POWERFACT: Visually walking consumers through the processes of buying and selling houses makes for a better customer experience. Using visuals in your presentations is a great way to add authority, communicate more effectively, and ensure that people better understand the information your sharing. They are also a stress reducer for consumers when you are trying […]
When it comes to delivering the reasons why a FSBO should NOT be a FSBO – the “shoe store analogy” is a winning dialogue.
POWERFACT: People don’t want to be SOLD. They respond better to a two-way CONVERSATION than a canned PRESENTATION. When it comes to listing homes, I want agents to stop and remember they are in the people business. That means it’s more important to have a CONVERSATION, which is a two-way exchange of information where you’re […]
POWERFACT: There will always, always be someone who will ask you to lower you commission. How you respond is up to YOU. Here’s the thing… I look at lowering your commission as an integrity issue. We covered this a while back, but I wanted to reiterate because it has been popping up a LOT lately. […]
Powerfact: Using stories, metaphors, and analogies is a great way to communicate a point and help guide people to make good decisions. I’m a big fan of analogies and metaphors to illustrate a point and help people to visualize what you are trying to communicate. In this video, I demonstrate the “dollar bill” analogy. Very […]
Powerfact: Commissions are negotiable – they can always go UP. At some point, every agent gets the question, “Will you lower your commission?” To handle this objection, I like to tell Power Agents to use the analogy of corporations who make “widgets”. Watch the video below: “Mr. and Mrs. Hunna Hunna… If a company is […]
POWERFACT: If you can get sellers to the kitchen table, and follow the R.E.A.L. Listing Conversation steps — you are more likely to leave with the listing.
POWERFACT: When you’ve been authentic and clear with sellers, and your true goal is to help them move to the next level, getting the signature is just a formality. I believe that listing “presentations” should be really called REAL Conversations. The four parts would include: R – Rapport E – Engage A – Advise L […]
POWERFACT: Agents who are more committed to being a trusted advocate, advisor, and resource for buyers and sellers will close more deals and create more customers for life than those who are just in it for the paycheck. This week, it’s time to share with you the third part of the four-part REAL face-to-face presentation. […]
Powerfact: Top producers COACH, not CLOSE. The priority when meeting with a customer or client is to build trust, connection, and a relationship. This week, I wanted to share with you part two of our conversation about how to have more successful face-to-face presentations. I shared part one recently, which was all about the “R” part […]
POWERFACT: Agents at the top of their game don’t SELL — they SERVE. Understand that your number one priority when going on a face-to-face presentation to determine if you and new clients will work together is to BUILD RAPPORT. Over the next few weeks, I’ll be sharing the four important parts of our Power Agent® […]