by Joe McAuliffe | Nov 3, 2016 | Cup O' Joe, Salesmanship
2016 SALESMANSHIP The “Strictest Confidence” Close It’s remarkable how often good agents are unsuccessful developing strong ties with their buyers and sellers. Quite often this happens because an agent feels uncomfortable prying into a...
by Joe McAuliffe | Nov 1, 2016 | Cup O' Joe, Salesmanship
2016 SALESMANSHIP If It Doesn’t Make Sense, Just Ignore It Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is very common especially during negotiations. Emotions can run high and buyers...
by Joe McAuliffe | Oct 31, 2016 | Cup O' Joe, Salesmanship
2016 SALESMANSHIP It Never Hurts To Put A Little Pressure On Your Clients As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with...
by Joe McAuliffe | Oct 26, 2016 | Cup O' Joe, Salesmanship
2016 SALESMANSHIP Turn Your Novel into a Short Story One of the key ingredients to sales success involves the concept of KISS (Keep It Simple Salesman). This concept applies to every communication you have with buyers, sellers, and your entire sphere of...
by Joe McAuliffe | Sep 29, 2016 | Cup O' Joe, Salesmanship
A small percentage of very smart real estate investors have been aggressively selling off their investments in real estate and second homes in fear that a post-election economic downturn will have a severe impact on real estate prices. At first blush, it appears as if...
by Joe McAuliffe | Aug 11, 2016 | Cup O' Joe, Salesmanship
2016 SALESMANSHIP The Best Motivation: Fact or Emotion? When dealing with any buyer or seller or any product, there must be a sense of urgency that encourages your prospect to make a decision as quickly as possible. Creating a sense of urgency is the ultimate use of...
