by Joe McAuliffe | Aug 7, 2012 | Cup O' Joe, Salesmanship
How often have you lost control of a conversation when a perspective buyer or seller asks a question that allows them to get the information they’re looking for and subsequently has no need for your services? For example, you’ve jumped through hoops in an effort to...
by Joe McAuliffe | Jul 31, 2012 | Cup O' Joe, Salesmanship
All too often talented, knowledgeable, and successful agents can hardly wait to voice their opinion. They reason that knowledge is power. And, if they have all of the answers, why shouldn’t they impress their clients with their intellectual prowess. In theory...
by Joe McAuliffe | Jul 26, 2012 | Cup O' Joe, Salesmanship
How many times have you found yourself pulling your hair out dealing with a client who just doesn’t seem to “get it?” The facts you’re presenting are undisputable. You’ve told them over and over again, yet they remain steadfast in their unwillingness to accept...
by Joe McAuliffe | Jul 24, 2012 | Cup O' Joe, Salesmanship
Every wise man must know one thing: A nuclear engineer was fortunate enough to be offered an engineering position building nuclear power plants for Bechtel Corporation. Despite the fact that there were many other brilliant engineers that worked for the company, he...
by Joe McAuliffe | May 18, 2012 | Cup O' Joe, Salesmanship
An aggressive way for you to point out that your clients are employing an insanity strategy, (definition of insanity is to keep doing the same thing over and over again, and expect different results!), is to point out their repetitive use of the same strategy, then...
by Joe McAuliffe | Jan 4, 2012 | Cup O' Joe, Salesmanship
Can’t Miss Daily Time Management How often have you said to yourself, “How can that agent make so much money when they’re not near as talented as I am? Or, Doesn’t work nearly as hard as I do”. This is a question that many agents ask...
