Buyer Conversion

Are you buyers sitting on the fence rather than engaging with the market? Are you spending too much time touring the wrong properties? Learn how to serve your buyers more effectively. It's not just better for your business, it is better service too!

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Know Your Product (Most Agents Don't!)

I had a meeting last week with David Maider, a broker with Windermere Real Estate. Dave was in my coaching program for brokers last year, and he has always had great ideas and strong opinions about how to succeed in the real estate business. As a result, he’s cultivated a strong and successful group of agents in his office.

Math, Your Secret Weapon

Don't worry, this class is for everyone! Your 8th grade math teacher may not have been right in that you have to use algebra regularly later in life, but in today’s Mastery forum, Shauna will be reviewing four formulas that will help you communicate more-clearly with your clients. She will show you how to break down big, abstract issues and decisions that your clients will be faced with and show you how to clearly articulate the effects of those decisions in their future.

Neighborhood Tours

Today Denise talks about the power of taking your buyers out on a neighborhood tour first, rather than having them look at houses first. Learn why this can save you hours or even weeks finding a buyer's next home.

Overcoming Objections - The Picky Purchaser

In this episode of Overcoming Objections, Denise is meeting with a buyer who just can't seem to find what they are looking for. The buyer actually thinks that it's Denise's fault that they can't find the right home to buy. The question is, how is she going to deal with this? Watch and find out!

Personalities: An Overview

Not only is knowing your personality type important for determining the strengths and challenges you face when it comes to adjusting your business plan, it is also important for considering how you communicate with others. Familiarize yourself with this handy overview of the different personality-types and how it affects sales behavior, priorities, expectations, reactions to stress, how they treat money and much, much more.

Pledge of Service, Buyer

This buyer pledge agreement may be provided alongside your MLS-provided Buyer Agency Agreement. Make sure you add any additional services you offer and delete those you don't. You may want to include graphics or icons and any membership logos that are applicable and build your value.

Potential Income Tracker - Weekly Communication Plan

Now that you have your leads situated in you Potential Income Tracker, it is time to develop a conversion plan that will translate to written contracts! While I recommend that you follow-up with your core database once a month, you really must be following up with your P.I.T. clients once a week. Follow along as we discuss the impact of personalities on your personal income tracker and what follow-up and client care for these different personalities looks like, weather your client is a buyer or a seller.

Power of Packages 2: The Buyer Package

Denise introduces the power of using packages in your real estate business. Are you one of the 10% of agents who are using packages? Learn why you should be using packages with this presentation on the Buyers Package.

Rent vs Buy Calculator

Have potential buyers who think they want to rent instead? Show them the power of the future with the Rent vs Buy Calculator!

Renting can become not such a great deal when faced with the prospects of rising rent and stable mortgage payments. Run scenarios with your potential buyers and help them determine if it is the right fit for them, both now and in the future.

While none of us has a crystal ball, we can use the past to help determine what may lie ahead. Use this information to help your potential buyers make a good decision based on their scenario.

The Four Different Buyer Personality Types And How To Handle Each Of Them

If you've been in the real estate business for any period of time, you've probably noticed that everybody is different. You naturally connect with some clients while others just can't seem to communicate with you. Why is that? Learn to listen for clues to your client's personality and how to talk to them in a way they'll respond to.

The Holiday Client

The need for people to buy and sell property doesn't stop for the holidays and being the agent willing to do business can be lucrative during what others believe to be a "slow" time of the year. Join Denise for a discussion on who the Holiday Buyer is, what to consider when working with buyers and sellers during the holidays and the information that they need, and how to set your holiday business boundaries.

Then, Now, and Later

Then, Now, and Later will allow you to compare three different moments in time for buyers to understand the approximate value and monthly payment a year ago in a certain area, now, and what might happen in a year. This is especially important as interest rates have adjusted. It is important to look ahead as well as there may be a cost to not moving forward.

What Buyers Want

Today's home buyers have high expectations of their real estate agent. Do you make the grade? See at a glance what buyers are most concerned about as they begin hunting for a home. Learn what they want from their agent and the results they want from their home search.

What It Really Looks Like to Move

A Conversion Tool for Helping Sellers Visualize the Next Step: This worksheet allows you to help a seller analyze their current mortgage payment, additional housing costs, additional costs involved with not moving, and the corresponding expenses for the next step.

Win More Clients With Great Buyer Presentations

You've probably at least heard about the power of listing presentations - hopefully you are doing them for your potential sellers too! But have you ever thought about doing a buyer presentation? Set yourself up to be the expert and create a foundation of expectations from the start. Here are the five things that you should include in your buyer presentation and why you should add this tool to your business arsenal.

Working with Buyers, Part 1: The Fear Factor

Denise leads you through the first of a four part series on buyers. In this video we talk about how to help buyers with their fears of the market and to get them off the fence. Whatever those fears, you need to be the expert to help them overcome those fears.

Working with Buyers, Part 2: The Initial Buyer Meeting

Part two of our four part series on working with buyers. Don't miss this video which focuses on articulating your value to buyers, the buying process, as well as discussions about financing and marketing conditions. Learn to position yourself as more than an opener of lock-boxes.

Working with Buyers, Part 3: Ongoing Communication

In this third of four parts in our "Working with Buyers" series we'll be talking about ongoing communication with buyers. Join us as we offer suggestions for effectively communicating with buyers during the transaction. We'll include tips on the data you can share that positions you as an expert to your buyer clients.

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