Tips for Your Approach Preparation: Real Estate

Sunday, June 21st, 2009 | Uncategorized | No Comments

There are amazing deals and a lot of money to be had in the Real Estate market today. Homeowners everywhere want to turn to the right people to sell their homes and they need it fast. So, here are some tips to help you get those appointments and start reeling in the real estate money.

When you are handling inquiries on the phone you should mostly be asking them questions instead of making statements.

You want to keep control of the conversation. To do that you need to agree with the client. Agreeing creates positive, reinforcing conversation while disagreeing just causes tension and arguing.

When do you know a lead is worth pursuing? When they qualify. Simple as that.

You may not realize it, but your facial expression can be recognized through the phone. So, smile when having phone conversations with customers. It’s free and makes you sound much more friendly and approachable to the client, thus increasing your appointment bookings with almost no effort at all.

Double-book appointments. You could go from having three or four meetings per week to triple that or more by double-booking your appointments.

Now this you might have never guessed. Stand up while you’re talking. Yes, standing up fills you with powerful confidence and positive energy giving you an extra boost to close the deal or get that appointment.

Set appointments within an hour range. For example, instead of stating for an appointment to be at 2pm, say that it will be between 2pm and 3pm. This simple method will keep you from being late to your appointments. Try to arrive at 2, but now you have an hour of lee-way just in case.

Also, a fun and interesting thing you can do is record some of your sales calls with an inexpensive tape recorder. Play it back and listen to yourself every once in a while. Listening to your conversations you can be a judge of your own technique. Would you buy from yourself? Your confidence will sky-rocket when you find your strong points and pointing out your areas of weakness will help you improve your scripts and effectiveness.

http://www.SalesMasteryForShortSales.com

Be a Master Real Estate Entrepreneur

Saturday, June 20th, 2009 | Uncategorized | No Comments

With foreclosure rates at a record high and home owners desperate to sell before the bank takes over, there hasn’t been an opportunity to reel in real estate cash like this in over a decade – if you know what to do.

First you must be prepared. This first step sounds basic, but will make or break you when the moment of truth comes. So, always be prepared to book an appointment no matter where you are or who you’re with. If you wing it, you might lose out on a huge opportunity. This means you need to have a plan for when someone approaches you, whether on the phone or on the street, and know exactly what to say to get them interested.

Second is pre-call planning. This is not preparing a script for a phone call, like in the first step. You already got the appointment. This is being prepared for when they want to see the house, like having all the property information, a calculator, and those sorts. You worked hard to find a lead and get the appointment, now you really want to go above and beyond to impress the client. If you’re not adequately prepared, this step could be the deal-breaker.

Now for the actual presentation: practice, practice, practice. Don’t just rely on your strong personality, that’s for amateurs. Another amateur mistake, you don’t want to make it a race by just getting them to like you and to accept the offer as quickly as possible before a real pro steps in. The presentation is where you really have to have confidence in what you’re doing and show true professionalism.

Then step four: closing. The most important thing in step four is not to rush. If you rush through it, you might scare your clients away. You’re more likely to tip a server well when they’re calm and accommodating, not when they’re rushing through your order, right? Same concept. Keep it steady, go over the contract, and don’t skip any paragraphs. They might get sketched out if you skip a paragraph when you’re explaining the contract in detail to them and think you’re trying to hide something. Don’t leave any room for doubt or suspicion.

Finally, the last step: following-up. This simple last step is a biggie, yet it’s often left forgotten or just unused. Whether they’re hand written letters or a phone call, never underestimate the power of a follow-up. Ask how things are going, and definitely ask if they’ll give you a testimonial – most of the time they will. Don’t forget to get it in writing that they’re allowing you to use their testimonial.

http://www.SalesMasteryForShortSales.com

Finally released…

Friday, June 19th, 2009 | Uncategorized | No Comments

I just posted this for you. Get it now while you still can.

http://www.SalesMasteryForShortSales.com

It’s a brand-new 57-page special report all on how to MASTER the art of selling, negotiations, handling objections and positively influencing buyers and sellers in any short sale transaction.

Believe me, there’s no fluff here…it’s 57-pages of SOLID actionable content for anyone to use in any phase of their real estate investing.

Inside this special report I lay out some hardcore stuff on “converting” 100% of every transaction you do along with a step-by-step check list of what you MUST do BEFORE making your first call to ensure the greatest desired outcome.

Get the special report now:
http://www.SalesMasteryForShortSales.com

Enjoy,

Josh Cantwell

P.S. I could easily sell this for $297 but it’s my gift to you. I’ve only taught these strategies to my top coaching students and I’d say it’s the major “X” factor separating the average investor from a 6 or 7 figure short sale business.

P.P.S. You’re going to love the section where I show you how to make up to 4 times what you’re making now—without—spending any more time or money on marketing.

Click the link below and get the special report now:
http://www.SalesMasteryForShortSales.com

Selling Yourself

Thursday, June 18th, 2009 | Uncategorized | No Comments

So in yesterday’s post, I talk briefly about being “in the moment” and why that’s important in a sales situation.

Remember, even though you don’t think you’re selling anything, you are . . . you’re selling YOURSELF!  Think about it . . .if you wanted an easy business you could’ve made pizzas or subs . . . get the dough, add some cheese and salami, stick it in the oven, and you’re done.

In real estate, each week brings a whole new world of regulations, guidelines, financial issues, etc.  You need to be able to be able to be a source of assurance for all involved.  Remember how baffled you were by all the paperwork on your first home? Or how about that first year when you were trying to make sense of the real estate landscape?

