Strategic Selling Tools

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http://www.google.com/goog411

http://SellingToolz.com

Always be positive even about your competition; just remember to add your abundance of benefits to the conversation.

In our day and age return your calls as soon as you can.  In the past, mail took days and even weeks to reach its destination. Today information travels in a blink of an eye, as a real estate agent we have to also make this adjustment.

Take the time to get to know people.

Learn to make contact with your past clients every day, something as simple as a letter or phone call.

Get into the habit of writing hand written notes every day, this technique is one of the most powerful long term strategies.

Remember those old friends and acquaintances from the past, call them and reconnect, but only if you are sincere.

Consider developing a quarterly newsletter, as soon as you have completed one start accumulating a file for the next one.

Interview an interesting person in your community; invite all to listen in on a teleconference call, and then mail the transcript to your clients.

When you have too much business and you or your team can no longer handle the work load.  Don’t let them go to waist, refer them to another agent in your office

As a courtesy, when you receive a referral and have a positive experience, share the feedback with the source of that referral, this will be appreciated by all.

Never make the assumption that the person you are talking to would not want to work with and refer to you, if they do not want your service today, they might want it tomorrow.

Develop a card system, the best results come when they are had written.

Provide address change letters with your brand association on the material.

Evaluate why your customer wants to do work with you and give them more then they expect.

Mail all of your clients a fridge magnet at least once every two years.

Remember, we are in a people business.

Go to   www.CanadaReferral.com or   www.UnitedStatesReferral.com

Give your clients a time limited rebate; a reward that is going to be delivered on the close of their sale, or when their listing term ends paying for their legal fees can make a big impression. Be sure to clear this with your board...

Remember most people that are buying or selling are talking with others about their future move.  This enables them to naturally find out who else is planning a move and refer them to you...

WATCH THIS VIDEO

How to ask for Referrals at the Listing Presentation... Every time...

Never be afraid to ask for referrals, explain to the client exactly how they can locate the ideal buyer or seller for you and how it will benefit them.

Offer a unique service to your client – for example hire a qualified reliable handyman that will show up a day or two after close.  In many situations a few hours of a handyman will go a lot further them a gift basket.

If you are going to give a gift that is unique and has great advertising shelf life, give your clients an extra one and have them give it to a friend.  Have the second one engraved “a gift form one friend to another”.

Give your clients a recycle box with your brand on it – each week you are out at the curb in front of all the neighbors.

Wear a referral lapel pin that will give cause for conversation.

Give the person your business card so that they can go to your website to see or retrieve something of value to them, you have inadvertently promoting yourself three times.

You would pay another agent a referral fee; consider paying a referral fee to the members of a large charity and their organization if they will send all of their business to you. Again, be sure to clear this with your real estate board

Rather then inviting a friend or great customer to an event, give the tickets to your clients and have them invite a friend.

Offer a seasonal benefit such as having your client’s driveway snow removal done for the winter or lawn cutting or weed spraying for the summer.

http://UnitedStatesReferral.com

http://CanadaReferral.com

James Osmar has worked as a RE/MAX Realtor for almost two decades. On several occasions James has been listed in the Top 100 list of Canadian RE/MAX Realtors. He has gone on to build a very successful real estate agent referral service or what some would call a relocation service. Canada Referral and United States Referral are attracting a lot of attention in the Real Estate industry.