by Joe McAuliffe | May 8, 2014 | Cup O' Joe, Salesmanship
There is an old cliché that states, “The squeaky wheel gets the grease”. This is a strategy that a small percentage of the population applies to make sure they always get what they want. These people know that the more they complain or annoy people, the more likely...
by Joe McAuliffe | May 8, 2014 | Cup O' Joe, Salesmanship
There is an old cliché that states, “The squeaky wheel gets the grease”. This is a strategy that a small percentage of the population applies to make sure they always get what they want. These people know that the more they complain or annoy people, the more likely...
by Joe McAuliffe | Apr 30, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Be a “Shepherd”, Not a “Sheeple” Most people would rather follow a strong leader rather than take the responsibility that comes with being a decisive leader. The “Sheeple Close” involves advising your prospects using third party examples. It’s most...
by Joe McAuliffe | Apr 24, 2014 | Cup O' Joe, Salesmanship
Salesmanship – It’s All About Asking Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. Some agents believe that after the first few minutes, they know enough about the person to...
by Joe McAuliffe | Apr 21, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Using “Tie-Downs”, Are You One of the Best? A strong agent identifies the best points to make with a client and then explains the benefits of each point. This is called the “Fact/Benefit Approach”. Simply put, you state a...
by Joe McAuliffe | Mar 12, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Fear of Loss Have you ever had the perfect home for a very qualified buyer, yet they refused to pull the trigger and buy? Or, how about representing a seller that had an excellent offer, but they lost the buyer because of unreasonable...
