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;...
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...
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...
by Joe McAuliffe | Feb 13, 2017 | Cup O' Joe, Salesmanship, Uncategorized
Advanced degrees can cost tens of thousands of dollars.Many life-long learners are surprised at just how much a good education can cost. Most real estate agents would balk at the thought at spending $100,000 on continuing education. It’s time to rethink just...
by Joe McAuliffe | Feb 10, 2017 | Cup O' Joe, Salesmanship
How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because they’re interested in purchasing a home....
by Joe McAuliffe | Feb 9, 2017 | Cup O' Joe, Salesmanship
You’ve just finished a listing presentation and you’re feeling really confident. You have a great track record in the neighborhood and have recently sold one of their neighbor’s house. Besides, you and the sellers really hit it off. They even went as far...
