buying homes: Courtesy Calls with a purpose!! - 07/12/11 11:01 AM
 Forget Making "Courtesy Calls" Without An Objective
 It's all very well making courtesy calls - so long as there is a clear point to them.  Repeat calls on existing customers or on target customers are a waste of time if all you're going to say is "Hello, how are you, nice weather today, is everything going OK?  That's good, when you're ready to sell or purchase I'm your guy." 
You may think that you are building your rapport and relationship with the customer, but in fact courtesy calls are often detested by the recipient, because you are wasting their time.  Remember, … (5 comments)

buying homes: Do you know what your buyer is looking for? - 06/20/11 09:40 AM
 
Getting into benefit selling from feature selling is a big step forward. Just because the link between the feature and benefit seems obvious doesn't mean that the prospect will make that connection.  "What this will do for you is...."  Taking all this to the next level requires that you identify which benefit will be most important to your specific prospect for this specific situation and sale.  Everyone has a little different set of objective and subjective requirements. The more you know about what they are wanting (and they will tell you), the more likely you are to be able to lead with … (0 comments)

buying homes: Ways to Boost Curb Appeal| The Woodlands| Texas - 04/19/11 03:32 PM
 
(ARA) - Anyone who's ever bought, sold or even just looked at a house can tell you first impressions matter.
A house can be filledto the rafters with luxury touches, but if it lacks curb appeal, few potential buyers will ever step in the door to see what's inside.
Curb appeal is taking on a new meaning for many homeowners. While an attractive home exterior can still boost potential resale value, homeowners are also looking at curb appeal as a way to enhance the enjoyment of their homes. Giving the exterior of their home a facelift not only makes … (0 comments)

buying homes: Building Stronger Buyer Commitments - 01/30/09 03:38 PM
I believe the last place you want to put the buyer is in your car. The first place is in a meeting for 30 or so minutes to do a buyer consultation. Try saying this: "I do things differently, my procedure is for us to sit down for 30 minutes so I can find out exactly what you are looking for, how fast you want it and if I'm the right one to help you find it."
Now in the 30-minute consultation your goal is to: Qualify, Define, Commit
Qualify First

a. What has been your home buying experience?
b. … (0 comments)