Do You Have An Elevator Pitch?

Do you have an elevator pitch? You’re going to need a clear, succinct elevator speech to make a lot of money and be successful in real estate You've heard these from sellers, right? • "We're going to sell it ourselves." • "I know a lady from church." • "We're going to fix it up first. Then we'll call you." • "My sister-in-law is a real estate agent.” You want the listing. You want the listing appointment. They think they already have a connection to an agent —no matter how feeble the connection or the agent. What do you say to get them to meet with you? What words do you... Read More

The Science of Sales

How is your "power of persuasion?"

Do you use the science of sales when guiding a buyer in making an offer? Do you use the science of sales when presenting your buyer's purchase contract in a multiple offer situation? How about when you're giving a Listing Presentation? Persuading an Expired or a FSBO to list with you?

The Science of Sales is understanding and using the power of persuasion. It’s a unique skill set that is precise and formulaic.

In other words, when you are intentional about understanding it, you (anyone actually) can learn it and use it to dramatically increase your... Read More

Tree Peonies, Realtors, and Making More Money

Have you ever noticed the best advice comes from the most unlikely sources? I found great business advice the Gardening section of the New York Times. The Master Gardener answers a reader's question in this article called: Breaking a Cycle of Failure. Q. "For three years, I have bought tree peonies from my local discount center in the spring. Each year, they fail. Any advice?" A. "One definition of insanity is doing the same thing repeatedly, expecting a different result. Start by planting at the right time of year. After a winter in storage, "no fine feeder roots... Read More

What Is The Million Dollar Question?

I want to share something with you today that I think is going to make it a lot easier for you to get listings that are priced right. This works equally well for For Sale By Owners, Expired’s, Cancelled listers.

When you're talking to a FSBO or Expired or Cold Call prospect on the phone and they say, “Yes, we're thinking about selling our home.” Great, go ahead and schedule the listing appointment! And one way you can really help yourself, and set that FSBO or Expired listing appointment up for success, is by asking what I call the “Million-Dollar... Read More

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