Real Estate News and Tips

Tips for Handling The High Maintenance Customer: While the high maintenance customer isn’t mean or angry, but rather needy and demanding- it’s still draining your time and energy. Determine the value of the client- if you think they are too high maintenance and low profit, walk away. Clearly outline their…

10 Steps to Dealing with the Difficult Customer We are in a people business and people can be intimidating and challenging! Improving your ability to manage tough customers and tough situations is critical to your success and will dramatically reduce the daily stress and increase your overall happiness in what…

Become a Master at Building Rapport Did you know that 50% of sales that are lost are lost because we simply didn’t connect with the customer, or maybe we even repelled them? The secret to gaining rapport with anyone, instantly, is learning to adapt. Learn to be Chameleon-like! A truly…

Handling Objections In most presentations you’ll receive some objections. If however, you notice you are repetitively receiving the same objection you’ll want to examine your presentation. Ask yourself if something you’re saying or doing is sparking the objection. Throughout my career I’ve been told that an objection is simply a…

Debbie’s Favorite Closes The Assumptive Close: If you don’t use any other close, use this one. With the assumptive close in everything you say or do you are acting as if they will say yes. You never say, “If you buy,” instead you say, “When you buy.” People like to…

How to be a Powerful Presenter One of the most important skills sales professionals need to possess is the ability to be a powerful presenter. I’ve made a list for you of a few things that every great presenter should know: The customer is always thinking, “So what’s in it…

Mastering the Basics I am sure you have read, like I have, that Vince Lombardi started each season by saying, “Gentlemen, this is a football.” What I take away from this is that maybe the point he was trying to make is that you can’t take anything for granted, you…

The Ins and Outs of Door Knocking - Part 4 Should you door knock? In my opinion– yes! Of course you have to have a farm that allows. (Gated communities, high-rise buildings, and private communities with restrictions may not allow it.) This should be something you should have looked at…

Farming Systems - Part 3 The following items listed in this post will be appropriate for most farms. First, make sure to do your research - you need to study your overall market trends, competition and demographic make-up. See all active properties and set an auto notification through your MLS…