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I once heard an interview with a police detective that directly relates to sales. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone.The...
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First of all, did you know that you are talking to yourself all day long? (You’re thinking, “Do I talk to myself? What does he mean, talk to myself? I don’t talk to myself!”) Psychologists estimate that you are talking to yourself at a rate of 1,200 to 1,500 words a minute (in contrast,...
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Jeff Hollansworth owns and manages RE/MAX of Hot Springs Village, Arkansas. About a year after he bought the franchise (four years ago), the bottom literally started dropping out of the real estate market nationally. Undeterred, Jeff did not pull back; he did not run for the hills, he did not...
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Let’s face it: Internet prospecting is something that about 95% of agents have yet to master. What if you could hire someone to do it for you and it was paid for by your favorite mortgage broker?That’s the concept that is gaining steam among real estate agents today; a concept many thought...
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As a Realtor you’ve got a lot to say. Perhaps you’ve never thought of your job quite that way, but it’s a true as true can be. And let me add this to your job description: You have a lot to say to a lot of different people. Again, true.To sell real estate you have to talk. But not...
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To know why your website has such an anemic conversion rate of visitors to 'leads' you have to know why people come to your website and why people leave your website.The top reasons people come to your website: 1) Search Homes for...
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Don’t let the media and news paper’s Gloom and Doom get you down… Homes are still Selling!There is so much Gloom and Doom on TV and in the news papers that some days you just want to throw in the towel and quit but please don’t give up…just find new ways to succeed…remember that old...
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It's imperative to re-strategize and adjust to stay relevant to today’s sellers!The availability of information online in the 21st century has radically changed many industries, including real estate. Travel agents and car dealers have found their businesses impacted dramatically as...
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The Internet has been the game-changer in real estate. Be honest: did you ever think—back in 2005, even-- that more than 80% of all homes sales would begin on the Internet? Well, that day came years ago, yet most of the agent base continues to miss out on Internet sales. This shows why new...
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Better yet, why do so many real estate agents simply state “that I have a buyer appointment on day/time to show homes? Shouldn’t we be referring to the meeting with a buyer for the first time, or even the buyer coming in again to see more homes, as a Buyer Presentation? Don’t we do more...
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