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Prospecting

Thank You Gifts; Who, When, What

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There is a mixed opinion on thank you gifts for both buyer and sellers. Some agents only do seller gifts, while other agents do neither. In my opinion there is no better way to continue to build rapport and invoke…
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Door Knocking and the Give-to-Get Investment

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Door knocking is one of the most feared activities for real estate agents and salespeople. It goes against our natural flow to interrupt someone at their home who doesn’t want to be interrupted. For most people it is a horrible…
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Want more people at Home Opens?

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Ok, so your home open numbers are down, and you don’t know what to do about it. Well, believe it or not, there is a lot that can be done to get people and prospective buyers to your home open.…
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Prospecting vs Marketing

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In real estate, all we hear from trainers, coaches, and sales managers is you need to prospect, prospect, prospect. While this is true, prospecting is only one part of creating a long-lasting and profitable real estate business. The one topic…
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How to Overcome Objections

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Always be looking for NO! As salespeople, we are programmed to always be looking for YES. Yes, we want to list the property with you. Yes, we want to make an offer. Yes, we are happy to pay your fees.…
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Building Trust with Buyers at Home Opens

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Call Me Maybe? In real estate, it’s really interesting to find out that most agents don’t do any follow-up calls with buyers after they’ve been through home opens. This baffles me. Some of the reasons for this is that they…
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The Best Listing Tool in a Downturn Market

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Catch it Before it Falls One of the best prospecting activities that appears to have fallen by the wayside, is sending out a prospecting letter before you begin your door knocking strategy. I used the ‘Net Worth Letter’ in my time.…
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