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One of the major challenges facing a real estate salesperson is managing leads. Selecting the right lead becomes critical to your success. The first key step is defining what a lead is to you. I have found from coaching and training real estate agents worldwide that, for even the best […]

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Being able to control the income is really where agents get into trouble. Too many agents’ pay comes irregularly.   A Champion Agent’s income comes consistently. It enables them to control it better, save more, and invest more to create wealth. It is not what you make, it’s what you keep.   […]

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The most important skill in sales is qualifying. It is the ability to separate the non-motivated buyers and sellers from the motivated ones who want to do something now. Top-producing Agents know how to do this quickly and efficiently. They have a specific step-by-step series of questions that remove the […]

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We all want the people we are trying to sell a home to, to just “roll over and buy”. Even a neophyte Agent finds it easy to make this type of sale. An unskilled salesperson fears hearing objections, but a great salesperson views objections as opportunities. When you get an […]

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A quality listing presentation involves considerable advance planning, careful research and analysis, and highly developed presentation and sales skills. This allows you to derive maximum impact from the minimal time you have to present yourself and your recommendations, close the deal, and obtain signatures on a listing agreement. Your advance […]

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There are four fundamental plans that any Agent needs to construct to increase their production and quality of life dramatically. It doesn’t matter where you are on the success continuum; you must construct and execute these four core plans or models. Whatever level of success you at in your career […]

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Just as with any professional, a sales professional using the telephone must go through preparation steps before the first call of the day. Using motivational CDs or motivational music to prepare your mind through your morning routine is extremely effective. Engaging your mind and your auditory and visual senses to […]

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One of the greatest challenges of life is to stay on course, or on focus, to our goals. We are presented with so many options and opportunities, that having a clearly defined, definite purpose is a monumental challenge. We are exposed to temptation, distraction, and confusion constantly in our daily […]

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There are a series of questions that we must ask ourselves to uncover why someone should hire us. 1. What is it that I do? Each Agent’s answer will be slightly different. You must know what you do and be able to articulate that in a compelling way to your […]

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Four Easy Steps to Handling Presentation Objections Sales objections are part of selling.  For most people in sales, they present an immovable object in the road to your success.  Real estate Agents often freeze when presented with a sales objection.  They don’t know what to do or say in the […]

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