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Articles2017-05-24T01:04:24+00:00

Basic Guides for Cold Calling

If you have read our previous articles on this topic, you will get the impression that we do not think highly of "cold calling." Sales people actually ignore previous and present customers as sources of additional business while they spend their time focusing upon cold calling for new business. We spend a lot of time and resources bringing in this business and our easiest source of additional business is our existing relationships. Yet, bookstores are filled with works teaching us how to become effective cold callers through advanced techniques. In fact, there are some situations in which sales people are ...
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Canny Ways to Use Reverse Mortgage Money

More than 1 million senior homeowners have now taken out reverse mortgages. There’s a good chance you might, too, once you reach age 62. But the question of how to use the money from the loan is just as important as the question of whether or not to get the loan in the first place. A laundry list of celebrity spokespeople have tried to explain how these “backwards” loans work. Here’s how the most recent one -- gravelly voiced actor Tom Selleck -- explains it in a commercial for a reverse lender: “A reverse mortgage loan is a simple idea ...
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The Truth About Niches

I can't tell you how many times a sales person comes to me after a speech and asks me about the viability and advisability of marketing within a certain niche. The niche could be immigrants from a certain country or those purchasing million-dollar properties. Should I focus in these areas? In order to deliver a valid answer to these inquiries, we need to take a step back and make some important points about niches. What are these? First, yes you should have a niche. Having a niche will help you establish your business in several ways-- •You must differentiate yourself ...
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How To Be The Most Attractive Homebuyer

Each home selling season tends to flood the housing market with buyers, and in markets with low inventory levels, the competition is stiff. Desirable houses are receiving multiple offers and to win the bid, buyers need to stand out from the crowd. Since markets are moving fast, experts recommend that sellers have their loan pre-approved and down payment ready before starting their search. “The market is changing,” says Cara Ameer, broker associate and Realtor at Coldwell Banker Vanguard Realty based in Ponte Vedra Beach, Fla. “Inventory is low and demand is high—a buyer needs to know exactly what their parameters are.” Competition for ...
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Time Management: Getting More Accomplished

The first step in getting more done is realizing what you need to accomplish. Once you have a clear mission, you will realize that many of the tasks that now occupy your time are actually keeping you from achieving your goals. Let's take a look at an example of linking your mission to your actions. Think of a customer you could not move off the fence for weeks or months. Perhaps they purchased. Perhaps they did not. Either way, the process was a waste of your time. Even if there was a sale hanging in the balance, think in terms ...
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Can’t Purchase Now? Rent to Own!

There is good and bad news in this present real […]This post is only available to members ...
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Being an Expert is Not Quite Enough

We have written many times about the advantages of becoming an expert within your chosen field. Among other things– •Being an expert will help differentiate yourself from the competition in a positive way; •Being an expert will put you in a position of giving advice, rather than selling; •People seek out experts; •Experts charge more However, becoming an expert is not enough by itself. You must implement a business model that revolves around becoming an expert. This business model starts by making sure everyone within your sphere knows you are an expert. Think about this… 1. Does your neighbor think ...
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Canny Ways To Use Reverse Mortgage Money

More than 1 million senior homeowners have now taken out reverse mortgages. There’s a good chance you might, too, once you reach age 62. But the question of how to use the money from the loan is just as important as the question of whether or not to get the loan in the first place. A laundry list of celebrity spokespeople have tried to explain how these “backwards” loans work. Here’s how the most recent one -- gravelly voiced actor Tom Selleck -- explains it in a commercial for a reverse lender: “A reverse mortgage loan is a simple idea ...
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Prioritization is the Key to Your Marketing Plan

Marketing plan and sphere of influence. These terms are referred to much of the time when one is talking about marketing. But there seems to be no clear definition of these terms. Everyone agrees that they are all very important. But no one agrees what exactly they are. Therefore, we will give you our definition. Sphere of influence. A sphere of influence is comprised of two main components. •Those who know you and you know them. This component of personal relationships is the most important of the entire sphere. •Those you have something in common with. Though less important than ...
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What Millennials Want in a Home

For most Americans, homeownership remains an integral part of an otherwise shifting interpretation of the American Dream. Nearly 90 percent of Millennials – a group known for their tendency to rent in the city the longest – plan to purchase their own place at some point. The key difference between Millennials and prior generations is that young people view homeownership as a personal lifestyle choice rather than a definite milestone. As such, young home buyers are somewhat particular when it comes to their dream home must-haves. Per a survey conducted by Trulia and Harris Poll, 72 percent of renters ages 18 ...
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You Have to Have Confidence

