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Great question. Explain to the client the importance, for him, of you knowing the answer to the 5 key questions. You only have a few minutes to identify if the person is a true buyer and to make a great impression. Remember the quality of your business depends on the quality of your conversation with your clients and the quality of your conversations depends on the questions you ask.
Ask the What, Where, Why, When, and the How Much. The key is to ask the questions in a conversational tone….. Is all about the client and identifying his needs, wants and possibilities
Watch this video, it will clarify what I am explaining https://montielorganization.com/topic/2-2-5-key-questions/
Once you have clearly identified the answers to the 5 key questions you can make a real presentation (second call) and go over the 3-5 properties that have the characteristics explained in the 5 key questions.
Make sure not to overwhelm the client with 10-15 properties, identify the 3-5 mostly likely to capture his interest and then show other options according to his/her feedback
By Elliot
9:43 AM
to Orlando,
1. Assume control on everything, be responsible and accountable for every action2. Dont compete, Dominate
3. Average is a failing formula, unemployment is getting higher, competition is becoming more fierce, average is what made circuit city fail and other huge companies that went bankrupt in the recession.
4. Have 10x goals, they fail to set goals that are high enough, if you start small, you will always go with small. Who gets satisfaction going small?
5. Break out of the middle class mentality, this group is most hurt by members and actions, this group is the most trapped, most manipulated.
By BASIL
1) 10X is a conduit for persistence, which is required to penetrate and successfully navigate this Maze called life, for unbelievable results and success.It reminded me of some of the practices I utilized to get to where I am today as a Commercial Pilot.
It required obsession to achieve my otherwise impossible dream.
One of my friends for years mockingly called me “The Ultimate Optimist”.
That all came to an end on October 25th 1999 when this “Ultimate Optimist” achieved his dream by getting hired by his airline of choice, American Airlines.
(2) General Colon Powell, who led the first invasion of Iraq, firmly believed that overwhelming power should always be used when fighting the enemy.
10X replicates this action.
My desire for 10X results will therefore require domination, another intimidating word. It is the only way to separate ones-self from the pack.
(3) Another Army General from the first Gulf war, Norman Schwarzkopf, surprised the enemy by quickly encircling the enemy followed by an unpredicted, rapid deployment.
The fight was essentially over before it had begun.
Using this analogy, one must always be forward reaching & forward thinking.
By EDDY
rite Three things you have learned from 10X Book1) Magnify your Goals, and Exponentially increase your Actions
2) If you do not work on Your Goals and Dreams, then you will be working on someone else’s Goals and Dreams
3) SUCCESS……is for me a Higher Calling! It’s my duty, and my obligation!GEORGE
Five things that I took away from 10x:1) Set target goals 10 times what I think I want and then do 10 times what I think it will take to accomplish those targets. Set Massive Goals and take Massive ACTION!!!
2) Success is important. Success is my duty, obligation, and responsibility. Success is not an option. It must be treated as a must-have obligation, a do-or-die mission, gotta-have-it mentality. The only way to live up to my full potential is to have this mentality towards Success, Everyday!
Success doesn’t happen to me; it happens because of me and because of the actions I take.3) No Excuses. Take 100% responsibility for everything that happens in your life, whether good, bad, or nothing at all. I must assume control for everything that happens to me, even for those things that I appear to have no control over. Even if I am in control or not, I must still elect to claim responsibility and control so that I can do something to improve my situation going forward.
4) FEAR (False Events Appearing Real). Rather than seeing fear as a sign to run, it must become my indicator to Go!! Handle fear by omitting time from the equation– since time is what drives fear. The more time I devote to the object of my apprehension, the stronger it becomes. So starve the fear of its favorite food by removing time from its menu.
5) Omnipresence!!! Being everywhere – in all places, at all times. I want people to see me so often that they think of me constantly and instantaneously identify my face or name or logo with not just the offering I represent but even the offering made by those similar to me. I must first make a vow to have my brand, idea, concept, company, product, or service make a footprint on the planet. To do so I must get involved with my community, school system, neighborhood, and local politics. I must attend and be seen at events, write in the local paper, and get connected to the players in my community. Once involved I must do everything possible to stay active, have people see me, read me, hear me, and think about me. Say yes to every opportunity to get my word out. Write about it, talk about it, give lectures on what I do, and even bark on the street corners if I have to. I must Commit to OMNIPRESENCE!!!
