The Six Principles of Influence

Are you still trying to ‘sell’ stuff? Stop selling and start influencing. Apply the Six Principles of Influence form Dr. Robert Cialdini’s best-selling book, Influence: Science & Practice, to generate more sales.

All the best!

Style Over Substance or Vice Versa

Today’s real estate agent needs to be armed with knowledge of their marketplace and continually strive to stay current with changes and trends in their profession. This sales meeting deals with how market statistics can be used to more effectively work with clients, Facebook advertising to promote open houses, twelve changes/additions to PAR’s standard library of forms, and working through the inspection contingency in the standard agreement of sale.

All the best!

How Much Money Do I Need to Buy a Home?

Of all the questions agents get from consumers, this is the one that tops the list.  It’s also the one that’s botched by more agents than any other question.  Here are some answers that I’ve heard over the years:

“You’ll need about 6% of the sales price.”  (Translation:  I would prefer to give you a round number because I don’t want to spend time with you and find out about your financial position and circumstances.  Oh yeah – – – I also really hate math.)

“That’s really tough to say.”  (Translation:  I really don’t understand the costs myself so I’ll just tread water and hope you don’t ask again.)

“Let me hook you up with a lender.”  (Translation:  See previous translation.)

“Let’s plug some numbers into the computer and see what it says.”  (Translation:  The computer god knows all.  Did I mention that I really hate math?)    Continue reading