by Joe McAuliffe | May 22, 2015 | Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real...
by Joe McAuliffe | May 12, 2015 | Cup O' Joe, Salesmanship
Many broker owners project that as much as 50% of the calls that come into their offices (excluding agent calls), are from buyers who purchase property locally within the next twelve months. If this is true and the average price of a home is $300,000, it would...
by Joe McAuliffe | May 4, 2015 | Cup O' Joe, Salesmanship
2015 SALESMANSHIP Ask for the Order The most important close that an agent can and should use is the “Ask for the order,” close. This is the easiest close to understand, but it also may be the most challenging, because the delivery is critical. Once an agent concludes...
by Joe McAuliffe | Apr 29, 2015 | Cup O' Joe, Prospecting, Salesmanship
Real Estate Questions to Ask Every Seller We’ve discussed the importance of building a relationship of Like and Trust with a prospective seller by focusing on personal information about their Family, Occupation, Recreational Likes, and Plans for the future. But,...
by Joe McAuliffe | Mar 20, 2015 | Cup O' Joe, Salesmanship
3.20.2015 2015 – Salesmanship: 10 Key Points to Successful Selling Next step—Always have a next step for your very best buyers, sellers, listing prospects, and advocates or past clients. Track—Track results for all 20% activities both daily and weekly. Also, track the...
by Joe McAuliffe | Jan 12, 2015 | Cup O' Joe, Salesmanship
Salesmanship – Don’t Assume Logic with Clients How often does this scenario happen to you? You’re in the field working with a client. You’ve made a key point you believe is so obvious, anyone would get it. You present the information to your...
