In the Zone | V II i 5 | Sure-Fire Steps to More Listing Appts.
In the Zone | Focusing on the 4 Profit Pillars of Real Estate
Volume II Issue 5
1. What Successful REALTORS(R) Are Saying
2. Motivational Quote of the Month
3. Prospecting: Eight Tips to Following-Up and Getting What You
Want Every Time
4. Negotiating: How to Tame the Dirty Bargainer
5. Listing: The Five Sure-Fire Steps to Scheduling Appointments
Over the Phone
6. Selling: How to Take Control of the Selling Situation
Hey,
The dream of rookies' swiftly building vast fortunes in a short
period of time pretty much dies around the third month of their
new career - or when there sphere of influence runs dry.
Then reality sets in: money doesn't flow in by itself.
There they are, sitting in their office chair, scratching their
head. They wonder why the phone isn't ringing. They wonder why
no one is walking in asking for them by name. They wonder why
the office super-star is "Agent of the Year" for the third year
in a row.
Then it hits them: "I have to find out what the superstar does
that makes her so successful." So they start digging, prowling
and asking questions. Slowly they uncover the truth...which
blindsides them in the stomach.
They discover it's not an arsenal of technology that allowed
super-star to ride the rocket. Nor was it a sneaky little bag of
tricks that vaulted her to the top.
Instead, office superstar just did the hair-raising task no one
else would: she put in a few extra hours picking up the phone.
And to help soothe your path to greater profits, this issue will
give you some of the industry's best advice on how to do just
that: pick up the phone and call.
In addition, discover the three simple steps world-class
negotiators use to defuse deceptive tricks like "hard-hearted
partner" and "extreme demands." A lesson in negotiating you won't
want to miss.
Here's to your success,
Gary Elwood
Proquest Technologies
1-800-959-3959
Send prospecting, negotiating, listing or selling ideas,
strategies and tips to inthezone@proquest-tech.com.
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1. What Successful REALTORS(r) Are Saying
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"I am wrapped up in two contract negotiations where buyers are
bidding...thanks to your system...I listed it and put it into
MLS around midnight last night. I created a fax-on-demand and
emailed agents about the availability of that info. I had 4
over-list-price offers waiting for me when I went to put the
sign in the ground at 8:30 am today...and more contracts on the
way.
"Maybe I am on drugs. Where has this been? Unbelievable. I used
to think real estate was hard...not anymore."
Terry Anderson, Ph.D
Long & Foster Realtors
If you want to learn the secret behind Wayne's success, then
read our 21-page online report "How to Close More Transactions
in a Month Than You Now Close All Year":
http://www.realestategrowth.com/success_stories.asp
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2. Motivational Quote of the Month
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"Risk more than others think is safe. Care more than others think
is wise. Dream more than others think is practical. Expect more
than others think is possible."
Claude T. Bissell
Canadian writer, author
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3. PROSPECTING: Eight Tips to Following-Up and Getting What You
Want Every Time
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To be successful at the science of following up, you must first
define what it is you want. Then, like all other sciences, you
must practice until you have a method that works.
Here are eight proven tips, elements, guidelines and techniques
that will help you get what you want...every time.
1. Opening Lines: Deliver a smooth, sincere line.
"Hi, I noticed you called about the home on 123 Cherry
Street?" Find the thing your prospect is interested in and
make it your point of contact.
2. Get to the point fast.
"Well the reason I called is because I always like to do a
customer service follow up call just to see if there is
anything else we can help you with."
3. After you deliver the opener, make the prospect think.
"Do you mind if I ask you a few questions?"
4. Determine what your prospect needs by...
Understanding their problems, evoking their fears, appealing
to their vanity. Find their hot button...then push it.
5. If you are asked for a price, give it immediately.
Try to do it in the most creative way you can, but give it.
6. Gain buyer confidence.
Use every weapon in your sales-tool arsenal. Bring in
testimonials, credibility questions, references and
similar situations whenever possible.
7. Set your own goals for achievement.
How many calls per day, how many appointments, how many
listings. You must work your numbers consistently to get
them to pay off. Push yourself to win.
8. Every time you make a phone call, get what you came for.
The biggest fear isn't making the call--it's asking for the
close. Focus on asking for what you came for and push for it.
Here are a few questions that work:
"Which will be better for you...?"
"Who should I..."
"If I...Would you...?"
"When can I...?"
Don't forget: in order for these tips and techniques to work you
have to practice. But more importantly...you have to do it.
Prospect and prosper.
Next Month: One Powerful Way to Find Prospects I Learned from a
Sleazy Collection Agency.
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4. NEGOTIATING: How to Tame the Dirty Bargainer
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There are many tactics and tricks people can use to try to take
advantage of you. Everyone knows some of them. Their purpose
is to help the user "win" some substantive gain in an unprincipled
contest of will. Such tactics may be called "dirty" bargaining.
To counter them follow these three steps: recognize the tactic,
raise the issue explicitly and question the tactic's legitimacy.
Here are four dirty trick situations and how to counter them.
Hard-hearted partner. "It's a perfectly reasonable price, I agree.
But my wife absolutely refuses to go along with me on it."
Recognize the tactic. Rather than discussing it with the other
negotiator, you may want to get his agreement to the principle
involved--perhaps in writing--then if possible speak directly to
the "hardhearted partner."
