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 5, 2011 | Cup O' Joe, Overcoming Objections
This is the final series of closes that address seller’s objections to your commission rate. After reviewing all of the closes, you will find several that you personally like better than all of the others. Feel free to use the one’s you like the best, and use the...
by Joe McAuliffe | Aug 3, 2011 | Cup O' Joe, Overcoming Objections
You already have 10 great closes you can use to overcome commissions concerns on the part of prospective sellers. Let’s discuss another 5 you can use. Commission Close #11- The No Advisor Close This close lets your sellers know that you bring the same level of...
by Joe McAuliffe | Aug 3, 2011 | Cup O' Joe, Overcoming Objections
We’ve already discussed 5 good closes to use when a prospective seller wants you to reduce your commission. The more ammunition you have to use, the greater the likelihood you will overcome the objection. Remember from Part 1, don’t give yourself an out. Reducing your...
by Joe McAuliffe | Aug 2, 2011 | Cup O' Joe, Overcoming Objections
With so many agents making little or no money, many are resorting to cutting commission as a way to generate business. When a perspective seller asks for commission reduction on a listing presentation, there are a variety of ways to handle the situation. It all...
