Skill Building Articles

How Top Producers Get Price Reductions

Getting clients to reduce their price is not a mystical happening. It must be done methodically. Top-gun agents have a set system to get price reductions.

Closing a Client

Too often I see agents turn uncertain when it comes to getting a client to sign an agreement. It is that moment of indecision that causes agents to lose sales and listings. Here are a few thoughts that can take you over the threshold to more listings and sales.

Five Steps Towards a Successful Presentation

A successful seller’s interview or listing presentation starts before you show up at the house. Top-producers have a specific routine they go through before they arrive to obtain a listing. Before you even begin your presentation, follow the five steps below to insure that you will also obtain more of the listings you seek.

Understanding the Process

To be a “top gun” salesperson you have to understand and study sales. The first step is to understand the sales process.

How Good Are Your Sales Skills?

Do you have the skills that will make you massively successful? The people who are compensated the best in life are highly skilled and highly specialized. They perform few functions, but the ones they do are performed exceedingly well, and they are paid handsomely for performing them.

Four Rules of Real Estate

How many times have we gone to show a property, list a home, go to work, spend time with our family, and we weren’t really there? “Where ever you go…there you are.” But are we really there? We are certainly there in physical body, but are we mentally there?

Why Do They Do It?

There are many things that agents do regularly that puzzle me. In this article, we are going to look at two practices, standard for many agents, that don’t make sense.

Two Parts of Objections

Objections can be broken down into two parts. Part one is the concern of the client or prospect; part two is the solving of that concern.

Develop the Skill of Qualifying

The most important skill in sales is qualifying. It is the ability to separate the non-motivated buyers and sellers from the motivated ones who want to do something now.

Five Disciplines to Guaranteed Annual Increases

The agents who learn to be better business and sales people will be more successful in this industry. Agents who learn the five disciplines of increasing production will have a thriving business.

Sales Scripts and Dialogues

The quality of sales skills can dramatically influence income. Once we all had tremendous sales skills, and we did not even know it.

Creating Referrals

We all want an office in which the phone rings continually with offers of referral business. Does having this type of office sound like a dream?

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