selling real estate: Do we really need to "win" the business? - 05/01/12 01:14 PM
I was perusing Facebook yesterday when I noticed a post that caught my eye...
TruliaPro posted a link that said "We've got three tips to help you impress them and win their business", and it made me think...
Do we really need to "win" the business?
The harder I try to impress, the less impressive I am.  The more I talk, the more often I put my foot in my mouth, and, actually "lose" the business.
When I meet with a client, that client has generally contacted me.  And they chose me for a reason...
Of course I always try to put my best foot … (6 comments)

selling real estate: Day 2 of Door Knocking in Carrolwood, Naperville... - 03/07/12 06:59 PM
Yesterday was great.  It was my first day of door knocking in five years. It felt great to be prospecting...
I am excited go out again.  It is 2 PM, and the skies are fairly dark with gusty winds today in Naperville.  It is a warm day for early March...
I have just found a babysitter to watch my girls, and my schedule is now clear...
I will be going door knocking...

Cup of iced coffee in hand, I head out the door, actually kind of excited.  That is the nice thing about caffeine...
I was dressed in cords and a KW … (4 comments)

selling real estate: 5 Phrases I Use to Get More Price Reductions - 07/17/11 10:22 PM
I don't believe in "scripts", per se...
The idea of them seems wrong. 
However, after 6 years of selling real estate, I find myself using certain phrases while communicating with my sellers regarding price reductions.
Here are 5 phrases I commonly use when dealing with price reductions:
"What would you sell your home for today?"  The ultimate question.  How much do you want to sell your home for? "We are close."  This is the proverbial "carrot on the stick".  I only say it if it is true, however, it is versatile.  Can be changed to "We are getting closer." "The biggest mistake most sellers … (60 comments)

selling real estate: REAL ESTATE SALES TIP #1: NEVER TELL THEM WHAT YOU DO... - 06/27/10 04:50 PM
I guess I shouldn't say never...
But they have to ask.  They almost always do.
My Mom used to say it was "passive aggressive".  I just say it works...


I just met a nice couple outside my home...
Sean and Pam.
I had seen them move in a few days prior.
Their moving van pulled up just after a tornado siren went off here in Naperville, Illinois.
I warned them of the threat, and we both retreated to the relative safety of our homes.
I saw them again today.  I was chipping golf balls in my front yard and they pulled up in their car.
Since we … (8 comments)

selling real estate: "I will never ask you to buy a house..." - 02/11/10 11:07 PM
"I will never ask you to buy a house," I said to a young couple the other day.  They were my new buyers looking for a condo in Lincoln Park, Chicago...
I received a confused stare followed by a look of calm understanding...
This is the reaction I get from most of my buyers. 
I will never ask you to buy a house.
I won't.
I love saying that to my buyers.  It puts them at ease...

My sales training came from some of the top salesman in the world.  Stockbrokers...
We weren't the down on the floor waving your arm type.  No.  … (15 comments)

selling real estate: Where are all the sellers? - 02/22/08 02:17 PM
OK.  I've heard it all before.  The market is bad.  Noone can get a mortgage.  Supply outweighs demand.  Blah, blah, blah.  If this is true, then I ask...
WHERE ARE ALL THE SELLERS??
I don't know about you, but I have had more buyer activity than listing activity this year.  There are no new homes for sale in any of the neighborhoods that I market.  I have buyers for these neighborhoods and would love to see anybody get a new listing.  I live in Naperville Illinois.  Is anybody else wondering...
WHERE ARE ALL THE SELLERS?? 
I hope all is well,
Ken
(3 comments)

 
Ken Tracy, Naperville Illinois Real Estate (Charles Rutenberg Realty - Naperville) Rainmaker large

Ken Tracy

Naperville Illinois Real Estate

Naperville, IL

More about me…

Charles Rutenberg Realty - Naperville

Address: Naperville, Lisle, Plainfield, Aurora, Downers Grove, Wheaton, Glen Ellyn

Mobile: (630) 697-0536

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My story. From rags to riches in the crazy world of real estate sales...


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