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Dec 23, 2010 (10 years ago)
Closing Techniques for New Home Sales
- Closing Techniques for New Home Sales -  One thing is for sure … I didn’t really know how to close when I was selling new homes or even managing a sales team. It is not that diff...

Jan 18, 2010 (11 years ago)
The Top 30 New Home Questions
- The Top 30 New Home Questions -                                              Check out Renewal Zone’s new home sales class called “Get in the Sales Zone – Complete New Home Pro...

Jan 07, 2010 (11 years ago)
A tip For Creating Urgency
- Tips For Creating Urgency -   Are you a good listener? That’s too bad! What??? Actually, being a good listener is a great quality, but did you know that it can be a detriment in this marke...

Nov 23, 2009 (11 years ago)
The Extraverted, Emotional
The last personality type is the Extraverted, Emotional – (energetic, spontaneous, decisive, unique)   This personality type is the life of the party. He/she is frankly a real estate professio...

Nov 05, 2009 (11 years ago)
The Introverted, Emotional
The next personality type is the Introverted, Emotional – (indecisive, quiet, follower, people-person) This personality type is a real estate professional’s dream at first glance. He/she ...

Oct 22, 2009 (11 years ago)
The Introverted, Analytical
The next personality type is the Introverted, Analytical – (withdrawn, detail-oriented, questioning, smart) This person could be an engineer or an accountant, or could be any person who is extr...

Sep 29, 2009 (11 years ago)
What kind of buyer do you prefer?
What kind of buyer do you prefer?  Do you connect easier to the emotional buyer or the analytical buyer?  What about the introverted buyer versus the extraverted buyer?  It is sometimes easier to conn...

Sep 22, 2009 (11 years ago)
How many times can you close?
How many times can you close? Most real estate professionals are thrilled with their performance if they close just once. Since buyers don’t like to be closed, why over-do it? But wait … ...

Sep 12, 2009 (11 years ago)
The "It's Time" Close
It’s time! Have you ever heard the “It’s Time” close? Through my 15 years of sales training, I have had the privilege of working with, and learning from, many seasoned real est...

Sep 08, 2009 (11 years ago)
When the Buyer Says No
What if you ask a closing question and the buyer says NO?  If you are not positive that the buyer will say yes, aren’t you setting yourself up for failure? NO.  If the buyer says no, it is...

Sep 04, 2009 (11 years ago)
The Effective Soft Close
The soft close is effective for new real estate agents or for those who are not comfortable asking a direct closing question. This is a friendly close, yet effective. When the buyer shows interest in ...

Aug 25, 2009 (12 years ago)
Ask a Direct Closing Question!
Ask a “direct” closing question and you will never need another close! What is a direct close you ask? Rather than beating around the bush, you look the prospects directly in the eye and a...

Aug 20, 2009 (12 years ago)
Closing the Sale in Today's Market
Is closing the sale appropriate in today’s market?  Absolutely!  Even in a buyer’s market, closing is totally appropriate and a critical part of the buying process. Buyers want a real es...