by Joe McAuliffe | Sep 6, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship, Seller Closes
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an...
by Joe McAuliffe | Sep 1, 2011 | Buyer & Seller Closes, Buyer Closes, Cup O' Joe
Because of tight credit conditions, between 30%-50% of all home purchases, depending on the region of the country, are cash purchases. Paying cash for a home does make sense when a buyer is negotiating to purchase a home. Buyers who present offers with a quick...
by Joe McAuliffe | Aug 15, 2011 | Buyer & Seller Closes, Cup O' Joe, Overcoming Objections
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into...
by Joe McAuliffe | Aug 11, 2011 | Buyer & Seller Closes, Cup O' Joe, Seller Closes
For almost 5 years now many homeowners that have been thinking about selling have opted to wait for better days. This strategy has failed miserably as evidence by price drop of up to 40% of many real estate markets. Yet, many prospective homeowners continue to...
by Joe McAuliffe | Aug 1, 2011 | Buyer & Seller Closes, Cup O' Joe, Seller Closes
Salesmanship Close #8 – I’ll Think it Over Close The most common objection in any type of sale is the, “I’ll Think it Over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to...
