by Joe McAuliffe | Aug 26, 2014 | Cup O' Joe, Prospecting
Prospecting – Must-Learn Scripts for Open Houses A nice couple visits your open house. You welcome them and ask them to sign the guest book for the seller. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (sometimes the...
by Joe McAuliffe | Aug 25, 2014 | Cup O' Joe, Prospecting
Prospecting – Don’t Give Your Proprietary Information to Prospects How many times have you tried to schedule an appointment with a buyer or seller who ended up putting you off by telling you to e-mail or just send the information to them? In most cases, this is a...
by Joe McAuliffe | Aug 22, 2014 | Cup O' Joe, Prospecting
An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates the effort the agent has made and compliments the agent. The agent appreciates the compliment and moves on to the next project. In fact, all of...
by Joe McAuliffe | Aug 21, 2014 | Cup O' Joe, Prospecting
Prospecting – Own Listings, Own the Market It’s been said, the company that owns the listings within a particular market, owns the market. This statement has never been as true as it is today. Consider the graph above provided by the National...
by Joe McAuliffe | Aug 20, 2014 | Cup O' Joe, Salesmanship
Salesmanship – Greatest Limitations are Self-Imposed Why are so many agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of...
by Joe McAuliffe | Aug 19, 2014 | Business Management, Cup O' Joe
Business Management – The Pareto Principle & Apple Pie It’s a well-known fact in corporate America that 80% of all the revenue generated by a company comes from just 20% of the sales force. This means that there are only a few sales professionals...
