by Joe McAuliffe | Jan 6, 2015 | Cup O' Joe, Salesmanship
Sales Presentations – Don’t Be a Tour Guide How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because...
by Joe McAuliffe | Jan 5, 2015 | Cup O' Joe, Salesmanship
Salesmanship – Quiz Yourself, “Did You Ask the Right Questions?” The best real estate agents are like financial advisors. They must gather all the pertinent information and then advise their clients by sharing that information to help them manage...
by Joe McAuliffe | Jan 2, 2015 | Cup O' Joe, Listing Presentations
Listing Presentations – Where the Rubber Meets the Road Every good agent makes it a point to impress their prospects with how much better their internet exposure is than their competitors. Although you may feel that you have proven the point beyond a reasonable...
by Joe McAuliffe | Dec 30, 2014 | Cup O' Joe, Salesmanship
Salesmanship – You’re Not a Salesman, You’re a Therapist A successful strategy always starts with all of the information. An agent can develop what appears to be a perfect strategy, only to find that one little piece of missing information made the...
by Joe McAuliffe | Dec 29, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Using “Tie-Downs” to Reinforce Make this technique a natural part of your sales presentation process. The art of asking questions to close a deal is one of the most important and most difficult skills to develop. Many successful agents do a great...
by Joe McAuliffe | Dec 26, 2014 | Buyer & Seller Closes, Cup O' Joe
Closing the Sale – The Ben Franklin Close Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest...
