Connect With Jeff
Monthly Archives: July 2012
You’ve heard that misery loves company… but does it really? I don’t think two miserable people can help anybody. I’ve put my thoughts on the idea in this video.
Some houses have a fireplace in the master bath. Some houses have a mini-bar in the dining room. This house has a bathtub on the porch. How would you sell this nifty feature? Submit a caption for this photo in the comments section. The best captions will be featured next week.
Question: When is it too early and too risky to ask for the sale? Answer: Don’t worry about it. Let me explain, and I’ll do so by addressing the two voices in your head: the Action Voice and the Filter Voice. The Action Voice is the one that says, “Go for it! It’s all yours baby – get ‘er done!” The Filter Voice says, “We must always be respectful; we don’t want to ruin the relationship; you must earn the right to ask for the sale.” Here’s my advice for Filter Voice: Take a long walk off a short pier! I’m going on the premise that none of you reading this are going to look at a prospect who walks through the door and immediately shout, “What’s it going to take to get you to buy my home today?” I’m … Read More…
Do you have to have met somebody to consider them a mentor? Last week the world lost one if its foremost authors and speakers, Dr. Stephen Covey. I share some of the impact he’s had in my thinking and my career.
I admit it. I listen in on other people’s conversations. Don’t worry; it’s not your conversation I’m most interested in – it’s your buyer’s. I regularly visit new sales offices, and while I’m there I love to talk with new home sales professionals. But I also love to walk the models and listen in to the conversations of home shoppers. What do I learn? What people are looking for in a home – what they love and what they hate these days. How people make decisions – how they process strategically. How people deal with conflict – what happens when he likes the home and she doesn’t. How really motivated people are – how close they are to buying. How passionate people are on the topic of buying a home. Try it. Put on jeans and a comfortable shirt and … Read More…
The media has historically not been friendly to us. In fluctuating markets, they love to cry panic when things aren’t going well, and are slow to point out when things are looking up. Therefore, I’m always happy when they finally allow themselves to print articles like these. Wall Street Journal: Housing Passes a Milestone The housing market has turned—at last. The U.S. finally has moved beyond attention-grabbing predictions from housing “experts” that housing is bottoming. The numbers are now convincing. Nearly seven years after the housing bubble burst, most indexes of house prices are bending up. “We finally saw some rising home prices,” S&P’s David Blitzer said a few weeks ago… Continue USA Today: Housing starts in June highest in four years Housing starts jumped 6.9% in June to a 3 ½-year high, underscoring the residential real estate’s slow recovery … Read More…
You need to stand out! A prospective homebuyer may well visit a dozen communities in a weekend. In that time, they will speak to a dozen salespeople, go on a dozen tours, fill out a dozen registration cards, and collect a dozen price lists. There’s only one way that you stand a chance of being remembered: be memorable! High impact follow-up is one of your most effective tools for keeping your prospects interested in you and your homes. And the good news is… it’s really easy to do! Does your phone have a camera on it? Of course it does! Send them a quick (30-second) video email in which you talk about the model they saw and you thank them for coming in. This takes two minutes of your time (including recording time!), zero-dollars of investment, and it could pay … Read More…
Be careful of a big problem in sales that gets little focus: paying attention more to one person than to the other. Example: you have a husband and wife looking for a home. You connect with him a lot and her a little (or vice versa). Your attention naturally goes to the person with whom you feel a stronger connection. This can serve to alienate the other party. The secret is to not let you emotions dictate the strategy. Pay 50/50 attention to both people. Make it a game to bring that lagging person around, to build that relationship up even if it takes a little time. Everyone wins!
We’re not above featuring real estate jokes on The Shore Thing. But that doesn’t mean we know any good ones! Do you have any to share? Post them in the comments section! Clearly, we need the help. A client bought a new home and the sales consultant wanted to send flowers for the occasion. They arrived at the home and the owner read the card; it said… “Rest in Peace”. The owner was angry and called the florist to complain. After he had told the florist of the obvious mistake and how angry he was, the florist said, “Sir, I’m really sorry for the mistake, but rather than getting angry you should imagine this: somewhere there is a funeral taking place today, and they have flowers with a note saying… “Congratulations on your new home!” My buyer told me that … Read More…
I had an old Ford Explorer that my kids drove. It needed work and I didn’t want to fix it, but I didn’t want to go through the hassle of selling it, either. I decided to trade it to a young man named Arthur in exchange for work around my house – sealing cracks in my asphalt, digging holes for a new fence, laying down rock, that sort of stuff. Arthur was thrilled for the opportunity. He couldn’t afford much in the way of cars, and even with the work that needed to be done to the Explorer, it would still be the nicest car he had ever owned. As he worked around the house he checked in with me constantly, asking the question, “Does this look alright? I want you to be happy.” Arthur worked around my house for … Read More…
Featured Product
- Always look for more! Adopt the Maximum Market Share Mindset at the Shore Sales & Marketing Summit http://t.co/Sfm1IkjZ98 #Accelerate2013
- Great article in SMI "Designed To Sell:Sales Centers". Thanks to Kevin Oakley & Joan Marcus-Colvin for contributing! http://t.co/xz2ZDZgewd
- My heartfelt prayers go out to the victims of the Oklahoma tornados. NAHB has set up a charitable foundation... http://t.co/yORw0WmwDS
Copyright © 2013 Shore Consulting, Inc. All right reserved.
You've made the right choice!
Shore Consulting looks forward to partnering with you for more profitable success!
We want to hear from you!
To connect with us directly, please contact Cassandra Grauer at 530-558-9109 or email her at cassandra@jeffshore.com.