Les, for most people this exercise takes a while, but is a worth the time. Take the time to analize and organize your list. It is the first step to getting a more profitable business, identifying who you real clients are.
Do this step before anything else. Break down the task in 3 sessions of 1 hour and you should be done with the 1,100 contacts in that timeframe
If you are from Venezuela go to this link http://pazeconomicaasesores.com/firpta/ There is a very good explanation of it. Also, remember that our job is to guide our clients to the right person, I suggest you put your client in contact with an accountant or lawyer capable of dealing with this matter. If you don’t have one I can recommend 1 or 2
Also, watch the following video https://montielorganization.com/topic/3-video-3-how-to-create-content/
We do it the same way. Go to the “How to create content PDF and make sure to answer to the the questions there. It will allow you to give tons of value to your clients. Here is the link https://montielorganization.com/wp-content/uploads/2014/11/4.-HOW-TO-CREATE-CONTENT.pdf
If you still have questions let me know. This is a critical part of your business and we need to make sure we get it right.
Great question and a very common one. As I mentioned before cold calling and door knocking is a thing of the past. Watch the following video regarding cold calling https://montielorganization.com/cold-calling-2/
When I interviewed Jay Parker (go to this link for the interview (http://goo.gl/lkU8as) he mentioned that working with rentals is not profitable but a great way to get to know the market and build a list and I agree with the statement. He said “to me a renter is a buyer and a landlord is a seller”
Working with renter is just one way of building your list and getting new clients. Another way is to create specific content for the people in that building (your market) and then create a marketing campaign as we explain in our coaching program in order to get their e-mail and position yourself as the expert of choice. It is the fastest, cheapest and most effective way to grow your list and get new clients.
Great question and a very common one. As I mentioned before cold calling and door knocking is a thing of the past. Watch the following video regarding cold calling https://montielorganization.com/cold-calling-2/
When I interviewed Jay Parker (go to this link for the interview (http://goo.gl/lkU8as) he mentioned that working with rentals is not profitable but a great way to get to know the market and build a list and I agree with the statement. He said “to me a renter is a buyer and a landlord is a seller”
Working with renter is just one way of building your list and getting new clients. Another way is to create specific content for the people in that building (your market) and then create a marketing campaign as we explain in our coaching program in order to get their e-mail and position yourself as the expert of choice. It is the fastest, cheapest and most effective way to grow your list and get new clients.
There area three main reasons:
1. Limited liability: In case of a lawsuit, the person suing can only go after the property and not the personal assets of the owner
2. Tax advantages: Under an LLC the owner can deduct expenses from the income generated from the property
3. Inheritance: A legal entity never dies and a well structured LLC will in most cases avoid, defer or reduce the amount of inheritance taxes in case the owner dies.Remember, always consult with you tax accountant or lawyer and ask your client to do the same. We are not lawyers or accountants but we need to have the general knowledge to guide our clients to at least ask the right questions and help them ensure a successful transaction.
Yes, we cover that information within the first 4 sessions in group coaching, then in the marketing strategy module and finally at the end where I will provide you with detailed instructions in what to do and what not to do in order to create a successful marketing campaign.
Remember, we want to avoid doing the typical postcard (which doesn’t work) and has 4 characteristics.
1. A picture profile ( from 20 years ago)
2. A picture of a just listed/just sold unit
3. Slogan
4. Contact information (nobody contacts the agent)The more you know about your clients the better and if you know their profession and you find a pattern then you can tailor specific industries or types of clients. For example if you deal with doctors you know they are usually very conservative and like income producing properties, accountants are very analytic, and entrepreneurs are for the most, risk takers. You will find that entrepreneurs will buy pre-construction, land and riskier properties due to the nature of their business. Another interesting point is that if you find a pattern in your clients, in terms of profession, you will notice that they “speak the same language” and have the same points of view which will allow you to connect with them much faster and effectively.
Great question. A top producer is usually defined by number of transactions, usually 75 in a calendar year. Top producers are somethings measured in terms of volume which in my opinion is not an accurate measure. Here it is why: A person who lives in south beach and closes a $15 million property can’t compared, in terms of sales skills, to a person who lives in Kansas and closes 75 transactions of $100,000 each. The person in Kansas definitively know how to sell real estate. The person in Miami Beach just got lucky.
In your case Susana, make sure to work in systematizing your activities and business, that way you can close more deals without the extra effort. Remember, SYSTEMS is the key to success and good lifestyle in the real estate business
