August 27, 2008
The Best Kept Secrets to Making a Great Presentation
While not every phrase commonly used during business discussions makes a difference in the outcome, industry trainer Mark Leader has ten phrases that can strengthen a Realtor’s presentation skills, ability to overcome objections and to list a FSBO.
- “I would”: using this phrase links the agent and the customer in a friendly way. For instance, if the buyer says, “Should I include the garage door opener in the contract?” Saying “I would” is reassuring.
- “Should I”: Use this phrase to start a question/answer session with a potential client.
- “You sure?”: A good comeback to someone who seems to be answering weakly on anything.
- “Fair enough”: a phrase which works to finalize a presentation or proposal.
- “Let’s pretend”: use this one when you don’t want to sound like you are selling but you do want to state your opinion. This takes your opinion out of the immediate situation and into another context.
- “Any questions?”: The best closing statement for a listing agreement, then hand the client a pen for signing the agreement.
- “May I be honest?”: also works when you want to state an opinion but want to avoid sounding like you are selling someone too hard.
- “Is that a yes?”: Use this if no response is forthcoming to a “yes or no” question
- “No problem”: This should be the response to anything that contradicts what you might have said. Even if someone says, “I’m not listing with you tonight”, “no problem” should be the right response.
- Repeat, Reassure, Resume (RRR) Technique: Use this technique when someone tries to sideline you during a presentation: repeat what they have said, reassure them you are listening by writing a note, then resume the presentation.
When making a presentation, Leader says, “Whenever logic falls, always switch to emotion, and vice versa. The successful sales professional will learn to master both.”
Comment on this story
E-mail your thoughts to editor@remax.net. Please include your name, RE/MAX office, city and state. Comments will be added below.
Comments (0)
Copyright © 2008 RE/MAX International Inc. 8/4/08
July 18, 2008
Dear Leaders:
Positioning your company’s brand in a way that shows your unique marketing advantages wins the minds and hearts of your prospects. Put together your marketing presentation and practice each part until you are able to demonstrate the benefits of every portion. If you don’t believe you and your company are the right choice, no one will! The word for the week is PROSPECT! The FSBOs and Expireds need us!
Click here to download Leader\’s Light Session 4 PDF
Ryan Reed
Olathe, KS
July 16, 2008
Dear Leaders:
If you’re following what we are learning, you will have scheduled 6 marketing presentation appointments. Are you on track for your goals? If so, take time to celebrate your successes. If not, review the Leader’s Cycle (session 1) and find out which step is being missed/weak. Are you allowing negative thinking and doubts to hold you back? Ask, believe and receive! Let’s make this a spectacular week. If everyone focuses on that goal, we’ll all benefit.
Click here to download Leader\’s Light Session 3 PDF
Ryan Reed
Olathe, KS
Dear Leaders:
What an exciting session, chock full of vital steps to move the prospect from thinking of selling to the marketing presentation appointment. When you pay special attention to what was taught in this session, you’re going to raise your ratio of appointments attended to listings signed. That’s the key to real estate. Each week the stats will continue to climb. Go get ‘em!
Click here to download Leader\’s Light Session 2 PDF
Ryan Reed
Olathe, KS
July 15, 2008
All the “book” learning, contracts, MLS’, CMA’s, etc cannot really make me money. This course, with verbiage, theory and overall attitude adjustment, goal setting and essentially courage building is worth its weight in gold.
Unknown
RealtySouth
Mark is a cut above!
When starting this class back in April, I was full of nervous excitement. Will I benefit from this 9-week course? Will Mark effectively communicate his message in a manner that I can apply? One message presented itself…If it is to be, it’s up to me.
Mark has successfully lived what he teaches, and now effectively communicates his life and business lessons, in a manner that is easily applied to daily living. Mark’s teachings have given me a confidence far above my anticipation. Thank you, Mark for educating, and equipping me with the right tools.
You are a cut above!
Deb Long - Realtor
RealtySouth – Hwy. 280
Birmingham, AL – 205-991-8880
July 14, 2008
As Seen On Remax.net
Mark Leader’s 10 Secrets to a Successful Open House
Here’s a look at successful open houses contributed by real estate trainer and ATOD speaker Mark Leader
Top 10 Open House Tips
- Judge an open house candidate on salability. Is it priced right, in good condition and in a high traffic area?
- Promote it. Let the whole world the house is open for inspection. Some avenues:
- MLS notices
- Newspaper ads
- Postcards to neighbors
- Alerts to buyer’s agents, especially those who work the neighborhood
- Letters to buyers on file
- Directional signs
- Web sites
- Have the sellers create the right atmosphere - it’s up to the sellers to make sure the house is spit-polished and shined.
- Ask the sellers to leave.
- Don’t jump on people as they walk in the door. Give them time to look around.
- Don’t reveal the price when people come through the door. Instead, ask the potential buyers to look at the house and determine what the price should be. Later, you can go back to the homeowners and tell them what the public is saying about the value of the house.
- Register all buyers. If they’re not willing to sign in, they shouldn’t be allowed to come inside. It’s a safety measure for the agent, the seller and the other visitors.
- Be focused on finding prospects. Ask “Do you own your home or are you renting?” Offer to work with them if they don’t have an agent.
- Follow up on all leads immediately after the open house.
- Encourage all offers: Any offer is better than no offer at all.
Comment on this story
E-mail your thoughts to editor@remax.net. Please include your name, RE/MAX office, city and state. Comments will be added below.
Comments (0)
Copyright © 2008 RE/MAX International Inc. 6/30/08
This program has given me the kick start I’ve needed. My Real Estate business has doubled since starting the course and I believe it’s been a direct result of all I’ve been learning.
The Leader’s Choice course is well worth the money & time.
Nina Kingery - Realtor
RealtySouth – Vestavia
Birmingham, AL – 205-979-6400
Mark has provided us with the step-by-step, word-for-word process that is absolutely a WIN-WIN!!
He is truly
Carla Boettner - Realtor
RealtySouth – Mountain Brook Euclid
Birmingham, AL – 205-879-6330
July 13, 2008
Mark Leader’s Leader Choice class has re-energized me and my efforts in real estate. It has encouraged me to set time aside each day to focus on building my inventory.
Lynn Coffey - Realtor
RealtySouth – Vestavia
Birmingham, AL – 205-979-6400
