by Joe McAuliffe | Dec 16, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Ask Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. There are 3 things you must accomplish when you first meet a new client: Build Rapport and Trust – Do...
by Joe McAuliffe | Dec 10, 2014 | Cup O' Joe, Salesmanship
 Salesmanship – Was That A Sign? You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not...
by Joe McAuliffe | Nov 20, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Resetting the Price Anchor Demand for homes has increased, and the supply of homes for sale is dropping. The real estate market is changing from a buyer’s market to a seller’s market and as usual, the media has been quick to also point out...
by Joe McAuliffe | Nov 18, 2014 | Cup O' Joe, Salesmanship
 Sales Presentation – Don’t Be A Secret Agent! Many top professionals find it uncomfortable to toot their own horn by talking about how good they are. This approach is seriously flawed. If you don’t offer facts about your strengths or past success,...
by Joe McAuliffe | Nov 17, 2014 | Cup O' Joe, Salesmanship
Sales Presentations – My Advice Isn’t free How often have you spent hours preparing for a listing presentation, given your opinion as to the value of the home, made staging recommendations, or given other invaluable advice to the sellers, only to...
by Joe McAuliffe | Nov 14, 2014 | Cup O' Joe, Salesmanship
 Salesmanship – When is the Best Time to Make a Sale? Have you ever noticed in sports, when a great quarterback has an unbelievable game and throws 4 or 5 touchdown passes, or when a baseball player goes 5 for 5 with hits in a game, they always refer to the athlete as...
