Real Estate PROFESSIONALS bring VALUE to the real estate transaction.
They do this by constantly seeking to increase their knowledge and improve their skills so they are better equipped to serve AND protect their clients.
This business is constantly changing. Rules change, forms change, technology changes, the market changes and YOU MUST CHANGE with the business by keeping current or you will eventually be left behind because your "value" is diminished.
Most people never get any better, don't improve their skills or increase their value. They enjoyed some measure of success and figure they know what they need to know.
Instead, they should ALWAYS be asking how they can learn to do it better.
This is why there are agents with 2-5 years of experience with as much value (or more) as some with 20 years of experience. This is what separates the professional agents from those that simply hold a real estate license.
Do you want to get better? Do you want to be considered a professional? Then you must ask yourself how much value you bring to the transaction (answer honestly) and then decide what actions can you take to improve it.
Sunday, September 19, 2010
Wednesday, September 1, 2010
OH NO !! IT'S A SELLER OBJECTION !
There you are in the middle of your presentation to a potential seller client.
You're already nervous because you've never REALLY felt comfortable with the listing side of a transaction anyway, but you are doing your best to remain calm and appear confident.
You're telling him all of the fantastic things that you and your company are going to do to help get the property sold, how hard you are going to work on his behalf, how excited you are about the opportunity...
...And then it happens... the seller stops you in the middle of your presentation with a question... your heart rate increases...your throat tightens up a bit...you can't remember what you were just talking about...OH NO ! It's a seller objection !
Stop seeing this as something negative.
Dr. Wayne Dyer says,"When you change the way you look at things, the things you look at change."
The seller's "objection" is probably just a defense mechanism for the client to slow the process down a bit and, at worst, means he is interested in what you are telling him, but needs a little more clarification about a certain point. (KEY WORDS being "He is interested in what you are telling him")
If you look at it that way, that the client's objection means he is interested, you will see the objection for what it truly is: just another step in the process and NOT a stumbling block.
You're already nervous because you've never REALLY felt comfortable with the listing side of a transaction anyway, but you are doing your best to remain calm and appear confident.
You're telling him all of the fantastic things that you and your company are going to do to help get the property sold, how hard you are going to work on his behalf, how excited you are about the opportunity...
...And then it happens... the seller stops you in the middle of your presentation with a question... your heart rate increases...your throat tightens up a bit...you can't remember what you were just talking about...OH NO ! It's a seller objection !
Stop seeing this as something negative.
Dr. Wayne Dyer says,"When you change the way you look at things, the things you look at change."
The seller's "objection" is probably just a defense mechanism for the client to slow the process down a bit and, at worst, means he is interested in what you are telling him, but needs a little more clarification about a certain point. (KEY WORDS being "He is interested in what you are telling him")
If you look at it that way, that the client's objection means he is interested, you will see the objection for what it truly is: just another step in the process and NOT a stumbling block.
Subscribe to:
Posts (Atom)
