Open House: Strategies For Success

So the traditional open house now a real estate agent is going to put out maybe two or three signs. Now, let's recognize that you get out of things what you put into things. So the more…

Expired Prospecting: Get An Appointment

Now, let's recognize and agree that these expired listings, while they may be a little bit jaded. I mean, let's face it. Their homes probably been on the market for six months and it hasn't…

Expired Objection: Found Another Agent

So, here's what you should do first qualifying. I understand. And let me ask, have you already signed a listing agreement with that new agent? If the answer is yes, then thank them for their…

Expired Objection: Taking It Off The Market

The objection is we've decided to take it off the market. We're no longer going to move. So I'd encourage you to say this. Well, let me ask if, uh, if an offer were presented to you tomorrow,…

Seller Objection: 47 Ways To Sell Faster

Get started by downloading 47 ways to make your home sell faster. We've all been in that situation where you show up to list a property and that property is not in the best of condition.…

Seller Prospecting: Circle Prospecting Script

Now, once you take a listing within a subdivision that I'm going to encourage you to contact all of the other neighbors within that particular subdivision. And here's what you'll say. Hi,…

Seller Objection: Competitive Pricing

Now, the objection we're going to be talking through another agent said they could get me more money for my house than what you've quoted. So here's what I'd encourage you to say. You don't…

Seller Objection: Being Direct About Condition

I want you to ask them the question on a scale of one to 10, how honest and direct would you like me to be with you now? Chances are, they're going to say 10. Say, could you share an example…

Seller Objection: Can You Reduce Your Commission?

So you presented your commission and let's just use a round number and say, you've presented 6% as the listing commission. The seller says, well, I'd list with you, but you need to reduce…

FSBO Prospecting: Window Of Opportunity

You see, a for sale by owner is not going to look for a solution to a problem unless they know a problem exists. So it's up to us to present them with the problem. And here's how we do that.…

FSBO Prospecting: Get An Appointment (Script #1)

Hi, I'm Shon Kokoszka with XYZ Realty. Thank you for taking my call now. I'm sure you've had several realtors attempting to call you to list your home for sale. I'm not calling for that…

FSBO Prospecting: Get An Appointment (Script #2)

Hi, this is Shon Kokoszka with XYZ Realty. Thank you for taking my call. I worked with many buyers in the area and the reason I'm calling is to just simply ask, once you sell your home on…

FSBO Prospecting: Get An Appointment (Script #3)

Hi, this is Shon Kokoszka with XYZ Realty. Thank you for taking my call. I'm calling because I worked with many buyers in the area and I was calling to find out how I might be able to help…

FSBO Prospecting: Get An Appointment (Script #4)

Hello, this is Shon Kokoszka with XYZ Realty. Thank you for taking my call. I'm calling. So I know about all of the homes available in the market, not just those homes listed in the multiple…

Incoming Calls: The First 5 Seconds

So, a prospect is pulled up in front of the house. They've qualified the neighborhood, the curb appeal of the property. Heck they probably know which school districts in. So you've got a…

Incoming Calls: Position Yourself

So, you've taken them through the first five seconds. You've determined. What is the price range the prospect is looking for before sharing the information on the property that they've…

Incoming Calls: Additional Transition Strategies

So that buyer prospect calls in and says, how much is it? You say, Oh, you must be another one of the neighbors. The prospect says I don't know. Oh, so you're in the market to buy a home. As…

Follow-Up Calls: The Most Effective Strategy

Now, guys, I've studied the numbers. Now let's agree. And I've recognized that the chances of that buyer prospect actually contracting the property that they originally contacted you about.…

Buyer Objection: I Have A Friend / Family REALTOR®

Now this generally comes up after you've asked the question, are you working with a realtor? I'm getting encouraged you to ask that question a little bit differently because I want to improve…

Buyer Objection: Let Me Talk With My Spouse

Now, you know as well as I know that if you let them off the phone, the chances of them actually picking up the phone and calling you back. Well, it's slim to none. So rather you've got one…

Buyer Objection: Can You Just Meet Me At The Property?

I want you to just buy in that your goal is to get this buyer prospect, to set an appointment, to come to your office. So this objection we're going to talk through is when the buyer says,…

Buyer Objection: Just Email Me The Listings

What they're going to say is, well, can't you just email me the listings. Do I have to come to your office? Now here's what I'd encourage you to say: Well, of course I can email you the…

Buyer Objection: I Only Work With The Listing Agent

I understand, and tell me, is it because you hope to save a little bit of money on the commission? Is that the reason why now chances are this buyer's pretty savvy and yes, they may have…

Buyer Objection: I Know I Can Qualify

You're generally going to hear an objection like this: Well, I don't want to talk to a lender yet. I know I can qualify for a mortgage. Now, if you say yes to that buyer prospect, you could…

Closing Technique: ABCs of Selling

We're going to get into what I call the ABCs of selling. Now I love the movie Glengarry Glen Ross. I watch it at least once per year, but always be closing, right? That's a little bit cheesy.…

Closing Technique: ABC First Time Buyer

So this is a first time home buyer you've got on the phone. So the action is always the same. Fortunately, in order to get you one step closer to achieving your goals, all we need you to do…

Closing Technique: Investor Sales

The action is always the same. Let's set an appointment for you to come to the office and Mrs. Investor, what I'm going to do is I'm going to, I'm going to share with you my top 10 pre…

Closing Technique: Alternative Choice

I'll tell you most of them, well, they're just order takers. And if they do attempt to close for an appointment, here's what generally happens. They ask a question like, would you like to get…

Closing Technique: ABC Lender Permission

So you've got your buyer on the phone and it's time to get them qualified financially. So let's start with the question. Are you paying cash or obtaining financing? They say, well, I'll need…

Closing Technique: ABC Downsizing

They're empty nesters, and now they want to get rid of this big house, this big mortgage payment, all those property taxes and downsize to something smaller, something more affordable so that…