2011 CRS Sell-A-Bration’s Top Tips

by Paul Pastore

“Don’t wait for a life-changing event to change your life” – Michael Maher

Go from ‘relationships to referrals’ by asking clients to lunch & asking: What is your biggest challenge right now? What have you tried so far? What are you going to do next?
Evolve from the ‘ego era’(biggest wallet) to the ‘generosity generation(biggest heart).
Clients today need ‘help & hope’.
Ask clients: “What are you most worried about”?
Client interview question: “What is your favorite form of communication”?
You website offers ‘social proof’ & may be your first interview. Make sure it has IDX.
RMC litmus test: If prospects don’t ‘return my calls’, they are simply suspects.
Delegate any non ‘dollar productive activities’(prospect,list,sell,negotiate).
Create a PR program(price reductions) & discuss it frequently with sellers.
Selling strategy for desperate times: bury life size statues of St. Joseph(lol).
Script:Q: “Will you reduce your fee”? A: “No, but thanks for testing my negotiation skills”.
A 1% rate increase will cut a buyers qualifying power by 10%.
You can’t retire on income. You need assets.
Your values are your true brand.
Compile the entire short sale package before putting property in MLS.
Script: “Did you ever see The Price Is Right? The player loses if he guess too much”.
Script: “Discount brokers get discount prices”.
Quicken is easy to learn & best for a service based business. QuickBooks is complex & best for a product based business with employees.
Have monthly online contests for you sphere of influence.