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How do I stay motivated and connected to my business?
Concepts & Ideas, Life Hacks, Mindset
|It's a fair question during the second half of any year in this business. But it's even more relevant today, when we are operating in a market that’s tight on inventory, high on interest rates, and long on regulatory drama. It's natural to feel a dip in motivation during the second half ...
How Do I Ask for a Referral From My Sphere?
Business Growth, Lead Conversion, Repeat & Referral, Scripts & Dialogues
|We all know this to be true: The best real estate business is repeat and referral business! But how do you go about asking for more referrals without sounding salesy? Asking for referrals can sometimes feel awkward or uncomfortable, especially with friends and family! However, with the right approach and a bit ...
Handle This: I’m Not Paying a Buyer Agent!
Scripts & Dialogues, Sellers
|"I'm not paying a buyer agent commission!" Heard this seller objection yet? If you haven't, it's coming. We've heard it several times already at listing appointments. Understanding how to address this concern effectively is crucial for ensuring your clients make informed decisions that truly benefit their interests. Understanding the Objection Objections ...
How Will Your Veteran Buyer Compete with The New NAR Rules?
Mortgages, Real Estate Buyers
|Are you working with veteran homebuyers? There’s an important update regarding VA loans that you need to be aware of—an update that could significantly impact your veteran clients’ ability to compete in today’s real estate market. Recent Changes in VA Lending With the ongoing adjustments following the NAR settlement, a significant change ...
How do I demonstrate competence in a buyer consultation?
Buyers, Concepts & Ideas, Theory
|Ok Realtor Friends, Now that we've explored how to establish warmth in your buyer consultations, it's time to focus on the second critical component of building trust: demonstrating competence. While warmth earns you the client's personal trust, competence wins their professional trust, which is critical to signing a buyer broker agreement. Why ...
Perfecting Your Buyer Presentation: WIIFM
Real Estate Buyers, Scripts & Dialogues
|The currency of real estate sales is trust. And trust is first earned by establishing warmth. Warmth is generated in part through body language, tonality, rapport-building, smiling, etc., and it's also established by focusing your questions on your client's needs. As you navigate through buyer consultations, it's essential to remember that this ...
Do this first if you want to sign a buyer broker agreement!
Buyers, Sales Skills, Scripts & Dialogues
|As of this writing, we are 5 weeks out from the mandatory adoption of buyer broker agreements. That's why Lockbox has dedicated the month of June to educating Realtors on how to properly structure a buyer consultation that yields a signed buyer broker agreement. If you missed it, start with last week's ...
Buyer Broker Agreements? They’re All About TRUST
Buyers, Concepts & Ideas, Real Estate Buyers, Sales Skills
|As we approach the widespread adoption of buyer broker agreements, the need to refine our Buyer consultation and presentation skills is more critical than ever. With these changes just around the corner, our focus for June will be on enhancing the way we engage with potential buyers during these critical initial meetings. ...
What is “Return on Database”?
Concepts & Ideas, Measurements & Metrics
|Ok Realtor friends, are you effectively measuring the health of your business? Most agents focus on the number of homes sold, total volume, or overall profit. While these are certainly important metrics, there's another crucial indicator you might be overlooking: the Return on Database (ROD). What is Return on Database? Return on ...
What is Social Proof … and How Does It Influence Real Estate Sales?
Concepts & Ideas, Social Media
|Realtor friends, are you fully leveraging the power of social proof in your sales strategy? Do you know what the term actually means, and how it applies to generating more real estate sales? What is Social Proof? The term was initial coined by Robert Cialdini in his influential 1984 book, "Influence: The ...