by Joe McAuliffe | Apr 29, 2013 | Cup O' Joe, Salesmanship
Have you ever met with a buyer or seller who was very close to pulling the trigger but then decided to wait, only to change their minds? This prospect is known as a “Be Back”. We all recognize that real estate purchases are quite involved, so in most cases, both...
by Joe McAuliffe | Apr 26, 2013 | Cup O' Joe, Salesmanship
When dealing with any buyer or seller or any product, there must be a sense of urgency that encourages your prospect to make a decision as quickly as possible. Creating a sense of urgency is the ultimate use of fear motivation which is the most powerful motivator to...
by Joe McAuliffe | Apr 24, 2013 | Cup O' Joe, Salesmanship
How often does this scenario happen to you: You’re in the field working with your buyer or a seller. You’ve made a key point that you believe is so obvious that anyone would get it. You present the information to your client and they just don’t seem...
by Joe McAuliffe | Apr 23, 2013 | Cup O' Joe, Salesmanship
The Great American Dream has always been to buy the perfect home. In some cases, this means a home on the water or in others, it could be a home with a great back yard in a good school district. It doesn’t matter the exact criteria. The point is that it was...
by Joe McAuliffe | Apr 22, 2013 | Cup O' Joe, Salesmanship
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 they’re interested in purchasing a home. The...
by Joe McAuliffe | Apr 4, 2013 | Cup O' Joe, Salesmanship
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 that is introduced, makes the strategy ridiculous. Consider the agent that spends...
