Proquest Technologies | V II i 9 | Three Crucial Variables to Negotiations
In the Zone | Focusing on the 4 Profit Pillars of Real Estate
Volume II Issue 9
1. What Successful REALTORS(R) Are Saying
2. Motivational Quote of the Month
3. Prospecting: Failure Is a Choice Made by the Undisciplined
4. Negotiating: The Three Crucial Variables to Negotiations
5. Listing: Tap into the Seven Qualities of the Best Listing Agents
6. Selling: Don't Settle for No
Hey,
Like most people, you probably have had your share of failures and
defeats. And like most people, you will probably continue to have
your share. But what separates you from most people is what
happens after those failures and defeats...
You rise up, dust yourself off and forge ahead. And it's this
attitude toward failure and defeat that has (or will) lead you
down the road to success.
In the early twentieth century, U.S. journalist and political
reformer Jacob A. Riis said, "Some defeats are only installments
to victory." I hope you share his feeling.
We are all familiar with the stories of famous people like
Lincoln and Edison and the Wright Brothers who overcame a string of
failures to finally reach the top.
But you'll notice too if you study their lives that their attitude
toward failure never changed once they reached the top. They were
still susceptible to failure, but their experience had forged an
iron will to learn from their mistakes and never give up.
That's why in this month's In The Zone you'll notice a never-give-up
thread running through the articles. Like in Prospecting, discover
the number one mistake agents continue to make that will guarantee
failure at prospecting. (And the scary part is that it's a decision
they make themselves.)
Or in the Selling pillar, you'll see this never-give-up theme in
the simple short script that can turn a flopped opportunity into a
priceless education. Critical stuff.
The fact is, as long as you breathe you will encounter failure.
What's important, however, is not what happens to you, but how you
respond to that failure. The right response is key to your success.
Enjoy and 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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"The system I feel has made a difference with the contacts I've
made with my listings. It shows my sellers the interest there is
in their property and how I'm working to promote their home.
"The information in the books I have received as well as the
support from the people...have made this system easy to use. My
daughter who works with me as a team is expanding the system
because there are so many benefits that we have just started to
scratch the surface."
Best wishes
Marvin R. Paluszynski & Dianna Neumann
Father & Daughter Team @ Nicholson Realty
If you are ready to take the leap to the next level in your career,
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/how_to_grow.asp
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2. Motivational Quote of the Month
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"We cannot lower the mountain, therefore we must elevate ourselves."
Todd Skinner
U.S. Mountain Climber
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3. PROSPECTING: Failure Is a Choice Made by the Undisciplined
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For many agents, prospecting is their most difficult activity.
They dread the thought of picking up the phone to cultivate
leads. However, long-term success is built through disciplined
prospecting. In order to be profitable, agents first need to set
prospecting goals.
But when goals are set half-heartedly and they don't reflect our
top priorities, there should be no surprise when we display low
discipline and we fail.
Discipline always involves the act of reaching a goal, and it
also reflects the level of commitment that is attached to that
goal.
Some agents are wonderful examples of what it means to be "truly
disciplined." They spend two hours every day or every other day
focusing on prospecting--whether they time block or not.
They simply make prospecting the most, or certainly one of the most,
important activities in their day, every day. The great thing
about this is that they simply don't allow anything to get in the
way of the most important objectives in their day. Everything else
takes a lower priority.
If you follow this simple principle, all of a sudden reaching the
objective becomes easy. And you become disciplined.
For successful, disciplined agents, literally millions of things
could be used as an excuse not to prospect one of those days. But,
because it is one of their top priorities, nothing gets in their
way of prospecting. Not a fever, not a showing, not bad weather.
As soon as you move prospecting to the top of the ladder and take
a do-or-die attitude towards it, you'll discover how predictable
and profitable your business can become. And you are more likely
to feel good about your work when you're involved directly
in income-producing activities--like prospecting.
