Listen for Buying Signals

The prospect will often tell you when he is ready to buy- if you are paying attention. Listening is as important as talking.

Anticipate Client Questions

Keep in mind that when you show an apartment, clients are being presented with a lot of new information that they have to process in order to make a decision. It’s common that some questions will not occur to them until after they have left. This is where you step in- anticipate what they will

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Set and Achieve Goals. Make a Plan.

Define and achieve specific long-term (what you want) and short term (how you’re going to get what you want) goals. Goals are a road map that will direct you to success.

Learn on the Go!
Audio CD’s are fantastic learning tools for a busy agent. You have plenty of travel time to and from appointments. You also have time when you’re not at work but have other tasks and errands that need to be done. Put on your headphones while doing laundry, or while you’re at the gym. Audio CD’s make it easy to incorporate personal education into your busy lifestyle!

The Right Mentor Sees Your “Future Self”

As you’re starting out you’re going to be full of questions and prone to mistakes. It may be difficult to imagine yourself handling clients with ease. Your mentor should recognize the attributes in you that indicate you WILL be successful once you learn the ropes. He will see you the way you will be in the future and help you to vividly see

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Go for the Gold!

In real estate, either your client signs a lease or they don’t.
There’s no compensation for a client “almost” signing. In other words, Silver and Bronze don’t count! Keep your eye on the Gold and treat you client with exceptional customer service and you’ll be well on your way to success!

Ask For The Sale

Sounds too simple, but it works.

Bit by Bit…

A marathon runner doesn’t envision the entire 26.2 miles from the very start of the race. Instead she focuses on the mile ahead, and then the next mile. At a particularly difficult stretch she may focus on each step, counting each one after the other!

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Double Check Links!

You or someone from your staff should independently verify that all your links take the visitor where they should. Also, have an error page that allows a visitor to report a broken link.

Champion Advice!

As an agent you must constantly reinvent yourself. It is a never ending process, especially under challenging economic conditions! Question everything and work towards rethinking better
ways to do everything you do.

Champion Advice!

Hire a non paid intern, have them
do all the tasks that can be
delegated so that you may have
more time to invest with clients.

Redefine Rejection

They’re not rejecting you, they’re just rejecting the offer you’re making to them.

Follow-up, Follow-up, Follow-up.

It takes 5 to 10 exposures to a prospect before a sale is made; be prepared to do whatever it takes to get the 10th meeting.

If You Don’t Make The Sale, Make a Firm Appointment to Return

If you don’t make the next appointment when you are face-to-face, it may be a long, hard road to the next one. Make some form of sale each time you call.

When You Ask a Closing Question, SHUT UP!

The first rule of sales.

Overcome Objections

This is a complex issue. It’s not just an answer, it’s an understanding of a situation. Listen to the prospect, think in terms of solution. You must create an atmosphere of confidence and trust strong enough to cause (effect) a sale. The sale begins when the customer says no.

Get Down to the Real Objection

Customers are not always truthful, they often don’t tell you the true objection at first.

Anticipate Objections

Rehearse answers to standard objections.

Use Testimonials

The strongest salesman on your team is a reference from a satisfied customer. Testimonials are proof.

Don’t Down the Competition

If you have nothing nice to say, say nothing. This is a tempting rule to break. The sirens are sweetly singing. Set yourself apart from them with preparation and creativity- don’t slam them.