by Joe McAuliffe | Oct 16, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is especially common during negotiations. Emotions can run high and buyers and sellers may say things to...
by Joe McAuliffe | Sep 25, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Resetting the Price Anchor In many areas, 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...
by Joe McAuliffe | Aug 27, 2014 | Cup O' Joe, Salesmanship
Closing the Sale – Using “What If…?” & “Is It Possible…?” Both Fear and Incentive can be used as motivators to help your clients make the best decision. Motivating your clients with incentive occurs when you ask them; “If you were to buy (or sell) today, what...
by Joe McAuliffe | Aug 20, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Greatest Limitations are Self-Imposed Why are so many agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of...
by Joe McAuliffe | Aug 13, 2014 | Cup O' Joe, Salesmanship
Salesmanship – A Positive Impact Will Build Lasting Relationships When I was in college, I was in the market to buy a car. I was leaning heavily towards the Trans-Am, which had been made popular by the movie, “Smokey and the Bandit.” As part of my...
by Joe McAuliffe | Aug 11, 2014 | Cup O' Joe, Salesmanship
Salesmanship – The Art of Delivering Bad News As a trusted real estate advisor, it’s your responsibility to anticipate the “what-if’s” and is “is it possible’s”. It’s also your responsibility to help your clients reach logical conclusions while overcoming...
