Coach Dan Foster

In his book, The 21 Irrefutable Laws of Leadership, author John C. Maxwell writes about the Law of the Picture. This law is as important for sales professionals as it is for leaders. Listed below are three elements to this timeless law that, if understood and made a part of your lead generation system, will produce more referrals and leads, resulting in a higher probability of overall success in your business.

No matter the market, taking the time to qualify a prospective buyer is very important and something you cannot afford to skip. Most sales people get so excited when they get an actual lead that they forget to ask the right questions to determine whether the relationship is going to be a good fit. If you can ask questions that draw out a buyer’s motivation, ability, and need for purchasing, then you will achieve a higher probability of overall success and customer satisfaction. Listed below are ten questions, in no specific order, that I recommend you ask before working with a buyer.

This morning I had the opportunity to interview Lee Dunn, Vice President/Principal Broker and Risk Reduction Manager for Prudential Northwest Properties. The interview was a part of my monthly webinar series where I interview leaders and sales professionals in the real estate industry. This month Lee and I discussed how to run a low risk and profitable business in today’s real estate market. Lee provides us with his Top 10 Risk Reduction Tips and answers to audience questions.

Let’s be honest, holding an open house is more for the benefit of a real estate broker than it is for a home owner. The 2009 National Association of Realtors® Profile of Home Buyers and Sellers reports that only 46% of home buyers used open houses as a means of searching for homes. Most articles that I have read tell me that only 1-2% of home buyers actually purchase a home they visited during an open house. I encourage you to share these stats with your seller and be completely honest with them about the probability of an open house leading to a sale of their home. If they still request an open house or allow you to hold one for your own benefit, than consider these eight tips for holding a successful open house.

Do you wish you knew exactly what to say and how to say it when your client asks you to reduce your commission or to hold an open house every weekend? The answers are on the way! Our next webinar, Thursday May 27th at 10AM, will feature a panel of experts discussing how they handle client objections and questions in today’s market. Join us on Thursday to learn from the best of your peers and walk away with the key talking points and scripts that will help you win more listing and make more sales.

Click on this link to register: https://www2.gotomeeting.com/register/224127955