this deal are …

Many of you who’ve followed my blog or my training know how I feel about open houses.  I think they are a bad idea.  I should clarify that statement.  I believe that there is one single instance in which you should consider an open house: continuously until it sells.  I’ll explain.
Our company, FavoriteAgent.com, is the global leader in real estate virtual office technology, and we believe very much in the independence of agents and in lowering the high cost of overhead in today’s brokerages.  I’m about to share an idea that …

Look around.  Today, agents are dropping like flies.  Real estate brokerages are closing on nearly every corner.  Good people are leaving the real estate business like rats from a sinking ship.  Not that I have any first hand knowledge about rats and sinking ships.  Where do they go anyway?
I digress.  Why are they leaving the industry?  Primarily for one reason:  They can’t afford to stay.  In other words, the real estate business as it is today is not profitable at all for many of us, and only marginally profitable for …

It’s almost time to start our Zero2Hero Agent Challenge 2010, but it’s not too late to for you to enter.  We already have a good sized field of contestants and we hope to get started soon.  So far we have agents from Georgia, California, Hawaii, Florida, Michigan, Idaho, Minnesota, Nevada, Texas, and even one from Hong Kong.   We have agents from big cities and small towns.  We have new agents, and agents starting over.  From national franchises and local independents.  In short, we have a great sample of the real …

Okay… The holidays are over and we are at the half way point of the first quarter of a new year…..So the question is…What has changed in how you are doing (or not doing) your business to make real money?
We are all prisoners of our habits, and especially after a certain age, it is tough to “change”. It’s been said, that if we keep on doing what we’ve always done, we’ll keep on getting what we have always gotten….but that is not true anymore! In today’s competitive marketplace we may …

You can work harder, or you can work smarter.
Most successful Agents don’t go into a secluded room, pick up the phone, and toil away making hundreds of random calls over a non-stop eight-hour period. Few people would even consider that approach. I know I wouldn’t, and I doubt you would.
 
Instead, those who win at prospecting begin by targeting who they will call and why. They don’t waste their time or effort calling iffy contacts that may or may not even be in the real estate market.
 
Prospecting is only effective …

Okay, I’ve spent a couple of weeks “teasing” you about the Zero2Hero Agent Challenge 2010 contest.  Good news is we now have about half the contestants we need, so there’s still time to enter!  I know there are many of you out there who are hesitating… Part of you wants to be a part of the contest but you’re scared.  Or maybe you want to know a little more before going for it.  So, I thought it might be a good idea to tell you a little more about what …

One of the challenges for salespeople is that we sell in generalities when consumers really want specifics. If we stay in the generalities, we will lose.

We need to show the consumers specifically what they will receive when working with us; what specific results they can expect in sales price, net proceeds, timeframe, communication, and additional services and how that differs from the competition. We need to show them what type of guarantee we offer, if any. The commodity mindset a consumer possesses demands the specifics. If they don’t receive …

Last week I announced plans for a national agent competition that our company is hosting.  I threw it out there using a lighthearted, humorous approach… and for whatever reason, the response has been horrible.  Now I realize that this isn’t American Idol and I don’t expect 20,000 people to turn out for an audition like they did in Chicago on last Tuesday night’s show… but I know there are some of you reading this article who are struggling in your practice.
Maybe the idea of admitting to being a “Zero” was …