2017 SALESMANSHIP – Stop Blaming the Customer, Just Keep Taking the Shots

by Joe McAuliffe | Feb 27, 2017 | Cup O' Joe, Salesmanship

Have you ever had an experience with your prospective clients, where you’ve totally dedicated hours, sometimes even days gathering information and sharing it with them only to have them drop off the face of the earth?  Have you ever thought to yourself;...

2017 SALESMANSHIP – “Be-Backs” Hurt More Than They Help

by Joe McAuliffe | Feb 24, 2017 | Cup O' Joe, Salesmanship

Have you ever met with a buyer or seller who was very close to pulling the trigger but then decided to wait, only to change their minds? This prospect is known as a “Be Back”. We all recognize that real estate purchases are quite involved, so in most cases, both...

2017 SALESMANSHIP – The Key to Overcoming Buyer Paralysis and Seller Price Resistance

by Joe McAuliffe | Feb 23, 2017 | Cup O' Joe, Salesmanship

We’ve all embraced the concept of Spaced Repetition as being the best way to learn a new approach. Yet Agents overlook the opportunity to use this approach to overcome the resistance clients must change. Keep the following in mind: Buyers Have Mastered Just “Sitting...

2017 BUSINESS MANAGEMENT – How to Brand Yourself as Different Than Every Other Agent

by Joe McAuliffe | Feb 22, 2017 | Business Management, Cup O' Joe

Branding yourself as being able to provide more value to your clients than any other agent is an important step to becoming the Best of the Best. Consider using these approaches when working with clients:   Your Real Estate Purchase is almost always one of the...

2017 RELATIONSHIP MANAGEMENT – Don’t Be a Couch Potato Salesman

by Joe McAuliffe | Feb 21, 2017 | Cup O' Joe, Relationship Management

We’ve beaten the issue to death, yet we still have some agents that are slow to embrace the idea that there is a windfall opportunity for sales professionals that “Take the Shots!” right now with their past clients, advocates and sphere of influence....