Asking questions of your customers can help you learn more about them, but there’s an art to phrasing your queries. Mark Roberge, a Harvard Business school lecturer and author of The Sales Acceleration Formula, says salespeople too often use a “show up and throw up” strategy, rattling off a bunch of random questions to buyers. Instead, employing empathy is the key to asking the right questions. “Selling is about understanding the perspec
Master proven scripts to win more business during your 'money-making calls'Does the thought of spending an hour calling prospects send a chill down your spine? Does dialing that next number feel like a chore, knowing you might get hung up on?Do you have fear of the phone?I hear it all day long in coaching sessions, “Tom, I know I should prospect more, but I’m scared.” For many agents, the fear of cold calling a FSBO is so paralyzing, they s
About TracyMy husband and I moved our young family to Conroe in 1994. Since then we have watched the city and surrounding areas thrive. It's amazing to think back and remember how it was back then compared to now. So, here we are. I have raised my family and, as many at this point in their lives, I get to focus on something new. I have chosen to work as a real estate agent. I love wood and construction and therefore homes. I love a good challenge
About FayeIf you need an experienced Realtor with integrity, excellent negotiating, communication, and problem solving skills, look no further. Faye Samuels will seamlessly guide you through the home buying and financing process. Ms. Samuels has a Marketing degree from the University of Houston and prior to starting a career in real estate worked as a Budget Analyst with a major Houston energy company. Her target market is Southwest Houston, Midt
About KimIn all I do I value having and using the values that are needed to get the job done right, on time, and with excellence. You will know that you were treated with the right values.iPro currently deals throughout the states of California, Texas, Florida and New York. We continue to strive and broaden opportunities for real estate professionals and consumers. Visit www.iprore.com for the latest information and links.Click here for
Are you stuck on the real estate roller coaster?This video is an awesome segment from last year’s Success Summit where I got super deep with an attendee who had the guts to stand up in front 6,000 Summit attendees and admit publicly, “I’m exhausted!”“I’m in my third year in the business, and I’m exhausted!” she said.Side note: this is very common, so she — and potentially the person reading this article — is not alone.“I d
Systems will catalyze your health, creativity and business growthHow do you help more clients without feeling like the marrow has been sucked from your bones?Many top producing real estate agents struggle with maintaining a balanced life while hammering out multiple deals. Let’s face it – people want your help. Yet, it could come at the expense of your relationships, health and sanity.The year I sold 48 homes on my own with a part-time assist
It's easy to tell when your buyer clients have fallen in love with a listing. They clearly have that thrill and excitement coursing through their veins. But just like any relationship, this one takes some work too.Dana Bull, a real estate professional with Harborside Sotheby's International Realty in the Boston area, has three tips this Valentine’s Day that you can use to help guide buyers through the decision-making process when they’ve fal
Your buyer clients may need to brace for longer house hunts. Inventories are at record lows, and that means finding the perfect house match is becoming more difficult.Two-thirds of home buyers said they searched for more than three months before going under contract on a home, according to a new survey by the National Association of Home Builders. Buyers also complain that homes are getting too pricey. Forty-two percent of respondents said that
How do you create more lasting connections with customers? It may come down to becoming a better acquaintance with your client, working harder to anticipate their needs, and showing more empathy. RISMedia recently wrote about enhancing customer interactions, including: Get to know your customer better. Track all interactions a client has with your brand: What emails did the customer open? What videos did they watch? What questions did they ask
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