by Joe McAuliffe | Feb 21, 2014 | Cup O' Joe, Prospecting, Salesmanship
2014 Salesmanship – Seller Strategic Brief Questions    One of the most common mistakes agents make is when they fail to get enough information at the very beginning of the relationship they are trying to build with a seller. It is critical for an agent to know...
by Joe McAuliffe | Feb 20, 2014 | Cup O' Joe, Salesmanship
2014 Salesmanship – Buyer Strategic Brief When you meet your buyers for the first time, it’s imperative that you: 1. Gather as much information as possible 2. Establish rapport. There is no such thing as too much information because the better the information,...
by Joe McAuliffe | Feb 18, 2014 | Cup O' Joe, Salesmanship
2014 Salesmanship – Using Zillow to Close    If you think you can ignore property estimated values on zillow.com because they’re not accurate, you’re likely to struggle with both buyers and sellers. Zillow has become one of the top search sites for real...
by Joe McAuliffe | Feb 10, 2014 | Cup O' Joe, Salesmanship
2014 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...
by Joe McAuliffe | Feb 3, 2014 | Cup O' Joe, Prospecting, Relationship Management, Salesmanship
2014 Relationship Management – Don’t Be a Couch Potato Salesman   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!”...