If you go to any sales seminar, you will be taught important sales skills such as how to overcome objections and close the deal. The problem with this training is that you will not likely learn the real objection from the customer. Why? Because the customer may be telling you that your price is to high. Yet time and time again consumer surveys indicate that people do business with people they like and trust. It is not that price is not important, but a customer is not likely to react to a low rate if they do not trust the ...
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Ten Key Facts About Home Sales

In most cases, gains from sales are taxable. But did you know that if you sell your home, you may not have to pay taxes? Here are ten facts to keep in mind if you sell your home this year. 1.  Exclusion of Gain.  You may be able to exclude part or all of the gain from the sale of your home. This rule may apply if you meet the eligibility test. Parts of the test involve your ownership and use of the home. You must have owned and used it as your main home for at least two out of ...
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The Seven Rules of Maximum Synergy Marketing

The average business person spends less than 20 percent of their time marketing. Why not spend more time on this important task? There is not enough time. This is why the typical sales person has too much stress in their life. They are spending too much of their day dealing with customers, paper work and fighting fires. They are spending too little of their day marketing – which they know will bring them more business. How can this trend be reversed? The more business one produces, the more time one must spend taking care of the business. There is no breaking ...
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What to Do With Hard to Sell Homes

Even in the best real estate markets, some homes are harder to sell. Perhaps they are unique, have a hard to reach location or there is another feature which is not appealing. Whatever the reason, there are many things you can do in order to promote a hard to sell home. First, make sure your real estate agent is doing everything they can to promote your property. With a home that is not selling, it is hard for the agent not to decrease his/her promotional efforts due to budget constraints and general discouragement. There are many things you can insist ...
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Working With First-Time Buyers

The market for first-time home buyers is getting hot again. Millennials are moving out of their homes and rental costs are going up, which means that many are poised to purchase as their next step.  Minorities and single women are segments that are accounting for most of the growth within this sector. Whether you are a real estate agent, insurance agent, tax professional, loan officer or other professional, it is hard not to be effected by this market. Quite the contrary, many are stepping up to focus upon this segment of the market. This is not a short-term gold rush ...
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More Financing Choices for Today’s Buyer

There are more choices to finance properties today than there were just a few years ago. First, a little bit of history. During the real estate boom of ten years ago, lenders offered choices that fit just about everyone — from no-income verification loans to loans with no money down and poor credit. This was known as the “subprime boom.” In the wake of the financial crisis, these choices completely shut down and the only choices were loans for those who had money to make a larger down payment and a great credit score, especially if the loan was a ...
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Negotiation Skills for Winners

If you are in business, then you will be a participant to many negotiations in your business career. For example, real estate professionals are integrally involved in the process of sales contract negotiations. Even though an agent may "represent" the seller or buyer, their negotiation skills will be paramount to closing the deal as details such as the occupancy date get hammered out. Negotiations are not reserved for contracts or transactions. We may be involved in negotiations as we set our prices, service levels and even consider requests for refunds. Approaching the process in the right way is absolutely essential ...
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Mortgages and the Self-Employed

You are self-employed and are looking to purchase a home or refinance your mortgage. You have heard horror stories regarding reams of paperwork and underwriters who wanted two pints of blood in order to approve a loan application. As a matter of fact, you have held off purchasing a home for years because you thought verifying your income may be difficult or impossible. In this article, we will investigate one of the more complex areas of real estate finance. Hopefully we will help dispel some myths and make the process easier for everyone. Who is self-employed (SE)? For underwriting purposes, ...
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Presenting a Lead to a Partner

Many sales trainers will tell you that the key to obtaining more referrals is asking for the business. Absolutely false. If it were true, why have trainers been beating this into our heads for years and most of us still are not comfortable asking? The key to getting more referrals is putting ourselves in the position to ask. When we place ourselves in the right position, the business transaction will take place naturally. If it feels uncomfortable or is forced–it is not right. Of course, an important question follows: How do you put yourself in a position to ask? This ...
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Tax Deductions For Homeowners

You have heard it before. Owning a home is a great tax deduction. It is one thing to make a general statement. It is another to understand the specifics of how owning a home may lower your tax liability. Below is a list of important points that every homeowner should know. Note that this is not a complete list of allowable deductions. Itemizing deductions. In order to deduct your mortgage interest, you must itemize deductions rather than take the standard deduction. As a general example, if your allowable standard deduction is $5,000 and you only have $3,000 in itemized deductions, you will ...
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