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Sales Tips
February 11, 2014

What is your mindset and beliefs about selling real estate?

What is your mindset and beliefs about selling real estate? aHR0cDovL3d3dy55b3V0dWJlLmNvbS93YXRjaD92PV9YRi1RdEZ5MHlv What is your mindset about being a great sales person? I've heard so many things about this. For example, that your success in sales is 90% attitude and I really think that’s true. So I have to ask you,…
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Sales Tips
February 4, 2014

The Secret to Door Knocking

The Secret to Door Knocking This question comes from an agent in Southern California: "The Hancock park neighborhood is the area I grew up in and although it took some time to get comfortable with it I summoned the courage to knock on the doors and talk with the strangers…
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Sales Tips
January 30, 2014

How Do I Follow Up On A Lead Like This One…

How Do I Follow Up On A Lead Like This One... This question comes from Southern California: "My mom was talking with a neighbor who mentioned a friend of hers that may be thinking of selling. The potential seller's husband passed away six months ago and it sounded like the…
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Sales Tips
January 30, 2014

When To Write A Note

When To Write A Note This question comes from Central California: "I have begun to write notes to everyone who comes to the door. It's a lot of notes and for the most part they are very brief.... "thank you for taking the time to meet me when I knocked…
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Sales Tips
January 30, 2014

Sales Versatility and the Art of Rapport

Sales Versatility and the Art of Rapport I was recently asked to do an interview for Scott Stroud's Selling More Homes Podcast. On this interview, you will discover the following: Steps to Building Rapport How to Mirror and Match without Being Obvious How to Ask Great Questions that Will Deepen…
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Sales Tips
January 7, 2014

How To Get More Business From Your Database

How To Get More Business From Your Database How large is your database? Are you working hard to build it and connect with those in it daily? Are you and your staff carefully collecting accurate data and contact information so that it truly is a powerful pipeline of quality business?…
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Sales Tips
January 7, 2014

The 5 Steps To Reactivating Your Life and Your Business!

The 5 Steps To Reactivating Your Life and Your Business! (From a radio interview) I find that many of the agents that I meet are finding themselves in a bit of mental meltdown. They know they need to grow their business, they know that have to make enough money to…
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Sales Tips
January 7, 2014

How To get Business From Vendors and Affiliates

How To get Business From Vendors and Affiliates Recap Building your referral base, building your referral culture, and speaking with your vendors and affiliates to build your referral business. Previously Discussed: purging, growing, managing and cultivating your database, themes for reaching out to clients, what to say and how to…
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Sales Tips
January 7, 2014

What To Say When You Make The Call

What to Say When You Make a Call Giving Your Contacts Something of Value As you make your way through calling your list, I suggest you prepare yourself with a script or a theme, and ensure that you’re be well prepared with something of value to give. Make your topic…
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Sales Tips
January 7, 2014

Sales Versatility

Sales Versatility Have you ever left a presentation feeling like you nailed it and yet were shocked to find out later they chose to work with someone else? You may have even been hands down the clear choice based on your experience, superior product, and track record! So what happened?…
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