And remember, if you do nothing else, cold call. But if that's not
your cup of tea, learn how our clients generate dozens of warm
inbound leads every week without cold calling, rejection or
frustration. Read our 21-page online report "How to Close More
Transactions in a Month Than You Now Close All Year":
http://www.realestategrowth.com/how_to_grow.asp
Next Month: A Very Shrewd Short Cut to Creating Ads That Compel
Prospects to Call You
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4. NEGOTIATING: The Three Crucial Variables to Negotiations | Part 1
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Entering any type of small or large negotiations with power, time
and information on your side will increase your chances of getting
what you want.
In Part 1 you'll discover how easy it is to use power to work with
more clients, list more homes and make more money.
For example, in a listing presentation, use the power of expertise.
Establish your credentials and background early in the presentation.
If you do, your statements may not even be challenged. Cash in on
the fact that participants often lack specialized knowledge of
certain aspects of the matter being discussed.
Or, use the power of investment. Spend lots of time in their home
and on the phone with them. There's a direct ratio between the
extent of an investment in time and the willingness to compromise.
Or, use the power of identification. You will maximize your
negotiating and selling ability if you get others to identify with
you. In other words, get them to like you.
Or, the power of persistence. Sometimes, if you get a "no" don't
shrug it off. Learn to hang in there. By gnawing through a levee
long enough, even a rat can drown a nation.
Or, power of persuasive capacity. Logic, in and of itself, will
rarely influence people. If you want to persuade people, show
the immediate relevance and value of what you're saying in terms
of meeting their needs and desires--that is, find their hot buttons
and push them.
Next Month: The Three Crucial Variables to Negotiations | Part 2
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5. LISTING: Tap into the Seven Qualities of the Best Listing Agents
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Here's the lowdown from seasoned listing agents on the top seven
qualities that have helped them list more homes.
1. Be Open to Change
Don't lock yourself into time-worn ways of doing things. This
includes looking for creative ways to accommodate legal and
ethical requests--even if they are outside of your comfort zone.
2. Earn their Trust
Trust is the foundation of any relationship. Earn it in little
ways by keeping promises, showing interest and backing up any
claims with hard proof.
3. Contribute Beyond the Canned Presentation
Learn to be flexible and allow the interview to go a different
direction--especially if you sense it's turning down a good path.
Remember, you don't have to finish the interview to close the sale.
4. Build Enthusiasm
Demonstrate how you can sell their home for the most money, in
less time and with the least amount of hassle and you will have
an enthusiastic and committed seller on your hands.
Visit our online listing demo for one example:
http://www.realestategrowth.com/listing_pres.asp
5. Get Involved
Even if you don't have the listing wrapped up in a bag yet, tour
the house, make recommendations, take pictures and measure rooms.
6. Communicate a Focused Plan
Talk to the sellers like it's a done deal. Communicate the
focused, carefully-designed plan that will sell their home for
the most money, in less time and for the least hassle.
7. Lead Sellers to the Close
Closing a listing presentation in the positive requires strong,
confident leadership. To lead people become transparent, walk
beside them and pepper your conversation with "I understand"
"That makes sense" "You're right." You'll know you succeeded
when they say, "When can we start!"
Next Month: 12 Cheap Ways to Ensure Your Inventory Is Always
Crammed with Listings
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6. SELLING: Don't Settle for No
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Win or lose, every sales transaction should be a learning
experience. Call to mind your last rejection. What did you learn
from it?
True, in selling you win some and lose some. Top producers in the
business appreciate this. However, the key is that top producers
seek out knowledge from no-sale situations so that they can learn
from their mistakes and profit from the situation--even if it was
a no sale. Their time invested is precious and any advantage they
can gain from time spent is worth the effort.
Next time an opportunity falls through, follow-up with the agent
from the other party and say...
"Listen, I'm humbled by this and want to learn from my mistakes, so
from professional to professional maybe you can help me out.
"I thought I had this opportunity sewed up from the beginning. What
happened? I'd appreciate any help I can get."
And if the other agent confides in you, follow up each time he
mentions something with "Was there anything else?"
The idea is to get as much as you can out of the no-sale opportunity
and next time turn a potential "no" to a resounding "yes!"
Next month: Ten Tips for Exploiting the Most Powerful Tool in Sales
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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.
