Email: Sloppy habits are costing you a lot of money.
A recap of what we are driving home in this lesson: Professionalism is important Amateurs don’t get paid First Impressions are everything Email will likely be your “First Impression” The [...]
Sales Closings: Reduce to the Ridiculous
One of my FAVORITE “CLOSES” ...because it almost always works. Typically used to bring a buyer up in price to make the deal. Sometimes to get the offer. Only works [...]
Sales Closing: The most important close of all.
The MOST important close of all and should be taught first to ALL agents, sales people AND customer service representatives. "No, but I can get it." This is the absolute basic [...]
Sales Closing: Defer and Forget
With this close, you learn about the "Defer and Forget, or Let Me Make a Note of That." First tip: Carry a legal pad/folio with you. Nothing digital can really [...]
Sales Closing: Last Resort
WARNING: This video has one word of profanity 5 times. If you are sensitive to this, please skip this video. It's part of this technique, and is required for this [...]
Sales Closing: Ben Franklin
Ah, the Ben Franklin. Not Mike's favorite, but one you should know and understand because there is a time and place for it. Cons: It takes too long Limited capacity [...]
Sales Closing: Just ask already!
Listen, you can circle around, poke at the heart of the issue, sit around and wait, or you can just get to it and ASK ALREADY. Most people in sales aren't closing [...]
Sales Closing: Assumptive
This is exactly what is sounds like – just keep right on going on the assumption they are going to buy, list, or whatever it is you are trying to accomplish. [...]
Sales Closing: Jump-shift – Switching Topic
Sales Closing Series: Jump-shift aka Switching Topic Change the subject. One of the goals with this series is for you to not only become a better closer, but a faster one as well. This [...]
Sales Closing: Hat in Hand aka “Level With Me”
Sales Closing Series: Hat in Hand "Level with me." The key with this close: be humble. This type of close is effective when a client is upset, you've made a mistake, [...]
Prepare for HUD 3.9: Part 2
This is the SAME information as before with HUD 3.7 - but we are starting over again, folks. Watch both parts. Being a HUD “Local Listing Broker” (LLB) is one [...]
20K Per Month Profit With a BPO Department
Build a profit center by establishing a BPO Department in your brokerage. If you set this up properly, you could clear $20,000 per month profit - no selling required. If you [...]
Prepare for HUD 3.9: Part 1
HUD 3.9 is Rolling Out. You want these contracts. Some things have changed since the last HUD LLB contacts were awarded. Here's what you need to know: Sources Sought has [...]
Sales Closing: Direct Order
Sales Closing Series: Direct Order A direct order in a closing situation is, in essence, telling the other party what you want them to do. It's that simple. You may [...]
Sales Closing: Sharp Angle aka Trade-off
Sales Closing Series: Trade-off aka Sharp Angle Get ready for the Sharp Angle and Trade-off Closes. Keep in mind - Sharp Angle isn't always the best approach with real estate, [...]
Schema and Why It’s Critical to Your Brokerage’s SEO Success
Schema, SEO and Why it's Critical Schema markup is code (semantic vocabulary) that you put on your website to help the search engines return more informative results for users. If [...]
Sales Closing: Trial Balloon
Sales Closing Series: Trial Balloon Not to be confused with "Trial Close," this type of close is deployed when you are trying to gauge if the client is ready to close. [...]
Sales Closing: Questions are the Answer
Sales Closing Series: Questions are the Answer Questions are the Answer, also known as, "In your opinion..." is a twist on uncovering the reason behind an objection. Big takeaway: don't [...]
Sales Closing: Porcupine
Sales Closing Series: Porcupine Mike Krein's favorite: the Porcupine. They are productive, versatile, and can get you to the real issue. Turn a negative around using this technique. Get to [...]
The Magic Conversation
Sales Closing: The Magic Conversation "Sometimes the best way to sell something is to let somebody buy it." ~Mike Krein Not doing this basic, but essential closing practice may be [...]