Strategic Sales Coach

Interesting question that evokes all manner of answers! Everything from "Zero..I'm a vegetarian" to "The most I'd pay is $20 and it better be gourmet!" Let's take a look at it from a wee bit different perspective, shall we? Picture a fine restaurant, white linens, polished silver, designer plates and the best wait staff ever. Now also imagine dining with your favorite celebrity or world renowned person. And this is a charity event that benefits your favorite cause. Now, what would you pay for a gourmet burger prepared to perfection with the finest ingredients at this event? $50? $100? More? (Vegetarians? Still probably zero!) Now consider this scenario, you're lost, you have no food, you only have 2 hours left before you starve to death with no hope in sight...Then...there it is! A helicopter hovers above you and offers you a Cheeseburger...they can't pick you up because of the terrain...you are starving AND you're a vegetarian...how mu...

Well...we are officially finished with the 1st half of 2012...who's on track? Who's not? I am one that is just a wee bit short...not much...but still...more can be done! Time to get Jiggy! Here's what I'm doing and maybe it's a good exercise for you too...I'm mapping out my 'Dreams/Goals' for the next 5 years! Where do I most want to live, what do I most want to achieve, who do I most want to spend my time with, how does my family look, what do my financial, physical and spiritual goals look like? If you have been putting this off for...whatever reason...then it's time...probably...to re-visit it and write it out! When I say that I mean...physically...with pen and paper, write this stuff down...because...when you do it like that your subconscious mind goes to work to make it happen! It's quite magical actually and has worked for me for the last 40 years! So, I have some experience in this area! Keep it simple, keep it real,...

Howdy. I’m republishing this post from last summer, because it’s just too damn good to allow it to languish in the archives. Enjoy: I want to wish the country a happy birthday on this fine July 4th. She’s looking not too shabby for 235 years old.  I’ve been here for a lot of those b-days, too… and here are a couple of random thoughts (before I get drowned out by fireworks): INTRODUCTION The ‘Declaration of Independence’ states: We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness... That, my friends is a key phrase to remind yourselves of as you pursue your dreams and your unalienable Right to build a life and a business that, when you’re sitting in your favorite chair looking back, will be completely satisfying and rewarding. Are you following your Life purpose? Do you have the Liberty you deserve? How much Happiness do you fe...

My Fellow Real Estate Professionals-- Have you ever been in the situation where your buyer prospect asks if the seller is willing to take less then the asking price? I know I have and until I learned the following response I was stumped or worse, gave the wrong answer! If you'll learn this response you'll find yourself moving the sales process forward more often. Practice it until it flows naturally from your mouth! :) Prospect:  "Is the seller willing to take less then they're asking?" Pro:  "I've learned never to make a decision for a client.  However, would you be interested in owning the home if they would?"   Or you might say:  "I know the owners will take (listed price).  Anything offered less than that would have to be negotiated.  What figure do you have in mind?"  (Write the answer on the sales agreement). The "Order Blank" Close: This is used when you've found a home for the clients and ...

Have you ever noticed that a new house is built in phases? It all starts with a set of blueprints. Then the site is prepped, the foundation is poured, the framing is done, the sheetrock is put up, etc. If it wasn't done this way it would be like a house of cards, wouldn't it? A successful real estate career is built in a similar way. In phases. Many real estate agents begin their career with a lot of enthusiasm and often will try to tackle several different strategies to grow their business. This is like the old saying, "Jack of all trades...master of none!" They too end up with an unstable "House of cards"! The agents who become the most successful have focus. They start with a blueprint.  They have a specific plan and it starts with a strong grasp of the fundamentals to build a solid foundation. Here's an example of how to phase your business. It takes a massive amount of work and focus in the beginning but the successful agents are motivat...

The scenario: You're at the Johnson home giving your listing presentation and all is going very well except for the pricing.  The market facts of record indicate a value between $250-255.  Your goal is to list it at $249,950 and tops at $254,950 with the understanding that the price will be reconsidered after 30 days. Here's the obstacle:  They want to start at $265,000 on the theory that they'll probably need to negotiate.   STUDY THESE WORDS UNTIL YOU KNOW THEM LIKE A REFLEX .   They work beautifully. "Mr. and Mrs. Johnson, I'm trying my best to put myself in your shoes this evening.  Many brokers are mainly concerned with taking listings and will tell the sellers whatever they want to hear.  I don't think this is fair because your main concern is selling the property, isn't it?"   (Don't pause; you must jump on the next sentence.)  "That's why I spent a considerable amount of time today preparing facts to substantiate a f...