Extreme Demands. Negotiators will frequently start with extreme
proposals like buyers offering $75,000 for a house which is
apparently worth $200,000.
Bringing the tactic to there attention works well here. Ask for
principled justification of their position until it looks even
ridiculous to them.
Escalating Demands. A negotiator may raise one of his demands for
every concession he makes on another. They may also reopen issues
you thought had been settled. There favorite phrase is, "Yes,
we have an agreement, but there's one small problem."
When you recognize this, call it to their attention and then
perhaps break while you consider whether and on what basis you
want the negotiations to continue.
The good-guy/bad guy routine. Sometimes people on the same side
will stage a quarrel. The seller will say, "This house is worth
$220,000 and I won't accept a penny less." His agent looks pained
and a little embarrassed. Finally he breaks in: "Frank, you are
being unreasonable. After all this house is small and not in the
best location." Turning to the agent representing the buyer,
he says, "Could your client pay $215,000." The concession isn't
large, but it almost seems like a favor.
If you recognize it, you won't be taken in. Just ask the agent
"I appreciate that you are trying to be reasonable, but I still
want to know why you think that's a fair price. What is your
principle? I'm willing to accept $220,000 if you can persuade
me it's the fairest price."
In the end, whatever you do, be prepared to fight "dirty"
bargaining tactics. You can be just as firm as they can be, even
firmer.
Next Month: The Single Best Piece of Negotiating Advice I Have
Ever Received. (A beginner's gambit that most people ignore--and
what happens when you violate it.)
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5. LISTING: The Five Sure-Fire Steps to Scheduling Appointments
Over the Phone
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Even though this sequence is capable of producing tremendous
results, it's important to understand that it's really not about
the specific dialog that produces the intended result, but the
action of getting on the phone.
Imagine you are calling a FSBO who has an ad in the paper. Here
are the five steps you would take to make the appointment.
Step 1: Identify
"Hi. I'm calling about the ad in the paper with the home for
sale." Warning: do not say, "Hi. This is Bobby Boe from Star
Realty." You're likely to hear a click.
Next say, "Is the house still for sale?"
If they say, "Yes," proceed.
Step 2: Introduce Yourself
"Hi, this is Bobby Boe from Star Realty. How are you?"
Step 3: Clarify
"The reason I'm calling is to see if you folks are open to
working with agents in the sale of your property?"
If "Yes, we are working with brokers," clarify. "So it's
currently listed with a broker?" The reason you ask that
question is because they could have just listed with a broker
even though they are still advertising. However, if they say,
"no," great--proceed.
If they answer, "No, we are not interested in working with a
broker," gently reply, "Oh, are you trying to sell it on your
own?"
If "yes," then say, "I understand. Is that because you are
trying to save the commission?"
They will probably say, "yes." Proceed.
Step 4: Find out what they are committed to.
Be careful when moving into this section. You're focus should
be on building rapport. Do that with a soft, gentle tone. If
you come off quick and snappy, you are likely to hear the
phone click. You don't want that.
"I understand. Do you mind if I ask you a couple of questions?"
(Don't wait for an answer--immediately lead into the questions.)
"Would it be okay if I asked you where you folks are moving
are moving to? Oh, I see. Why there? By when do you need to
get there?"
How many questions should you ask? Until you have a good idea
of what the people are committed to and you think they are
ready to let you come over. Some conversations can last 15
minutes or 60 seconds before you schedule the appointment. This
is where instinct comes in and you get that only from making
a lot of calls.
Step 5: Invite action.
"Would you be offended if I just stopped by to see your house?"
Isn't that a great question? Only the most insensitive brute
would say, "Yes, I would be thoroughly offended."
Practice and use any variation of these five steps--I hate t
make an unscientific prediction--but I promise your calendar
will begin to fill very quickly with valuable listing
presentations...
One client in North Carolina says this dialog alone used on
FSBOs adds up to ten more listings a year. Imagine if you used
it for every other type of seller.
Next Month: How to List Expireds with a Very Simple Opening Line.
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6. SELLING: How to Take Control of the Selling Situation
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
The tool I'm about to give you is enormously powerful.
Entire careers have been built on its power. All the great deal
makers use this power.
What is it?
Nothing more than a script to take control of the selling
situation.
Lay down the law. Say:
"I have my pulse on the market. If I call you and tell you to
come to see a home that only I have the privilege of showing or
only a handful of top agents have access to at the moment, please
believe me. My job is to find out exactly what you want, and
once I know what you want, I will be on a relentless pursuit to
find the perfect home for you."
These are fighting words and motivated buyers love to hear them.
Let your people know that what you telling them is gospel truth,
and it is important that they act on what you tell them when
the time is right. But let me warn you...
It's important that you say this script firmly, but respectfully.
Use a soft-tone, mirror their body language so they feel at ease
and for God's sakes, don't point your finger!
If you do this right, you will have buyers coming into your office
at ten o'clock at night and six o'clock in the morning because
you said "we have to move fast and make an offer." That's power
that will stack your wallet--even in thought times--with more
checks.
Next month: Five Simple Listening Skills That Will Immediately
Turn the Tide in Your Favor in Any Selling Situation.
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Proquest Technologies, Inc.
inthezone@proquest-tech.com
1-800-959-3959
In the Zone: Focusing on the 4 Profit Pillars of Real Estate
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
"In the Zone" is a Proquest Technologies publication.
(C) Copyright 2005. Proquest Technologies.
