In the Zone | vIV i2 | Destroy The Wily "Promise in Heaven" Gambit

In the Zone

Volume IV Issue 2

  1. What Successful REALTORS(R) Are Saying
  2. Motivational Quote of the Month
  3. Prospecting: Stunningly Easy, 25-Minute and 25 Second Routine for Adding 750 Contacts to Your House List in One Year
  4. Negotiating: 2 Crushing Counters You Can Use to Destroy This Wily, "Reward in Heaven" Gambit
  5. Listing: Add the World’s Most Natural, Everyday Way of Talking During Your Listing Presentation and Watch Clients Literally Throw Themselves at Your Feet
  6. Selling: The Most Powerful Close in the World

Hey,

You’ve been there.

An African bull elephant weighs 12,000 pounds. Stands 11 feet high. Flaunts tusks 6 to 8 feet long. Eats 770 pounds of grass, leaves, roots, bark, branches, fruit and water plants. A day.

Now, imagine eating that sucker. It would take forever, wouldn't it? So one bite at a time, right?

Well, that's the principle you will learn from our Prospecting article. Here's a stunningly simple, 25-minute and twenty-five-seconds-a-day tactic you can use to build a contact list of 750 hot leads...in a fraction of the time it usually takes.

Or, are you tired of getting taken advantage of when someone uses the "Reward in Heaven" gambit? Don't even know what the "Reward in Heaven" gambit is? Oh, then you really must read this month's Negotiating article.

And include these 6 natural ways of communicating during your listing presentation and you will literally have to beat clients off of you with a stick.

And finally, introducing...the Most Powerful Close in the World. And the cool thing is, no one will even have a clue you are closing.

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.

Find past issues of ITZ here.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

1. What Successful REALTORS(r) Are Saying

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

"We generate 100-150 buyer leads every month at a very small investment of time and money."

T. C.

Denver, CO

If you want to learn more about how Steve Millar shifted his new career into overdrive rapidly, then read our 23-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

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

"Nothing is difficult if you divide it into smaller jobs."

Henry Ford
Founder of Ford Motor Company

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

3. PROSPECTING: Stunningly Easy, 25 Minute and 25 second Routine for Adding 750 Contacts to Your House List in One Year

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Let's say you ran the numbers this morning and you discovered that you needed 150 contacts in your list to sell 20 homes this year. That's about 1 out of every 7 people buying or selling a home.

Possible, but what if I told you that you could collect almost five times that many with the same amount of effort. Which means you could sell almost 100 homes in a year (instead of 20)...would you believe me?

It may seem daunting. And you may ignore my advice. But remember, leads are like water and food to your survival. And prospecting is how you work those leads.

Get this: if you schedule just 25 minutes and 25 seconds a day to make 3 follow up calls, you'll have 15 new contacts at the end of the week. 60 at the end of the month. 720 at the end of the year.

How do you do that? Easy.

  1. Choose the time of day you are at your peak. Whether morning or afternoon.
  2. Block out 30 minutes each day at this time.
  3. Use a timer: set it at 25 minutes and 25 seconds.
  4. Then pick up the phone and return phone calls from leads you received that day. (See the report on call capture at http://www.realestategrowth.com/how_to_grow.asp to find out more about generating leads effortlessly.)
  5. Don't do anything for that 25 minutes and 25 seconds. Except call.

Once you're done, pat yourself on your back. And use the remaining 4 minutes to plan how you are going to spend all the money you're going to make. Make sure you do it again the next day.

Next Month: Make Hay While the Sun Shines: Cheap Little Trick That Will Ensure Prospects Are in the Optimum Mood to Talk!

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

4. NEGOTIATING: 2 Crushing Counters You Can Use to Destroy This Wily, "Reward in Heaven" Gambit

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

A young listing agent is working with a seasoned investor to buy 7 acres.

As they review the details of a possible sale, the investor makes a point of telling the young agent how much business he is going to send him down the road.

New to the business and wanting as much help as he can get, the young agent is going to do what he can to get the investor's future business. So what does he do?

He lowers his commission rate to 5%.

After the first rounds of price talks, the investor says that he really wants to buy the property, but the price is still higher than he had expected. He offers, "If you can get the price down another $2,500, I will bring as much business as I can your way."

The young agent figures, another 1% knocked off his commission would accomplish that.

In effect, the investor is promising a "Reward in Heaven." And unfortunately, most people fall for this tactic. And rarely does the promised reward come through.

Here's how to handle this tactic: fight fire with fire.

Either shoot for a trade-off concession: "I'm not able to lower my commission on this purchase, but if you work with me on the purchase of another property in the next thirty days, I will lower my commission on the second purchase."

Or, simply say, "it is not my policy to lower commission rates on the promise of future business." The old Standard Policy gambit.

Next Month: The Best Defense Against the "False Alarm" Gambit (Yielding to this gambit just once could punish you forever.)

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

5. LISTING: Add the World’s Most Natural, Everyday Way of Talking During Your Listing Presentation and Watch Clients Literally Throw Themselves at Your Feet

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

  1. Organize your thoughts. Slow down during the presentation, think, and avoid mouthing-off the first thing that comes to mind.
  2. Think through your possibilities...out loud. Working through your possible scenarios, solutions, offers with the other party will invite participation and cooperation. Ask questions like, "I'm not saying this is the route we need to go, but what if...." You'd be surprised. This often leads to productive dialog and creative solutions.
  3. Read the nonverbal. The better you become at recognizing body language and controlling your own, the better negotiator you'll become.
  4. Get to the point. Oversimplify your message. Most people only hear a fraction of what you say. Make sure they hear the point that matters.
  5. Stress the benefits. Anything you say must tickle other people's sweet spot. Otherwise, they'll take you as a self-absorbed salesperson.
  6. Listen carefully. To words. To feelings. To facts. Eliminate distractions. Stimulate deeper conversation with questions. Take notes.

Naturalizing these six steps, like world class negotiators, will have a tremendous impact on your listing presentations. Especially if you are working with difficult or fussy clients.

Next Month: This One Condition Can Cripple Any Home You Have For Sale (Your best bet: never even list a home with this condition.)

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

6. SELLING: The Most Powerful Close in the World

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Knowledge about homes is useless unless you know how homes suit or "fit" buyers. You want to understand how a home satisfies their wants, needs and desires.

You probably already own a home or two. So you know a little about home ownership. But what you need is a little more sales information.

What do you do? Easy.

Go visit someone in your farm. In their homes. Watch, ask and listen.

To a young urbanite who would prefer to live near downtown, close to other young urbanites, coffees houses, shops, museums and pubs, key in on his desire to live downtown versus the suburbs. The big idea being he will be surrounded by people and things that he loves.

Ask questions about their likes and dislikes.
Ask what they like best, like least.
Ask what they would change, and how.
Ask about the service they received after the sale.
Ask if they would buy it again

And write down everything they say! Doing this will put a powerful perspective on how you list and sell homes.

And when it comes to choosing their next agent, you will stand head-and- shoulders above every agent in your market. Because you've touched them. Visited them. Demonstrated that you care.

And closing them will be a cinch. You won't even break a sweat. (Guaranteed. Unless it's 100 degrees outside.)

Next Month: Word Scare: Five Words That Will Injure Any Sales Call

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

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.