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 post on why trust is so important to earn early in the consultation. Today we focus on how to earn one of the ...

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. The key to successfully navigating these discussions? Trust. Trust: The Currency of All Real Estate Transactions In any sales scenario, the party that ...

Let's face it: we're in sales; we're going to get a lot of objections. It's critical as a sales professional for you to have the right mindset and the right skills to work your way through the objection part of all sales processes. So here comes a fundamental approach that will significantly improve your interactions with your clients: the R.A.H. objection handling technique. This simple yet powerful method can be a game-changer in your sales ...

When speaking with clients and prospects, should you be speeding up your speech, or perhaps taking it down a notch? Does it even matter? Believe it or not, it does ... a lot! Pace of speech is a crucial aspect of a communication technique known as "mirroring and matching." This topic is so rich and multifaceted that we could explore it from many angles, but this blog post's focus is on pace of speech . ...

Realtor friends, you may have heard this startling statistic before, but in case you haven’t: 87% of agents don't make it more than five years in the real estate business. The five-year mark is important as that’s generally considered the year that you don’t have to work as hard for your next sale: repeat business starts and referral business grows.    Why do 87% of Realtors fail to hit the 5-year mark?    Many enter ...

Hey there, Realtors! Thanks for reading another blog post from Lockbox, where we provide lessons in leads, listings, and leadership for Realtors. Today, I've got a hard truth to share with you:   Stop saying, "I'd love to be your Realtor!"    Why?   The cold truth is this: your prospects don’t care if you want to be their Realtor. It might be harsh, but it's a fact. The only person who cares about you being ...

Hello fellow Realtors!   How many of us have heard our buyer client say something like, "I don't want to overpay for my next house"? I’m willing to bet just about all of us! It’s a normal and valid concern for a buyer to have (I don’t want to overpay for anything, either!). At the time of writing this blog post, we are in a strong seller’s market, so we agents are hearing this objection ...

Today I want to share three of my favorite closing techniques with you: The Assumptive Close, The Trial Close, and The Alternate Close. We’re in this business because we love helping people and we love getting paid for it. But there is a very real sales element to our business: no matter how good you are at the mechanics of real estate and no matter how much you love helping people, if you can’t close ...

Mastering Mirroring and Matching: Boost Your Real Estate Rapport and Conversion Rates Mirroring and matching is a fantastic way to boost your lead conversion rates. In today's competitive real estate market, there are fewer buyer and seller opportunities, making it crucial to maximizing lead conversions.  Understanding Mirroring and Matching As a real estate agent, you need to understand the importance of driving sales and maximizing your conversion rates. While there are numerous strategies and tactics ...

REVEALED: The ONLY two ways to directly increase your real estate sales.  Real estate sales can be a highly competitive field, with many agents constantly looking for ways to increase their sales volume.  There are thousands of different strategies and techniques written to help you achieve grow your sales. However, all these tips and strategies are all just derivatives of the two fundamental truths in the business: You can grow your business by: 1) increasing ...