The types of transactions that SREC teaches are sophisticated and somewhat confusing, and it takes even experience real estate professionals time to get their minds wrapped around it.

The point?  You’re selling stability, smarts, know how, and success that YOU have to get the deal done.  To do this you need to not only develop hard skills about the mechanics of the transaction, you need to have the soft skills necessary for effectively working with all types of people.

That’s what Sales Master is all about.  When I first dreamed up this project, I thought it would be a simple collaboration of two experienced businessmen and that we’d nail a good program.  What I didn’t count on, and I should have knowing Dan’s work, were all the things I was going to learn.  I was told once in school that it’s hard to know what you don’t know, and I know that this course will open your eyes just like it opened mine.

Like anything else, we’ve built this program using a five point structure to act as guidelines for different stages of the sales process –– all of it resting on the bedrock of  the Seven Laws and 21 Principles of Sales Mastery.

I’m out of space here, but we’ll get more into what that is all about during the next few days.

The #1 Biggest Fear Haunting Most Real Estate Investors

Wednesday, June 17th, 2009 | Uncategorized | No Comments

I just released a brand-new training video on overcoming the #1 BIGGEST fear haunting most real estate investors. Watch it now… And link to the

Click Here NOW to watch my new 54-minute training video on How To Overcome the #1 BIGGEST Fear Haunting Most Real Estate Investors…and MASTER the art of closing a sale…

One of the biggest fears most new investors face when first getting into real estate is dealing with buyers and sellers. A major reason behind that is not being prepared on what to say or do when objections come up. In this new training video I show you how to overcome the most common objections and give you my proven strategies for MASTERING the art of effectively influencing buyers and sellers in ANY short sale situation. This video reveals…

>> >The 22 points in EVERY short sale transaction where a “SALES” technique is used.

>>>Homeowners HOT BUTTONS – the real NON-FINANCIAL reasons for selling a home.

>>>The 5 step process to becoming a MASTER CLOSER

>>>The 6 key emotions that make people buy or sell anything… including their house. And a whole lot more. Many of my top coaching students credit their success to becoming a MASTER at the art of closing the sale. In this video I show you how…

Click Here NOW to watch my new 54-minute training video on How To Overcome the #1 BIGGEST Fear Haunting Most Real Estate Investors…and MASTER the art of closing a sale…

First Impressions

Tuesday, June 16th, 2009 | Uncategorized | 2 Comments

I remember being trained as a young boy that when I met someone first time, to give them a firm handshake and to look them in the eye.

Seriously, I was policed by my parents on this and it didn’t take me long to catch on. The funny thing is, I don’t think a lot of other people were . . . Each month I meet new people who refuse to look me in the eye, and only half-heartedly shake my hand.

So what? . . . well to me, a first impression goes a long way, and if you are going to be in the real estate business, which is constantly in flux, you better project at least one thing–– confidence.

And if you are going to work with me, you better look me in the eye.

Such a simple thing can go a long way in helping people decide if they want to do business with YOU.

What it really comes down to is being present: Seems like we are either living in the past or thinking about the future. Once while traveling as a kid, a Dutchman said to me that the thing about Americans is that they are already thinking about making a trip to the bathroom before they’re even done with dinner . . . though he didn’t quite express that in those terms!

Not to go all Buddha on you about being in the moment, but in a sales situation, that’s where you need to be. You need to understand your habits; you need to have some sense of self-awareness about what aspects of your personality people find engaging and what turns them away; and you need to modify and perfect behaviors in speech and in body language to overcome those things that are getting in the way.

Starting out after college, I was fortunate to get some great sales training with a great company and all I’ve done since then is build on that. With the new Sales Mastery course that Dan Dooran helped me put together, I am pumped about not only getting my team of coaches using these techniques, but having more coaching clients experience even more success as they begin to use our ideas in their business.

Tomorrow I will break down some of the stuff that we will cover in the program. See you then!

Go from Good to Great with Secret Sales Techniques

Monday, June 15th, 2009 | Uncategorized | No Comments

Each day I spend part of my time working with coaching clients on the phone. Regardless of the level of experience –– and we have some doing HUGE numbers every month –– the one glaring weakness everyone seems to have is sales technique.

Just this morning I was on with a couple of guys who despite being in a tough market, are gaining some traction. Yet week after week, they’ve been meeting with one MAJOR obstacle to getting their business churning out deals they way they know it can –– real estate agents.

Can any of you relate? I think that we all can, and when I think back to those first few presentations I gave several years ago, I remember having the butterflies in my stomach and feeling tongue tied like a schoolboy when being asked a simple question that I should be able to hit out of the park.

Familiarity and time bring confidence, so what do you do if you are just starting out? And for those of you that are experienced, how can you tweak the message you convey about your business so that you can be even more effective?

Well, that’s what this next series of posts is going to be about. I’ll be sharing some strategies used by one of the best in the business, Dan Dooran, to help you overcome objections. But it’s not just about dealing with tough agents, I also want you to learn some basic sale strategies using language that can help you in any aspect of your day, be it in the office, the street, or at home with the family.

For the past several years, SREC has been the industry leader in content development and instruction. We’ve created proven real estate investing systems, and given you the parts so that you could adapt them to your own market.

The Sales Mastery program, that I’ve developed with Dan will introduce you guys to some of the soft skills you need to round out your business, and help get you to the next level.

See you tomorrow . . .