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In the Zone | vV i4 | 7 Ways to Cut Loose from Old Sales Thinking By Ari Galper

In the Zone

Volume V Issue 4

  1. What Successful REALTORS® Are Saying
  2. Motivational Quote of the Month
  3. Prospecting: Persuasive Strategies for Nurturing
    Homeowners Part II
  4. Negotiating: Roger Dawson's Top 9 Questions to Getting
    a Better Deal
  5. Listing: Magically Reduce Expireds to Clients
  6. Selling: 7 Ways to Cut Loose from Old Sales Thinking
    By Ari Galper

 

Dear Friend and REALTOR®,

This month we've got a star-studded line up with articles from Ari Galper and Roger Dawson.

Most experienced negotiators know that the person with the most information always ends up with the better deal. This month negotiating guru Roger Dawson shares his top 9 effective questions he uses to close that information gap between him and the seller in order to gain that decisive information edge.

In our Prospecting article we continue our discussion on persuasive strategies: this month we'll show you how to build an unstoppable machine that raises your percentage of closed transactions from 5% to 11% each month with the leads you generate. (That means if you can generate 100 leads in a month, then you’ll get 11 transactions out of those 100 leads in the next twelve months.)

By looking at the top 3 complaints that Expireds have and addressing them with a systematic program of mailings, you can magically transform these homeowners from prospects to clients. All in our Listing article this month.

And finally, in this month's Selling article, Ari Galper reminds us of the hazards of backsliding into the 7 old school sales fundamentals...and how to avoid them so you can avoid rejection and boost your bottom line.

Enjoy!

Best wishes for your success,

Gary Elwood
Proquest Technologies
1-800-959-3959

P. S. Be sure to check out our Listing, Buyer, Marketing and Advertising Reports for new articles published weekly. We've published three recently on our Listing pages. Read them today for easy money-making advice.

Any questions about anything you've read about in this newsletter?
Just call 1-800-959-3959 and ask to speak to Brad or Ann.

Find past issues of ITZ here:
http://www.realestategrowth.com/ITZ/archive.asp


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1. What Successful REALTORS® Are Saying

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"I went from having two listings to 23...but the best part is I picked up 72 active, able buyers in 30 days! That means I'll be able to sell these homes quickly!!!"

Sam Michaels III | TX

If you don't already know, see how Provantage can become a key, indispensable ingredient to your success--like it is for Sam Michaels. Click the link below for more information:

http://www.realestategrowth.com/how_to_grow.asp

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2. Motivational Quote of the Month

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"The only courage that matters is the kind that gets you from one moment to the next."

Mignon McLaughlin | American Journalist | 1913 - 1983

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3. PROSPECTING: Persuasive Strategies for Nurturing Homeowners

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Last month I shared with you a strategy for following up on renter leads that you weren't able to call back—the ones that you have a name and address for. This month I'm going to share with you a strategy for following up on homeowners leads.

Send them the first homeowner letter. In this letter you are doing the same as the renter letter—introducing yourself, sending MLS sheets—except you're not including the information about avoiding the rent trap. Iit’s a close with an invitation to meet face-to-face or simply call.

After 30 days, mail the second homeowner letter. Here you are just checking in, informing them of any changes on the status of the home they originally called about and sending a couple of MLS sheets for comparables.

For the homeowners, the final letter takes a new approach: in this letter, you are asking them to call you and leave some information behind. They can receive a free over-the-phone market evaluation simply by calling your toll-free number. In return you’re going to send them an over-the-phone market evaluation. What you’re trying to do here is get them thinking about selling their house—even if they are three or more months out.

Now remember: If you want to tap into every ounce of opportunity you can, opening the door to transactions as wide as possible, this easy, 3-step letter program is exactly what you need to do.

Cherry picking is good when there is plenty of good going around. But especially when the market slows down, you want to have plenty of ripe plants in the ground to pull up.

One agent said that by following this approach she was able to raise her transactions from 5% to 11% each month with the leads she generated. That means if you can generate 100 leads in a month, then you’ll get 11 transactions out of those 100 leads in the next twelve months. And that kind of momentum will build until you have an unstoppable transaction machine.

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4. NEGOTIATING: Roger Dawson's Top 9 Questions to Getting a Better Deal

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According to Roger Dawson, Power Negotiators know that they can get a much better deal if they know how to apply negotiating pressure points, especially Information. Experts will always tell you the side with the most information will do better. And when you think you know everything you need to know about a property, you probably only know about half of what you really need to know. What you need to do to position yourself to do better and get what you want is to ask the tough questions.

Unfortunately most people are reluctant to ask tough questions for fear they would offend sellers. They preface their questions with statements like, "Would you mind if I asked you ...?" or, "Would you be embarrassed to tell me ...?" To apply this pressure point, to get to the truth, to get the most information, you must ask these questions directly. You must ask tough questions to get real answers:

Roger Dawson is the author of two of Nightingale-Conant's best selling audiocassette programs, Secrets of Power Negotiating and Secrets of Power Negotiating for Salespeople.

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5. LISTING: Magically Reduce Expireds to Clients

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One good thing about an expired listing is you know they want to sell. The biggest difficulty is they are getting hit with a ton of calls once their listing expires. They get calls, mailers and agents knocking on their door. With so many messages being flashed in front of them, how do they decide?

This is where the power of a crystal clear USP (Unique Selling Proposition) is so crucial. If you don’t have a clear, distinct, compelling reason...and don't deliver it with a personal touch...frankly, why should they choose you?

So how do you create a USP? How do you separate yourself from the growing crowd of look-alikes?

Let’s start by looking at the top three complaints Expireds have...

Click here to read the rest of the article:
http://www.realestategrowth.com/rep/expired.asp

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6. SELLING: 7 Ways to Cut Loose from Old Sales Thinking By Ari Galper

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Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors.

So maybe it’s time to take a different approach. Maybe we need to analyze our thinking and identify why we’re not making more sales. Take a look at the table below and think about your current selling mindset. How would your selling behaviors change if you changed your sales thinking?

Old Sales Mindset

New Sales Mindset

The bottom line is this: give up trying to persuade. Let prospects feel they can choose you without feeling sold. The sooner you can let go of the traditional sales beliefs that we’ve all been exposed to, the more quickly you’ll feel good about selling again, and start seeing better results.

Want to learn more? Get FREE Access to 10 Audio Mini-Lessons (sent via e-mail) from the Teleseminar that put the old 'sales gurus' back into sales pre-school.

Just visit http://www.UnlockTheGame.com.

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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

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"In the Zone" is a Proquest Technologies publication.
(C) Copyright 2007, Proquest Technologies.