Constantine Isslamow - Blog - Constantine Isslamow

Recent Blog Posts by Constantine Isslamow
Commercial Real Estate - The Agent's Guide to Success in Any Market When it comes to commercial real estate sales agency, there will always be opportunity around you regardless of the property market at the time. It all comes down to the focus that you adopt and the momentum and systems to support your progress. When you consistently speak to more people in the property market, your database will grow and that creates opportunity. Essentially the people to ... Posted by Constantine Isslamow on February 2, 2012		More
What Sources Are Giving You Business? There are two sources that generate business, human resource or activities and financial resources or dollars you spend to generate business. You must give thought to "Why and What Benefits would it be to me, to source my business? Look at every transaction that closed in the last 12 months and determine the source of each transaction. • How many transactions came ... Posted by Constantine Isslamow on July 28, 2011		More
5 Months Left in this Year! How much are you going to invest in your business for the remaining year? Your first consideration is "How much did you invest in your real estate business last year and what was your return on your investment (ROI?) Secondly, what were the dollars that produced "results"! Start making a list of your activities, dollars spent and what were the results! Here is your measuring stick ... Posted by Constantine Isslamow on July 27, 2011		More
Networking to Generate Leads and Business: 5 Mistakes Agents Make Networking, or getting out in the community and "pressing the flesh," meeting and interacting with people in your area, is a marketing activity that is too often neglected by real estate agents. As we consult with agents on their marketing efforts, we make sure they are including this activity in their marketing mix. Too often, agents do not realize the power of face to face networking. Once ... Posted by Constantine Isslamow on March 16, 2011		More
Strategic vs. Tactical To illustrate the differences between working from a tactical perspective and a strategic one, I'd like you to envision the following: Think about a set of Lego blocks. When you purchase a Lego set, you open the box to find hundreds of various-sized blocks and miscellaneous pieces that can be shaped into just about anything your imagination will allow. But also inside that box is a booklet with ... Posted by Constantine Isslamow on February 15, 2011		More
The Less Helpful Your Sales Scripts The More Sales You Will Generate Being helpful is great. When a prospect calls or emails your business it feels good to give them the answers they are seeking. Whether they are common questions or they want in-depth help, it's nice to be able to help someone get the answers they are looking for. The challenge with being helpful is it rarely works in your favor. Your prospects will feel good as your sales scripts educate them, ... Posted by Constantine Isslamow on January 13, 2011		More
Lead Follow Up We are in an inventory business; when you are out of inventory, you are out of future business. Find out the real objective in following up with your leads to create inventory. Too often, we are trying to determine the interest of the prospect. Don't be fooled into thinking their interest has value to you as a Salesperson. The prospect's level of interest is meaningless. What matters is: Do they need ... Posted by Constantine Isslamow on October 28, 2010		More
2003-2009 Market Place Stats Here is a review of the Peterborough real estate market for the past 7 years. CLICK HERE to download the presentation. It's Your Career - I'm here to Support YOU! Constantine Isslamow Real Estate Broker / Mortgage Broker Century 21United Realty Inc. Brokerage / CENTUM Core Financial Inc. Independently Owned and Operated Friends, followers, and connections are the way of the future. ... Posted by Constantine Isslamow on January 9, 2010		More
Highlight from the 2009 NAR Profile of Home Buyers and Sellers Characteristics of Home Buyers Forty-seven percent of recent home buyers were first-time buyers. The typical first-time home buyer was 30 years old, while the typical repeat buyer was 48 years old. The 2008 median household income of buyers was $73,100. The median income was $61,600 among first-time buyers and $88,100 among repeat buyers. Twenty-one percent of recent home buyers were ... Posted by Constantine Isslamow on December 11, 2009		More
Open House Safety Tips An open house can be a great sales tool, but it also exposes you to numerous unfamiliar people for the first time. Stay safe by practicing these guidelines. Call the local police department and ask them to have a squad care drive by during your open-house hours. Check your cell phone’s strength and signal prior to the open house. Have emergency numbers programmed ... Posted by Constantine Isslamow on November 27, 2009		More
Rapport Building? Build Rapport around FORD: Family, Occupation, Recreation, Dreams—it’s a great way to break the tension. It's Your Career - I'm Here To Support YOU! Constantine Isslamow Real Estate Broker/Mortgage Broker/Manager Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc. Independently Owned and Operated Blog / Website / Follow Me / LinkedIn CENTUM Core Financial Inc. ... Posted by Constantine Isslamow on November 14, 2009		More
Coaching Tips & Strategies #38 LISTING STRATEGIES (19) Is it important that the seller retains what you are presenting to them in the listing presentation? Of course it is. Here are some statistics to keep in mind when you are going to a listing presentation. What we retain after 3 days: 5% of what we hear 15% of what we see 65% of what we hear and see What does this tell you about what’s important in your ... Posted by Constantine Isslamow on November 9, 2009		More
