by Joe McAuliffe | Apr 23, 2014 | Cup O' Joe, Listing Presentations
There is nothing wrong with taking a listing that is overpriced, if given time, you’re confident you can get the seller to be more realistic and lower the price. But, if you agree to take an overpriced listing, you must be prepared to deal with a seller that...
by Joe McAuliffe | Apr 21, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Using “Tie-Downs”, Are You One of the Best? A strong agent identifies the best points to make with a client and then explains the benefits of each point. This is called the “Fact/Benefit Approach”. Simply put, you state a...
by Joe McAuliffe | Apr 18, 2014 | Cup O' Joe, Personal Productivity
You’re sitting at your desk and it’s covered in paperwork. You have 27 unopened emails and any one of them could be from a hot prospect. You check your phone, and you have 7 unanswered calls. In just a couple of hours, the business day will be over, and there is just...
by Joe McAuliffe | Apr 17, 2014 | Cup O' Joe, Prospecting
Prospecting – Pick the Low-Hanging Fruit First    There may be a group of potential buyers you have overlooked. In sales, we tend to assume that once a client has purchased real estate, it’s now time to move on to the next buyer. That may not be a good idea....
