by Joe McAuliffe | Dec 23, 2014 | Cup O' Joe, Salesmanship
 Salesmanship – Hold Your Tongue! A buyer, seller or an associate wants to meet with you. They’re frustrated about an issue and they want to discuss it. You’re familiar with the concern and agree to meet with them. You can tell during the meeting...
by Joe McAuliffe | Dec 19, 2014 | Cup O' Joe, Key Presentation Points
Presentations – Next Generation Real Estate Services This is a great approach to use for branding yourself as being the most professional realtor in the market. The approach also allows you to deliver aggressive arguments without being offensive. The travel...
by Joe McAuliffe | Dec 18, 2014 | Cup O' Joe, Listing Presentations
Presentations – Confidentiality We know people want to do business with an agent that will meet their needs and that they like and trust. It’s uncommon for buyers and sellers to do business with someone they don’t trust, unless they feel there is no other...
by Joe McAuliffe | Dec 17, 2014 | Cup O' Joe, Listing Presentations
Presentations – My Information is Proprietary How do you determine how much information to give to a buyer or seller before they officially become a client? This is a difficult question to answer. All too often, agents give unlimited advice to their prospects...
by Joe McAuliffe | Dec 16, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Ask Permission to Ask Questions Most people determine how they feel about someone new within the first few minutes of meeting them. There are 3 things you must accomplish when you first meet a new client: Build Rapport and Trust – Do...
by Joe McAuliffe | Dec 15, 2014 | Cup O' Joe, Prospecting
Prospecting – Exploiting Opportunities from Listing Signs and Floor-Time Many broker owners project that as much as 50% of the calls that come into their offices (excluding agent calls), are from buyers who purchase property locally within the next twelve...
