8/12/2009 7:19:00 PM
Make closing a condition for working out their objection.
Discussion: If you do something for the prospect, make sure they give you something in return. Use the words in this order: “If I … will you ...?” Ask them, “If I can (overcome their objection), will you (sign the listing today, sign ...
Views: 58
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8/10/2009 7:33:00 AM
Eco-Precious, the Water Resource
Since the drought of the 2000’s, residents of the metropolitan area of Atlanta have become painfully aware of the scarcity of water resources. It has apparently taken such a severe natural event to make a notable impression. Now that the drought has ...
Views: 43
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7/28/2009 6:20:00 PM
Change the name of the objection word.
Discussion: Words are only words. Replace their “objection” word with a synonym. Change the word and you change the meaning. If your prospect uses the word “worry”, when you repeat the objection to them, use the word “concern” ...
Views: 45
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7/16/2009 7:58:00 AM
Build rapport with the prospect.
Discussion: One of the most powerful components in a sales relationship is for the prospect to like the salesperson. This is why it is a good idea to build rapport before discussing business. Look around upon entering their home. Are there any family photos, ...
Views: 35
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7/9/2009 11:58:00 AM
Know your business—do your homework—be prepared.
Discussion: Before you meet with your prospects, research the applicable market. Unless you have some good information to share, do not ask them to tell you about the neighborhood. You may appear incompetent. But if they just start talking, let them do it, ...
Views: 36
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6/28/2009 7:34:00 AM
Family-Centric Sustainable Living
In contemporary times, Americans have commenced a new awakening to the sensitivities of our environment, particularly as it pertains to their individual quality of life. While both the problem and the reward are far grander than that, this revelation is at ...
Views: 50
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6/26/2009 4:12:00 PM
“Be nice to yourself” close.
Discussion: Help your prospect justify your services by letting them know that they need a treat, they need to be nice to themselves, they are worthy of splurging on themselves. They deserve it—they have worked hard, or they have done good deeds for ...
Views: 28
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6/21/2009 2:46:00 PM
Green Landlording and Conservation Easements, Conserving What?
For lots of reasons, more and more people are becoming interested in the environment— some from an altruistic motivation, others from a purely economical or utilitarian perspective. But the reality is that we, the people the-world-over, have wholly abused ...
Views: 95
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6/18/2009 6:53:00 AM
Be a connector—give your prospect something for nothing.
Discussion: If you want something, sometimes it helps to give something away first. Connect people. If you want business, give business away. Give leads away to your prospects. If you have a current client or customer that can use your prospect's products ...
Views: 31
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6/17/2009 7:54:00 AM
Promoting Energy Efficient Appliances
Landlords struggle to maximize the rents on their properties. Sometimes, conceding to a rent rate that takes the account negative is the best that can be done. One way to boost rental potential is to promote the property’s green features. It costs no ...
Views: 51
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