"Selling" is defined as the ability to reduce 100% sales
resistance to your service to 100% acceptance of it, and
to know where you are in the process."
According to
the National Association of Realtors, 85% of those
entering the real estate sales profession have no sales
background. If you are in this group, this means you do
not know how to prospect effectively and you do not know
what to say.
Upon successful completion of the work and scripts
assigned in this manual, you will be able to:
Understand
sales resistance
Understand
sales acceptance
Build trust
Establish
needs
Explain the
benefits of your service to a buyer or seller
Qualify buyer
financially and for urgency
Find homes on
MLS
Establish a
"showing" schedule
Plus much much
more!
Author: Agent's
Boot Camp
un-abridged Non-Fiction
Retail Price:
$225.95
Your Price: $119.95
Format: 1 PDF download In
stock- Ships within 1 week.
My Business Plan, using a series of preset formulas,
ties your personal finances to your business expenses
then shows you what your 12-month goal should be. But it
tell you much more than that. Successful completion of
this one-page format will show you exactly how many
sales you need, how many prospects you need, how many
closings you must have, what your average sale must be
and how much cash you need in reserve.
Most of all My Business Plan forces you to discipline
your cash management. It's an awesome tool and one that
will help you always have the correct and total picture
of your finances at your fingertips. Only $49.
Our Section Editors and Writers creates
actual sales meetings that readers can purchase
instantly.
A script for the meeting leader.
A hand out for the
attendees explaining the theme of the meeting.
An Audio which
coaches the leader on the meeting.
The meetings each have a theme. Example:
One may be base on
coach
John Wooden and another on Napoleon Hill. They may deal
with cold calling or planning your day for success.
Each is themed and speaks to a particular industry or
subject matter. The price is $19.95.
It is cheap enough to use every week. The
delivery is over the internet so it is available
instantly.
To be able to
list, you need to be able to reduce the seller's
resistance from 100% to zero, then build sales
acceptance of you and your service.
Survival Listing gives you the scripts and direction to
list and market homes.
Upon
successful completion of this course, you will be able
to:
Find sellers who have homes for sale and have not
listed them.
Reduce the
seller's tension
Eliminate
their sales resistance to you and your service.
Make a
pre-listing appointment.
Know what to
say from the first contact through closing.
Get
appointments to see their home.
Plus much
more!
Author: Agent's
Boot Camp
un-abridged Non-Fiction
Retail Price:
$225.95
Your Price: $119.95
Format: 1 PDF download In
stock- Ships within 1 week.
David Fletcher, a 20-year real estate veteran,
owned his own agency for 12 years and was senior vice president of a large
franchise for 6 years. He is author of Condominium Sales and Listings, Survival
Selling, and Survival Listing. He has been involved with the marketing of more
than 80 Florida communities of all types, including golf course, retirement,
waterfront, and rental conversions. He has severed as chair, of the Florida
Homebuilders Association Sales and Marketing Council and been broker of record
for four rental conversions.
His company, Agents Boot Camp, Inc., produces
real estate sales training and training manuals and conducts sales,
motivational, and body language seminars. His business planning tool was
featured in the cover story of Florida Realtor's December issue.
How
To Speak Real Estate
While Surviving The Unspeakable.
"Arguably The Best Training Manual EVER Written On
Real Estate Sales Mastery”.
Only $129.00
Available Formats: PDF download or Hard Copy
Chose one below...
Whether you need to
learn scripts, get better at about every sales skill or just
need to sizzle up
your sales meetings, you need this manual! This great book
will become the "go to" sales reference in your office no
matter what you are using now! We guarantee it!
They know they are in a profession that requires
great financial risk, but they can do it!
Then one day in a sales meeting the broker
announces that there is going to be a slight charge for something, it doesn’t
matter what. Or there is going to be a change in policy, and it doesn’t matter
much.
But here is what happens. The older agents start
talking about the fact that “they don’t charge that much over at (insert another
real estate company), and by the way did you know the split at (name yet another
company) is x percent higher than ours.
If you were a new agent listening to this what
would you be thinking?
“Maybe I made a mistake. I should have
interviewed more companies.” Would be a probability.
At that point, the agent’s career hangs in the
balance. If the new agent listens to office murmuring, they will let other
people in the office unwittingly clouds their vision. When that happens, the
agent begins to lose his passion, because he is questioning whether he has taken
the right road.
You can tell when an agent loses his vision. He
starts coming late or not coming to sales training, and the training he is
taking is not being practiced. All of sudden is wakes up and realizes he is
taking an unfocused risk , because he is not trained or motivated, because maybe
he should have checked with some other offices before he joined his present one.
If the broke or manager doesn’t recognize this and help this agent renew his
mind and focus on his own goals, the broker stands a good chance of losing this
agent and never knowing why.
My advice to newly licensed agents: do your
homework. Interview at least three offices. But when you make your decision to
go with an office, put your blinders on make a commitment to stay at least one
year.
Commissiatosis is a sales agent's disease commonly
known as "Commission Breath," by homebuyers and sellers. Commission breath
destroys relationships before they can be nurtured and sales before they can
be closed.
It is a disease of the attitude that begins in
the heart, travels to the mind then spurts out of a sales agent's mouth. It
can be financial deadly to the agent if not cured immediately, because it
costs sales that could otherwise have been made.
Commission breath destroys trust, builds sales
tension, and costs real estate agents millions a year in commissions they
should have pocketed.
What is commissiatosis? It is the bad breath of
any agent who is thinking more about his or her own bottom line than the
clients' needs.
Are you susceptible to catching commissiatosis?
The symptoms:
You start out gracious and caring, because
you want the sale.
Your motive isn't to meet their need. It is
to meet yours.
You ask for trust rather than earn it.
You ask for loyalty before you build trust,
establish needs, or present your services.
You grow impatient if they don't buy the
first or second home you show them.
If they don't buy, you feel the prospects
lied to you.
Losing the sale is never your fault.
Too many of your sales don't close.
You talk more about making money than
building your referrals.
The causes:
Increasing financial pressure to make a
sale.
An unhealthy desire to "be number one."
Greed.
Too much debt.
Pressure from spouse to make more money.
Generally abrasive personality.
Little or no empathy.
No concept of "relationship" selling.
The effect:
Increased sales tension between agent and
prospect.
Increased sales resistance from prospects.
Feeling by prospect that agent doesn't care.
Loss of sales agent should have made.
Little or no rapport with prospects between
sale and closing.
Few or no referrals.
Possible early exit from real estate as a
profession.
Fortunately, commission breath can be
prevented. Learn to think and talk in terms of your prospect's best interest
and you will breathe a lot easier, every time, all the time. How? Ask the
agents in your office who get referrals from their past customers. They know.
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