You’ve successfully signed a buyer broker agreement, but now comes the real challenge: getting that buyer under contract. If you've ever had a client who looked at many homes but never pulled the trigger, you know how frustrating it can be. The good news is, there are three key skills you can develop to convert your signed buyers into pending sales. 1. Pre-Qualify Your Buyer - Beyond the Financials While getting your buyer pre-approved for ...

No doubt you have encountered prospects who don't take action when you ask them to. They might not be ready to make a move, or they may express doubts about proceeding with your services. It’s critical to understand the difference between an objection and a condition when these situations arise. Knowing how to respond to each one effectively makes a significant difference in how you build relationships and ultimately close deals. What is an Objection? ...

Rejection—it's something that all Realtors face, no matter how experienced we are. And not just Realtors, but ALL sales people! It’s one of those unavoidable parts of the job, and for many of us, it’s the biggest hurdle to success. So if we all have to contend with this, how do we work through it and make the sale? Embrace these three perceptions about rejection: 1. Shift Your Mindset: Rejection Isn’t Personal The first step ...

Am I reaching my full sales potential as a licensed Realtor? Understanding whether you're truly meeting your sales potential in residential real estate can be a bit challenging. Last week we looked at the most direct feedback on your potential: how may homes are you closing every year? But ultimately that feedback is binary (enough/not enough homes sold) and doesn't offer much feedback or guidance on how to start hitting your potential. To get more ...

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 ...