In the Zone | V III i 4 | Profit from Their Obsessive Desire
In the Zone | Focusing on the 4 Profit Pillars of Real Estate
Volume III Issue 4
1. What Successful REALTORS(R) Are Saying
2. Motivational Quote of the Month
3. Prospecting: The Most Profitable, Time-Saving Strategy
You Can Use When Prospecting
4. Negotiating: How to Stop the Buyer from Grinding Away at You
5. Listing: 30 Minutes to Closing 19 out of 20 Listing
Presentations
6. Selling: How to Get What You Want from the Obsessive Desire
Every American Has for Personal Freedom
Hey,
Information is critical in our age. It can often be your
only competitive advantage in a crowded market. But information
is useless if it's the wrong information.
That's why In the Zone provides you with pithy, mission-critical
information focusing exclusively on the four highest-leverage
activities of real estate: prospecting, negotiating, listing and
selling.
This is some of the best information you'll need if you want to
crank out commission check after commission check.
Everything else you can delegate.
In our Prospecting Article, learn one of the greatest strategies
you can use to maximize and pump more profits into your
prospecting efforts.
Mr. Buyer wears out Ms. Seller: it's a gamble, but it's a
technique you can use on someone who's trying to grind away at
you during a negotiation...and the secret to avoiding
confrontation. This one is pure dynamite.
You have less than 30 minutes to convince a prospect you are
the person to sell their home. How do you prevent their listing
from landing in someone else's lap? A crucial, time-sensitive
5-step formula in this month's Listing article.
And we explain why Johnny "Take it or leave it" Hard Sell will
never close another deal in his life in our Selling article.
Americans are obsessive about their freedom. Box them up and
you're doomed.
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.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
1. What Successful REALTORS(r) Are Saying
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Chris Giddings
If you want to learn more about how Chris Giddings took the leap
to the next level in his 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
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
2. Motivational Quote of the Month
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
"Information is the oxygen of the modern age."
Ronald Reagan
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
3. PROSPECTING: The Most Profitable, Time-Saving Strategy
You Can Use When Prospecting
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
When you generate 100, 200 or even 300 or more leads a month
(like clients who use our Provantage system) there's a critical
attitude you must take to keep yourself from wasting leads and
burning out while you strive to create as many transactions as
you can from these opportunities.
Yes, a lot of leads may be a good problem. But you will
lower your chances of success if you try to pursue all of them...
which some people try to do.
Yes, follow up with every lead, but don't pursue every lead.
See, some leads don’t have the appropriate DNA (desire,
need, ability); move on. A few of them are just kicking tires.
Move on. Others are looking for a house for their Aunt Mimmie
who’s moving here in thirty years. Move on.
You need to politely identify if a lead has the right DNA. In
essence, your challenge is to disqualify them as rapidly as
possible.
In the next two months, I'll tell you how to disqualify both
buyers and sellers. Two good secrets for anyone doing any kind
of prospecting.
Next Month: Six Questions to Rapidly Disqualify Buyers
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
4. NEGOTIATING: How to Stop the Buyer from Grinding Away at You
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
What's wrong with grinding away at the seller?
Nothing...unless you are the seller.
Have you ever found yourself in a situation like this: let's
say you quote to the buyer's agent a price of $180,000; the
buyer's agent says his people will offer $160,000. Over time
you negotiate back and forth, and finally it looks like you
agree to $172,000.
Now, the buyer and buyer's agent might be thinking, "I got him
down to $172,000. I bet I can squeeze another thousand out of
him."
He says to you, "Look, my people are really struggling right
now, and they just can't do this unless we can bring the price
down to $171,000."
Here's what you say to stop the grinding away:
"I'm not sure if I can do that, but I'll try. I'll get back with
you tomorrow."
The next day you come back and withdraw the concession you made
the day before.
"Listen, I'm really embarrassed about this, but after discussing
it with the sellers last night, I know we were talking $172,000
yesterday, but we can't even sell it to you for that--we feel
like it would be crazy to go below $173,000."
The buyer will get angry and demand $172,000--but he'll have
forgotten his offer of $171,000.
The withdrawing an offer gambit works well to stop the buyer
grinding away at you. In addition, lean on the Higher Authority
to deflect pressure from yourself. Continue to position
yourself as on the other person's side and any negative emotion
will be directed away from you.
Next Month: How to Leave Pushy Negotiators Dead-In-The-Water
with One, Two-Letter Word. (Warning: this one-two punch formula
is not for the faint-hearted.)
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
5. LISTING: 30 Minutes to Closing 19 out of 20 Listing
Presentations
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
1. Let your prospects talk about themselves for at least
24 minutes.
2. During that time, listen for the key to the listing. It may
be something like, "I never work with anyone who interrupts
me." If it's that simple, never ever interrupt them.
3. In the next four minutes, speak their language. Demonstrate
how you will sell their home faster, for more money and
with less hassle. Dropping on their coffee table a 12-page
call detail report on the listings you have will do
the trick.
4. In the next one and a half minutes, ask a question to close
the sale: Start with "Is it a fair question to ask that..."
5. In the final 30 seconds, end the appointment
enthusiastically. Whether you get the listing or not, people
would like to think that you enjoyed talking to them. Be
happy and grateful as you leave and you will burn your image
deep into their memory--even if they choose another agent
perhaps that agent will fail them and you will be the person
they call.
Blend this formula with other listing presentation strategies
found at http://www.realestategrowth.com/listing_pres.asp
and you can carve out a monster share of your market in the next
30 days.
Next Month: One Simple Question to Determine Exactly Your
Probability of Closing the Deal...and the crucial moment when
you must ask it.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
6. SELLING: How to Get What You Want from the Obsessive Desire
Every American Has for Personal Freedom
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
When it comes to personal freedom among the citizens of the
world's countries, Americans tend to stand apart.
Germans, for example, are willing to obey strict building codes
to preserve the historic beauty of their cities.
Canadians are willing to accept stricter gun control laws for
personal safety.
Americans, on the other hand, have an incredible desire for
personal freedom, no matter how destructive it may be.
We have a tremendous desire to feel free; we don't want to
feel like we've been outmaneuvered and only have one choice
left open to us.
That's why when you are in a closing situation you should always
give the other side two options from which to choose.
The key to the Two-Options technique, however, is that both
options must be acceptable to you.
You say, "Well, Jack and Jill, I don't think that there is
any question that you should buy this home...the question
becomes, how do we work it out so that you can live
comfortably with the investment.
"Let's take a look at these two different financing plans and
tell me which would be best for you. One is a..."
The takeaway lesson here: never back anyone into a corner by
saying, "Take it or leave it, they won't reduce the price."
Chances are they will probably leave it.
However, phrase the bottom line in two acceptable options and the
chances are they will go for it!
Next month: Why the Often-Disregarded People in Your Market Are
Floodgates to More Referrals
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
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.
