scripts: Can't get that song out of my head! (I promise it is Real Estate Related!) lol! - 03/13/12 09:36 AM

Driving to work today, I just couldn't get this darn song out of my head.  I have a pretty short commute every day, less than 4 miles, and only a few stoplights.  So I usually forget to turn on the darn radio, and usually just listen to all the voices in my head as I drive to work and sometimes have conversations with them.  Ok, I'm kidding about the voices, but not kidding about this song that was stuck in my head.
I knew EVERY word to it, as I imagined myself singing to a sold out crowd at some … (27 comments)

scripts: I told her that the more she lead generates, the more "no's" she will get... ??? - 10/07/11 01:40 AM
Strange huh?  Or is it that strange?
We tell (or we are told) to lead generate, lead generate, lead generate...  Day after day after day.  The more we lead generate, the more likely we will increase our business.  Get to that yes, yes, yes...  That we have to go through no's to eventually get to a yes.  We hear this...  We know this.
If we are idle with our lead generation efforts, we have then become comfortable with doing nothing.  And doing nothing is sometimes pretty comfortable.  When we finally get off our butts, everything becomes hard...  Maybe even harder than … (115 comments)

scripts: 80% of sales are made on the <?> time you make contact with a lead... - 01/21/11 12:28 AM
Hmmm...  Wonder what the answer is? 
2% of sales are made on the first contact...
3% of sales are made on the second contact...
5% of sales are made on the third contact...
10% of sales are made on the forth contact...
80% of sales are made on the fifth to the twelfth contact...  Yep...  5th through the 12th time you try to make contact and close the lead...
So how many times are you trying before you give up?  Did you know if you just make a little bit more of an effort on a daily basis, you will be doing … (182 comments)

scripts: He said, " I have some leads from the open house, but I'm going to wait till Wednesday to call them..." ????? Huh???? - 01/19/11 12:29 AM
Seriously?  I mean, seriously?
Have you heard agents say this?  Have you said this?  Really?
Why is it that so many agents fall into this trap?  We spend so much time preparing for the open house...  So much effort previewing homes, and door knocking the neighborhood.  Licking the stamps on the mailers we are going to send...  Okay, we don't lick stamps anymore, we peel them...  We go through the process of understanding the neighborhood, and comps.  We search out the perfect open house, from the perfect agent, in the perfect neighborhood.  We enlist our spouses to drive with us while … (151 comments)

scripts: How to create urgency with your buyers... - 01/04/11 12:57 PM
As real estate agents, we spend so much time looking for the perfect 3 bedroom, 2 bathroom home for our clients, that we may be missing the point.  They call us, tell us what they are looking for, then we become a computer in trying to find exactly what they are asking us to find.  Or we put them on some auto search, and forget about them completely.
They day that buyers bought homes out of impulse, or because someone else would steal their home, or because their friends are, or because the news is telling them to buy has long since passed...  … (158 comments)

scripts: This guy asked me, "how's the market?"... Is that a trick question? - 12/07/10 01:13 PM

So many ways to get the news nowadays...  The internet, twitter, facebook, foursquare, LinkedIn, ActiveRain, Fox News, CNN, MSNBC, Apple & Droid apps, newsmags, etc...  The list can go on and on and on...  Seems like everyone is an expert these days.
We can search Google for anything we want, and get instant gratification to our endeavors.  Maybe even read incorrect news, but from what we thought was legitimate...  Thus leading to a skewed understanding of the real stuff that is actually out there.
Economists interpret national stuff, and our clients view this as local stuff...
So, if someone asks … (18 comments)

scripts: If someone asks, "what do you do?" How would you respond? - 09/18/10 11:28 PM

I know, it's a strange question, because we all know what WE ourselves do (real estate).  We help people buy and sell houses, right?  Hmmmm....
Seriously though, if someone asked you what you do...  Do you really know how to respond in a way that could possibly lead to a new client?  Or do you fumble through some half baked explanation of what we do or think we do...  All the while, the person on the other end had lost interest in what we were saying, then we kick ourselves the rest of the day with what we SHOULD have … (63 comments)

scripts: The word "why" can be such a harsh word... Then he said "why?"... - 09/06/10 10:50 PM

If you were wearing a tie, and I came up to you and asked you WHY you were wearing THAT tie...  What would be your answer?  Would you consider it a rude question?  Would you have to then explain WHY you wore the tie?  Some of us would be self conscious about the tie, and think about it a bit...
But what if I asked you the same question, using different words.  I asked you, "what about that tie made you wear it today?".  Would it still give you same feeling that the first question gave you.  Probably not.  You … (84 comments)

scripts: So he asked me in line at Starbucks if I was in Real Estate... Uhhh, ummmmmm, well... (fun story) - 07/06/10 11:46 AM

Scripts.  What we use on a daily basis.  For example, when we ask someone how they are doing.  We are asking, and will most likely get a response with the same question back to us.   In regards to Real Estate, we have to think in the same but a different way.  Scripts allow us to have the answer to situations that may lead to business.  When opportunity knocks, it's too late for preparation... Opportunity only exists for those that are ready, willing and able.
Like this time a few years ago at Starbucks, and there was only one table left.  … (86 comments)

scripts: So they gave me the Nordstrom "NO"... - 04/19/10 10:34 AM
So they gave me the Nordstrom "NO"...
I have been teaching for years, and help agents understand the motives behind potential client's behaviors.  One of the ways I explain this, it's the Nordstrom "no"
Imagine you walk in to Nordstrom's one afternoon.  You know what you came here for, and you know what you want.  You are looking for the men's section to pick up some new shirts, cuff links, and some socks (or as a gift).  You are in a hurry, since you have to get this done and move on to your next to-do item today.  You park the … (2 comments)

scripts: Lead Generation at an Open House (for agents) - 04/12/10 11:53 AM
Lead Generation at an Open House
When doing an open house, there are several things that we know we should do. 
Putting out as many open house signs as possible from as many directions as well.  When I am driving and see that "yard sale" sign, it pulls me in...  Then I say no to my inner voice.  Then I see the second sign, and I am more likely to give in to my inner urges.   If I see the third one, I am sooooo there!  And I pull over and try to find the sale.  Now when I am driving … (1 comments)

scripts: Helping your buyers overcome buyer's remorse - 04/06/10 03:00 PM
Helping your buyers overcome buyer’s remorse
Making a big decision can sometimes lead buyers to have remorse over their decision to purchase their dream home...  This can lead to the buyer backing out of the deal, and maybe even the whole process.  All of the work that the agent has put in, and the emotions the client has put in.
 If you take the time to understand the dreams, and desires, the life changes that occur with your buyers, you will better understand them in most situations. 
 A great idea is to have your clients write down in their own handwriting … (1 comments)