Easy platform for real estate video tours January 30, 2007
John Vanhara
If you are interested in doing virtual video tours of real estate properties than check out Welcomemat.com
WellcomeMat is the YouTube of real estate. It is an application that allows anyone to upload video, which it then converts to Flash. That’s much like what YouTube does. The big differences are that it is much higher quality and that you can add chaptering. Chaptering is the most innovative and compelling part of the application and allows users to skip ahead to view areas of the property that they are more interested in without having to watch the whole video chronologically.
Ten Tips for Closing the Sale March 7, 2006
John Vanhara
Everybody is selling something. Think about it: Even the lowliest grunt worker is selling himself to his boss, as in “See how busy I am?” Perception is key, and selling yourself — in the proper perception — is the way to build confidence. When making the large purchase of a home, people want to feel confident that they are making a good decision. Agents who take the time today to build that confidence from the moment they pick up the phone or meet face to face will be able to make it work for them later. Also, like bankers, real estate agents are taken more seriously when they dress the part. A neat and professionally attired agent goes a long way toward gaining the confidence of the buyer. Would you buy a house from a guy in jeans and T-shirt, or from the guy wearing a business suit? So the first rule of thumb is Dress for Success.
The second rule is Remember Who Is In Charge of the Sale. And it’s not you. You can move things along (see More Techniques below), but consumers today want more information than ever, from their neighbors, co-workers, family and the Internet. Contacting you personally might have been only after all the above resources were exhausted. The third rule: Know Your Stuff. Get all the information you can on locations, builders, financing and closings, and become your clients’ personal resource. Offer them something that the Internet and their family, friends and neighbors can’t give them. Your personal touch is to become their personal expert. This is a great way to build confidence. You can put the odds in your favor by patiently offering your customers answers, spending time listening to them and making sure you clarify any points. (See the special section below on More Techniques for Close a Sale.)
The fourth rule stems from the third rule. Always Be Accessible for last-minute questions. Don’t be hard to find or difficult to get on the phone. Carry a cell phone, and leave it on. Be prompt in your e-mail responses and phone calls. The fifth rule: Remember That Word Gets Around. Good or bad. Always be sure to be honest and upfront with clients and potential clients. It’s always easier to remember the truth instead of making up a new version to save time or money.
The sixth rule is to Follow Up, Follow Up, Follow Up. Be brief and be helpful, but don’t be a nuisance. Just a quick phone call with a special point, like a no-fee closing, will be enough to remind them of you. Remember: It typically takes three or four “no’s” to get to that final “yes.” Until and unless the potential client insists on never being contacted by you again, keep at it. They will let you know when enough is enough.
The seventh rule is to Always Remain Positive. Your enthusiasm will rub off on your clients. Be helpful and happy to work with them.
The eighth rule is to Be Organized. Get your client prospect list straightened out, and never make another call without checking your list first.
This list should contain key pieces of information — much more than mere names and phone numbers — such as what sort of house your clients were initially interested in, locations, price ranges, family sizes (ages/genders/names/numbers), when you last contacted them, what they said and when to contact them next. Make sure to add a new contact every single day.
The ninth rule is to Always Take Responsibility. Admit your mistakes, then personally ensure that problems are taken care of immediately. People want acknowledgement of mistakes and fast resolutions. This is an excellent time to go above and beyond the call of duty to retain your good image.
The tenth rule is to Never Lose a Prospect. Remember: Even if they’re not ready to buy this year, maybe they will be next year. Or when junior graduates, or when they need to retire. Keep them in your files for regular communication one, two or even five years down the line. More Techniques for Closing a Sale Killer Closing Secret #1: The Preference Close The preference close, also called the alternative close, is based on the fact that people like to have choices. They don’t like to be given what may sound like an ultimatum to buy or not to buy. To apply this technique, you simply structure your close by saying: “Which of these would you prefer, A or B?” With the preference close, whichever one the customer selects, you make a sale either way. You should always try to give the customer two choices. Even if you’re selling a single product, you can give him two choices with regard to payment or delivery. For example: “Would you like to move in this week or next month?” “Would you like to set up your closing during the week or on a weekend?” And so on. Killer Closing Secret #2: The Secondary Close The secondary close is extremely popular. It’s a way of helping a customer to make a big decision by having him make a small decision that involves the big decision. Instead of asking the customer to go ahead with the product or service, you ask a question about a peripheral detail, the acceptance of which means that he has decided to buy the larger product. For example, you could ask: “Would you want all new carpeting installed before you move in or after?” “Would you like us to include the drapes and rods in the offer?” “Did you want hardwood floors or stain-resistant carpeting?” In each case, if the customer agrees to or chooses the smaller item, he has indirectly said “yes” to the entire offer. People often find it easier to agree to small details than they do to making a larger commitment.
That’s why this is sometimes called the incremental close, where you get commitment bit by bit to the entire offer.
MILLIONSAVER creates marketing and management tools for agents to get more leads and close more deals. The company’s innovative techniques attract a substantial amount of business to the MILLIONSAVER owned websites and to real estate agents in markets across the USA. MILLIONSAVER also provides an efficient franchise system to acquire buyers and sellers, and to manage agents. The company invests its own funds in various advertising, including websites, pay-per-click advertising, search engines and marketing partnerships. And there’s no upfront cost to agents; the company is paid by referral fees from closed business deals. For more information on franchise opportunities with MILLIONSAVER visit http://www.eastbiz.com/franchise
By Jennifer Kinzle for MillionSaverHomes.com
