2017 SALESMANSHIP “I Must Have”, Applies Today Only

by Joe McAuliffe | Jan 26, 2017 | Cup O' Joe, Salesmanship

One of the most offensive clichés in real estate is “Buyers are liars, and Sellers are storytellers.” It stems how many times you have heard Buyers and Sellers say: “I have to have” when referring to some key amenity or point?  For example: I only...

2017 SALESMANSHIP Buying or Selling Real Estate? Timing is Everything to Make a Move

by Joe McAuliffe | Jan 25, 2017 | Cup O' Joe, Salesmanship

Making any big decision usually requires impeccable timing. Now that the elections are over, consumer confidence continues to rise, the stock market has posted strong gains and an economic upturn is in full swing, making this an ideal time to buy or sell real estate....

2017 SALESMANSHIP What’s Your Client’s Passion?

by Joe McAuliffe | Jan 24, 2017 | Cup O' Joe, Salesmanship

The great strengths top producing agents have are their discipline and work ethic.  Unfortunately, these great strengths are also great weaknesses.  It’s very easy to get so absorbed in putting the next deal together that building relationships based on trust,...

2017 SALESMANSHIP Put Yourself in Your Clients Shoes

by Joe McAuliffe | Jan 23, 2017 | Cup O' Joe, Salesmanship

You’ve spent years developing a strong base of business and finally, the real estate market is beginning to recover. You get a call from a past client or referral and they want to list their home for sale. Because you’ve done hundreds of listing...

2017 PROSPECTING: Warm Calling a FARM A Case Study on How it Works

by Joe McAuliffe | Jan 18, 2017 | Cup O' Joe, Prospecting

  Seymour Prospects, an agent in West Palm Beach, Florida, was in between a rock and a hard place. He had been so successful applying the strategies to sell his listings in his Metamorphosis Workshop that he had run out of listings.  Seymour knew he had to get as...