| Recent Blog Posts by Constantine Isslamow | ||
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
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Coaching Tips & Strategies #24
LISTING STRATEGIES (5)
“You know the market, you know how to market and you’re a great negotiator.”
But how are you at verbalizing your negotiating skills?
(Example, Step One – Negotiating Skills):
“Mr. And Mrs. Seller, in your opinion, who do you feel the primary person is that I negotiate with when getting your home sold?”
The typical answer ...
Posted by Constantine Isslamow
on September 18, 2009
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Coaching Tips & Strategies #23LISTING STRATEGIES (4)
Let’s talk about the “Listing Presentation”. It’s the one time that you have to verbalize your value proposition and someone else gets to measure whether you are worth it or not.
Buyers are easy to work with...they call on a sigh, you set an appointment, you ask them if they like the house, they say yes, you fill in the blanks on the contract, ...
Posted by Constantine Isslamow
on September 12, 2009
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Coaching Tips & Strategies #21Tip #21
LISTING STRATEGIES (2)
What “benefits” does the seller want from the home-selling experience?
It’s not that complicated however, it is very important that you stay keenly focused around this at the listing presentation.
To sell the house.
The highest price.
The least amount of inconveniences, and
The least amount of hassle.
How do you communicate to a seller ...
Posted by Constantine Isslamow
on September 4, 2009
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Coaching Tips & Strategies #20Tip 20
LISTING STRATEGIES (1)
Why do we want take more listings? Think of the following benefits.
Schedule Management: You can work with a buyer for hours, days and even months, and never get a sale. When you are working with buyers, you are working for all the other Sales Representatives in your marketplace trying to sell their listings. When you work with sellers, ...
Posted by Constantine Isslamow
on August 29, 2009
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Coaching Tips & Strategies #17
Showing and Selling Property
The culmination of your previous efforts has arrived. Your abilities you have been practicing and the strategies you plan to use is now ready to begin.
Here is the process of showing and selling a home to a buyer:
Allow the buyer to look at the home at their pace. Don’t smother them and don’t walk into small rooms. Allow ...
Posted by Constantine Isslamow
on August 15, 2009
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Coaching Tips & Strategies #16The Home Tour
You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.
Here are the critical steps:
Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during ...
Posted by Constantine Isslamow
on August 12, 2009
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Coaching Tip & Strategies #15SHOWING THE HOME
Now it's time to get them into the car and start the homes tour .... ???
Of course, that will depend on your market-inventory knowledge.
Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.
Knowledge is power, do you have ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #14INITIAL APPOINTMENT
So congratulations, you have converted an incoming buyer call to an appointment. Now what?
Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #13CONVERT THE CALL
When you get that incoming buyer call, they are full of questions and just want answers.
How do you gain control of an incoming call? Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.
Here are a couple typical mistakes I see when a buyer calls in. The agent goes into sell mode, ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #12PHONE CONVERSION
So what is the benefit for a potential buyer to take the time and schedule an appointment to meet with you?
"Would you see value in viewing pictures of the inside of all the homes that fit your search criteria, rather than to drive around and call agents and schedule individual appointments to see the inside of each home?"
"Would you see value in reviewing a current snapshot ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #9Working with Buyers (4)
What does the buyers home search process look like?
Median number of weeks searched: 10
Median number of homes seen: 10
How much time are you spending with your buyers? If you're spending more than 10 weeks with a buyer are they a real buyer or someone wasting your valuable time?
The length of the typical home search rose from eight weeks in 2007 ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #8Working with Buyers (3)
What information sources do buyers use in their home search?
87% Internet
85% Real estate agent
62% Yard sign
48% Open House
47% Print Newspaper Advertisement
30% Home-book magazine
22% Home Builder
10% Television
7% Billboard
5% Relocation Company
Evaluate your current strategies to capture buyers. How would ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #7Working with Buyers (2)
What else does the repeat buyer want from their real Sales Representative / Broker?
Tell them what comparable homes are selling for - 11% of buyers want this from their real estate Sales Representative / Broker.
Help determining how much they can afford - 11% of buyers want this from their real estate Sales Representative / Broker.
Help find and arrange financing - 2% ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #6Working with Buyers (1)
Rather than racing blindly after as many buyers you can come in contact with, wouldn't it be valuable to know what the expectations and behaviour of today's buyer? This series of tips will focus on the buyer's expectations, wants and needs; and the strategies and the tactics for you to use to secure more buyer closings.
The first two tips will provide you with what ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #5How 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 and ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #4Action steps to accomplish your Business Plan
Let's not make this a complicated process, the only magic pill is not reinventing what you do, just make a decision to some specific action steps and be consistent.
Start by sticking with what has been successful in the past, what has worked before and make sure that you're consistent. Interesting, it really isn't that complicated a process but ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #3
Do You Know the Sources of Your 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 ...
Posted by Constantine Isslamow
on August 8, 2009
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Coaching Tip & Strategies #2
WHAT IS YOUR CURRENT PRODUCTION?
To consider a Top Notch Business Plan you need a baseline and statistical information to start the process. Here are some of the tough questions relevant to begin the process.
How many transactions are you going to close?
What is your average sales price going to be?
What is your totals sales volume going to be?
What is your average commission ...
Posted by Constantine Isslamow
on August 8, 2009
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Crystal Edwards completes CREATE 21 training programFOR IMMEDIATE RELEASE: ...
Posted by Constantine Isslamow
on June 16, 2009
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100 Days to GreatnessFor Immediate Release
CENTURY 21 United Realty Inc. Brokerage Teaches the Fundamentals of Working by Referral with
100 Days to Greatness®
Comprehensive training program by Buffini & Company helps Agents kick-start results
Peterborough, March 14, 2009. CENTURY 21 United Realty Inc. Brokerage will begin offering Buffini & Company's 100 Days to Greatness® program to help both ...
Posted by Constantine Isslamow
on March 21, 2009
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3rd Quarter Membership Statistics3rd Quarter Membership Statistics 2008
Third Quarter, 2008
Based on information provided by the 91 real estate boards, 10 provincial associations, and one territorial real estate association, membership in The Canadian Real Estate Association at the end of third quarter of 2008 totaled 100,110 (includes 1,183 affiliate/other members). As 2,834 of those were reported as members by ...
Posted by Constantine Isslamow
on January 18, 2009
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