An open house can be a great sales tool, but it also exposes you to numerous unfamiliar people for the first time. Stay safe by practicing these guidelines.
Call the local police department and ask them to have a squad care drive by during your open-house hours.
Check your cell phone’s strength and signal prior to the open house. Have emergency numbers programmed ...
Posted by Constantine Isslamow
on November 27, 2009
LISTING STRATEGIES (5)
“You know the market, you know how to market and you’re a great negotiator.”
But how are you at verbalizing your negotiating skills?
(Example, Step One – Negotiating Skills):
“Mr. And Mrs. Seller, in your opinion, who do you feel the primary person is that I negotiate with when getting your home sold?”
The typical answer ...
Posted by Constantine Isslamow
on September 18, 2009
LISTING STRATEGIES (4)
Let’s talk about the “Listing Presentation”. It’s the one time that you have to verbalize your value proposition and someone else gets to measure whether you are worth it or not.
Buyers are easy to work with...they call on a sigh, you set an appointment, you ask them if they like the house, they say yes, you fill in the blanks on the contract, ...
Posted by Constantine Isslamow
on September 12, 2009
Tip #21
LISTING STRATEGIES (2)
What “benefits” does the seller want from the home-selling experience?
It’s not that complicated however, it is very important that you stay keenly focused around this at the listing presentation.
To sell the house.
The highest price.
The least amount of inconveniences, and
The least amount of hassle.
How do you communicate to a seller ...
Posted by Constantine Isslamow
on September 4, 2009
Tip 20
LISTING STRATEGIES (1)
Why do we want take more listings? Think of the following benefits.
Schedule Management: You can work with a buyer for hours, days and even months, and never get a sale. When you are working with buyers, you are working for all the other Sales Representatives in your marketplace trying to sell their listings. When you work with sellers, ...
Posted by Constantine Isslamow
on August 29, 2009
Showing and Selling Property
The culmination of your previous efforts has arrived. Your abilities you have been practicing and the strategies you plan to use is now ready to begin.
Here is the process of showing and selling a home to a buyer:
Allow the buyer to look at the home at their pace. Don’t smother them and don’t walk into small rooms. Allow ...
Posted by Constantine Isslamow
on August 15, 2009
The Home Tour
You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.
Here are the critical steps:
Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during ...
Posted by Constantine Isslamow
on August 12, 2009
SHOWING THE HOME
Now it's time to get them into the car and start the homes tour .... ???
Of course, that will depend on your market-inventory knowledge.
Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.
Knowledge is power, do you have ...
Posted by Constantine Isslamow
on August 8, 2009
INITIAL APPOINTMENT
So congratulations, you have converted an incoming buyer call to an appointment. Now what?
Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer ...
Posted by Constantine Isslamow
on August 8, 2009
CONVERT THE CALL
When you get that incoming buyer call, they are full of questions and just want answers.
How do you gain control of an incoming call? Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.
Here are a couple typical mistakes I see when a buyer calls in. The agent goes into sell mode, ...
Posted by Constantine Isslamow
on August 8, 2009