By John F. Purner
This publication offers with patron habit now not vendor strategy simply because no promoting strategy can paintings until eventually your prospect is able to purchase! realizing while to promote and whilst to easily movement on is the main on your good fortune. task one is to figure out who's an lively client. task is to behave on that wisdom. The BUYcycle process teaches you ways to grasp who will purchase and after they will achieve this.
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Extra info for BUYcycle: The Best Kept Secrets of Amazingly Successful Salespeople
Solution: The listing agent should make sure that every buyer who makes an offer provides a preapproval—not just a prequalification— letter from a lender, greatly increasing the chances they will qualify for a loan. indd 45 4/27/07 11:28:06 AM 46 111 Ways to Justify Your Commission Problem: When the buyer does not qualify for a loan, all the other potential buyers have found other properties. Solution: The listing agent should be sure that any ratified offer contains a “continue to show and accept backup offers” clause.
As a result, my value in the eyes of my clients went up immeasurably. I believe that what makes us comfortable with our friends is that we can be ourselves without pretending to be someone we aren’t. Shouldn’t we have the same kind of relationship with our clients? In fact, almost all of my clients eventually become my friends. I have gone skiing, sailing, hiking, and biking with them. I know many brokers believe we shouldn’t mix business and pleasure, but in my opinion, this business should be pleasurable and if we genuinely like our clients, why shouldn’t we enjoy their company during our off-hours?
The problem is that many people do not trust real estate agents as a matter of course because a handful of them are unscrupulous and unethical. These are the people who get all the headlines and give the rest of us a bad name. In fact, according to the 2006 Harris Poll measuring trust of professions in America, real estate agents were at the bottom: Doctors Dentists Nurses Accountants Lawyers Bankers Financial advisors Mechanics Insurance agents 10. Real estate agents 1. 2. 3. 4. 5. 6. 7. 8. 9.
BUYcycle: The Best Kept Secrets of Amazingly Successful Salespeople by John F. Purner