No One Likes to Sell But Everyone Loves to Buy
During a recent training event one of my seasoned Brokers, Dan, said something that instantly resonated with everyone in the room...No one likes to sell but everyone loves to buy.
We were talking about how to motivate sellers to adjust their price, terms, condition, and or incentives to encourage buyers to view their listing and more importantly make offers. His insight was that sellers never become truly motivated until they zero in on what they want to purchase.
In my experience Dan is absolutely correct! As soon as a seller finds a property they want to acquire - their attitude moves from reluctance to excitement. On the other hand sellers who don't know where they are going are often difficult to negotiate with, why? Their reluctance stems from one thing - uncertainty.
When sellers don't know where they will live next it creates anxiety, fear, and doubt. In advising and counseling sellers then our first step might be to first treat all sellers as buyers. For instance you migh...
Narrow Casting to Generate More Listing Leads
We have all been trained to do just listed and just sold campaigns - question - is it working?
Narrow casting is a new twist on old fashioned just listed and just sold canvasing. The technique is designed to narrow the field down to a handful of neighbors closest to your listing or the listing you are attempting to sell. The key is immediacy. Your contact with the neighbors is highly targeted and related to recent activity.
Watch this three minute video to explore three scripts you can use this week to begin using the Narrow Casting technique in your own market.
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Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he bega...
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Start Leveraging Your Single Best Asset In Real Estate
In a recent Real Trends study it was found that 69% of buyers and sellers found their agent from a "trusted referral." Smart agents don't buy leads they create leads.
When you reflect on where your sales came from last year in most cases the vast majority will have come from someone that you already knew or someone that was referred to you. Yet in real estate we spend thousands on marketing, branding, and on-line lead generation chasing potential clients we have never met or may never meet.
Savvy agents understand that their database is a core asset, in fact, it's their single best asset. They manage, cultivate, and incubate their database with an intentional contact plan and then fully immerse themselves into turning their database into a referral machine.
Watch this full live class focused on building your sphere of influence and start leveraging your single best asset in real estate. (Don't miss how to add 22 transactions a year to your bottom line!)
To continue the learning...
Easy Scripts for Open House and Buyer Conversion (and Follow Up!)
How do you capture leads at an open house or when connecting with a buyer on the phone? While many agents 'wing' every conversation with a potential client superstars use scripts to ensure they convert more conversations into closings!
Having a strong conversion plan is essential to a marketing strategy that maximizes your return on investment for marketing dollars. Consider if you are already connecting with enough potential clients to transform your career you simply need a better conversion strategy.
Watch and learn several easy conversion scripts and follow up scripts you can use in the field today to begin capturing, converting, and closing more potential clients into sales.
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About Jim Remley:
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the re...
How to Motivate Buyers When Interest Rates are Rising
As buyers watch the national news they are continually hearing about interest rates rising and the impact on payments, affordability, and the overall cost of buying a home.
This negative news can impact their motivation to move forward in purchasing a home and ultimately your ability to sell more homes. How do you respond to this challenge?
Watch and learn how using good data (like the two charts below) can powerfully impact your conversations with buyers and using one simple script can put buyers at ease about moving forward with purchasing a home.
(There is good news in both these graphs)
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About Jim Remley:
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out...
The Second Biggest Reason Why Homes Don't Sell + Three Key Scripts
The number one reason a home doesn't sell is always price. But what's the second biggest reason? It's the product or the home itself. We can help sellers position their home to sell with more showings and more offers by coaching them on how to have their home make a great first impression.
By giving sellers a "to-do" list you can actually help sellers focus all their nervous energy on something productive (instead of focusing on your marketing) and you can eliminate reasons for buyers to object to the home - when they "horriblize" small insignificant items that could have been easily repaired.
Watch as Jim provides three easy scripts to help sellers prepare their home for sale!
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About Jim Remley:
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the r...
The % of Asking Price Script - Educate Sellers About the Importance of Price Position
We don't want to start to low....We can come down later if it doesn't sell... Have you ever heard those words out of a sellers mouth?
Most sellers don't understand the importance of price position and speed of sale when it comes to getting top dollar for their home. Because of this their listing can linger on the market and even become stigmatized.
Watch this quick video on how to use the % of Asking Price Script and some key language to use when talking about price with sellers.
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About Jim Remley:
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out to real estate Rock Star by becoming ranked in the top 1% of REALTORS® nationwide. Implementing game-changing strat...
Longer Hours, Shiny Objects, and Parkinson Law - Plus Teddy Roosevelt!
Does working a 70 hour work week create more productivity? Watch and learn what a recent Stanford University reveals about working longer hours (it's not what you expect). Also learn how a time trap - Parkinson's law - can destroy a real estate agents productivity by zapping your time, energy, and resources (and what to do about it!)
In addition learn how one of our most famous and revered Presidents - Teddy Roosevelt approached life, projects, and decision making. His simple advice can transform you from focusing on every shiny object to being completely present in the moment by being resourceful, focused, and creative.
Finally learn the one question you should be asking every time you close a transaction that will unlock the door to exponential improvement in your business.
Are you ready for a real estate coach? Explore Mastery Classes that can help design the career and the life you deserve including:
Power Scripts For Rising Interest Rates + Instagram Farming + Voice Mail Drops
As real estate professionals we understand that higher interest rates have a direct impact on affordability. With the FED expected to raise rates three more times between now and the end of 2019 how is this changing the conversations you are having with buyers and sellers in the market?
Watch and learn how one Seattle agent used a brilliant strategy to negotiate a successful sale for her buyer clients using interest rates as key negotiation tactic and how many agents are now talking about interest rates to secure price adjustments.
Bonus: Also watch for two lead generation strategies that can unlock more transactions - Geo Farming Using Instagram and Voice Mail Drops!
Are you ready for a real estate coach? Explore Mastery Classes that can help design the career and the life you deserve including:
About Jim Remley:
Jim Remley is a nationally recognized expert in the field of reside...
Five Scripts for Real Estate Professionals to Connect with a New Builder
Have you ever wished you could work with a builder?
Working with builders provides many unique opportunities to create sales. First you can sell builders new building lots and development opportunities. Next you have the ability to market each new construction home that is built (even based just on the plans). Last you gain the opportunity to convert all of those buyer calls and open house attendees into even more transactions. Here is the best part when you sell yourself once - builders provide a steady stream of new transactions.
Watch this video to see five scripts that you can begin using today to start connecting with builders.
Ready for a new lead generation plan for 2019?
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About Jim Remley:
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an ...
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