Real Estate News and Tips

How to be a Great Boss Hire the right people. Clearly define the expectations. Be a great example. Communicate with them. Listen to them and encourage them. Be realistic in your expectations. Invest time and money to train them. Confront at the moment when needed, don’t harbor grudges. Be clear…

Investing in Your Business It’s interesting that most new business owners invest large sums of money to build and open a new business. In sales we often get a license (if one is required), go through a minimal amount of training, buy some business cards, and say “Here I am!”…

Building and Working Your Database What would your business be like if you doubled and tripled your database over the course of the next year or two? Can you imagine how much you would enjoy your job if you never had to cold prospect ever again? Well, do something about…

Finding New Sources of Business Many of the salespeople I meet and coach initially come to me with only one or two sources of business. Perhaps you can relate. That’s just fine if these sources are yielding the business and income you need. However, if you need more business then…

Preparation for Prospecting Proper preparation will make it far more likely that you will have a successful prospecting session. Plan your lead generation the night before. Plan out who you will call, then have your plan and numbers ready. This eliminates wasting time and energy getting ready to be productive…

Four Key Areas of Focus Take care of your existing customers- new business is wonderful and necessary, however it’s a lot harder to win new customers than it is to keep those that you already have. Commit to raising the bar on your communication skills and levels of service and…

Spend More Time Prospecting New Business Often salespeople entering the business are unrealistic about what it takes to be successful and hit their goals. The sales business is a numbers game and most salespeople don’t put themselves in front of enough people each day to achieve the goals they have…

Understanding and Using Different Types of Questions It is important to understand the different types of questions and how to best use them. Here are some explanations and examples to help you better understand the differences. Assumptive Questions: these questions assume that the customer is moving forward with their decision…

Asking Quality Questions As professional salespeople, our goal is to help solve our customer’s problems and give them the level of service that they need, want, and deserve. There is only one-way to truly do this well- ask a lot of questions. When you ask quality questions a number of…