Coaching Tip & Strategies # 37 LISTING STRATEGIES (18) Step 14 of the listing presentation. Explain to the seller what happens next, all the way through to closing. Pretty simple in theory, but a time that you must use to make them aware of everything that goes on during the marketing and sale process; and everything you could think of that might not go right! First, let’s focus on the initial steps of marketing the ... Posted by Constantine Isslamow on November 7, 2009		More
Coaching Tip & Strategies # 36 LISTING STRATEGIES (17) Step 13 of the listing presentation: Close and get the listing signed. At this point in the listing presentation you get to find out one thing, how good your listing presentation was. If the seller stalls, or objects over commissions, there’s only one reason, you didn’t make a strong presentation or present enough value to cause them to take action and list ... Posted by Constantine Isslamow on November 4, 2009		More
Coaching Tip & Strategies #35 LISTING STRATEGIES (16) Step 12 of the listing presentation. Pricing Strategy. Who sets the price of a home when you list it? The Seller! Don’t fall into the pricing trap. Here’s you pricing strategy conversation that will place responsibility back on the decision markers shoulders! “Mr. and Mrs. Seller, as I shared with you earlier, my job is to take your ... Posted by Constantine Isslamow on October 29, 2009		More
Coaching Tips & Strategies #33 LISTING STRATEGIES (14) Steps 11 of the listing presentation. Present your value proposition based on the expectations of the seller: The seller has told you what is important to them and what their expectations are of a real estate Sales Representative / Broker. Now it’s time to verbalize your value proposition. There are two critical areas to focus your presentation, maximum exposure ... Posted by Constantine Isslamow on October 24, 2009		More
Coaching Tips & Strategies #32 LISTING STRATEGIES (13) Steps 9-10 of the listing presentation. 9. Restate and clarify the answers you receive: The ago old principle, “Seek first to understand, and then be understood,” I see too many listing presentation ends up like this... “Let me tell you how wonderful I am and how great our company is, and then I’ll listen to you.” Don’t ... Posted by Constantine Isslamow on October 21, 2009		More
Coaching Tips & Strategies #31 LISTING STRATEGIES (12) Steps 6 – 8 of the listing presentation. 6. Choose a spot to present: Give the sellers two options, the kitchen table or the dining room table. This is a business meeting and you are dealing with what is typically their largest investment. Do NOT sit directly across from the sellers. This is a confrontational position and you may lose the listing ... Posted by Constantine Isslamow on October 17, 2009		More
Coaching Tips & Strategies #30 LISTING STRATEGIES (11) The first FIVE STEPS of the listing presentation 1. Show up on time: As simple as it seems, you would be amazed at how many times a Sales Representative/Broker shows up late for a listing presentation. I sit in my office and watch clients arrive at the office with no Sales Representative/Broker here to greet them. 2. Dress professionally. ... Posted by Constantine Isslamow on October 13, 2009		More
Coaching Tips & Stragegies #29 LISTING STRATEGIES (10) First, have you prequalified the Sellers for their motivation? Do they have you packet of information and comparables? What is your system that you follow when you arrive for the marketing presentation? How long is your presentation? Here are the 14 productive elements to a great listing presentation. Show up on time Dress professionally Have a clipboard ... Posted by Constantine Isslamow on October 9, 2009		More
Coaching Tips & Strategies #28 LISTING STRATEGIES (9) A feature is what you have or do; the benefit is what your client is going to experience! Or it could be the result from any particular feature. Here’s a look at a couple of basic features and benefits for you to use in your listing presentation. Feature: Great Technology Benefit: A huge percentage of home buyers are starting their initial home search on the internet. ... Posted by Constantine Isslamow on October 3, 2009		More
Real Estate Trend Indicator September 2009 http://onlineoffice.century21.ca/PublicStorage.c?ID=ecdc33b3-0d42-4f81-b9e2-c3864da0e29b The 3rd quarter of 2009 came to an end on September 30th. Looking at the City of Peterborough, sub-districts 1-5, single family, all types, we are clearly still in a buyers market with only 3.0 months of inventory. The last quarter had an average number of sales of 119. Currently there are 274 listings. ... Posted by Constantine Isslamow on October 2, 2009		More
September Real Estate Sales by Price Point http://onlineoffice.century21.ca/PublicStorage.c?ID=3f8d2e0e-6dda-48f7-af3d-74a1f1c115e4 http://onlineoffice.century21.ca/PublicStorage.c?ID=34a9162d-0594-49e8-871f-45b5bc5aab51 These 2 attachments shows the units sold by price point along with average days and sale to list%. The information is on All Sub Districts, Single Family, All Types. Top 5 price points for units sold ... Posted by Constantine Isslamow on October 2, 2009		More
Easy ways to save valuable time 1. Don't give out your work e-mail address for personal use. If you've already done this, provide your personal e-mail address and advise contacts that you do not check your personal e-mail during business hours. Average Daily Time Savings = 30 minutes per day. 2. Don't give out your business phone number for personal use. If you've already done this, provide your home number and advise contacts ... Posted by Constantine Isslamow on September 30, 2009		More
Coaching Tips & Strategies #27 LISTING STRATEGIES (8) The critical differences between Features and Benefits: I hear it all the time, “We’re the best or I’m the best because we have the best this and the most advanced that” “So what?” Features are not the piece that excites someone to take action, it’s the Benefit. The consumer wants to know, “What is the benefit of working ... Posted by Constantine Isslamow on September 30, 2009		More

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