John Alexandrov's Real Estate Inner Circle

Are You Presenting for Your Client or to Yourself?

Have you ever left a presentation you made to list a home and thought you left connecting really well with one member of a couple, but not the other?

I think we've all had this experience. Why does this happen?

There are a million reasons why it might happen, but one reason why it definitely happens a lot.

It's because most people make decisions in different ways.

I would buy a car differently than my wife would buy a car. I think its important to have ABC in my car and she wants XYZ. You want ACY.

It's a simple fact of life that even great couples make buying decisions differently right?

Then why do so few of us take this into consideration when making presentations to couples?

The secret reality is that most of us make presentations with who in mind? Our self!

We present what we would like to see if we were on the other side because we mistakenly believe that everyone makes decisions like us.

Yes, a lot of times we get lucky and one member of a couple, or even both actually do make decisions like us.

But what if we were conscience of this and could make presentations with both spouses in mind? Here's what you do:

Before you start your presentation, make a list of concerns that each member has and make sure you effectively address each concern in your presentation. It's that simple. But it's not easy. Why?

Because it's hard to find out the concerns of each spouse if you are not properly qualifying them from the beginning and asking great questions right?

Even so, if you can avoid presenting to yourself and focus on presenting for your client, it will go a long way in helping make your next presentation a successful one.

Dedicated to your success,

John Alexandrov,

CEO, Real Estate Inner Circle

Would You Rather Be Foreclosed on than do a Short Sale?

Many people would choose to be foreclosed on than do a short sale.

Why?

There can be a lot of reasons, but most likely its because they are afraid of looking bad in other people's eyes. 

We see it with buyers and sellers every day. This is a natural fear. A lot of us buy into it too. We hesitate or don't make a decision because of the way in which we think people might judge us right? Even if its a decision that is good for us!

I've noticed it with the agents that I coach.

They are originally hesitant to use scripts if other people on their team are not using them because they will stand out and may be judged.

They may work with unqualified buyers because they are afraid of looking bad if they don't work with enough.

They might not lead gen every morning because everyone else will look at them like they are crazy.

If an agent is afraid to improve because of how they will look in other people's eyes, it's just like a homeowner choosing to be foreclosed on instead of taking a short-sale.

You wouldn't do that would you?

Well, a lot of your buyers and sellers have this fear, and you need to help them over-come it.

Michael Friedman, our Director of Coaching Services, and I recently discussed this very issue. Learn what signs to look for and how you can help your potential customers who might be looking over their shoulder.

If you know in your gut that you should be doing some of things you are not doing because you are concerned how it will look to your peers, that is natural. But it can be over-come.

The best part?

100% of the time your fear does not materialize.

If you need help taking the steps that top agents take, or to overcoming your fears, sign up for a free coaching call today.

Dedicated to your success,

John Alexandrov

CEO, Real Estate Inner Circle

Are You Getting the True Objection?

Buyers are ALWAYS going to object to something. If you've ever sold a home or brought on a client without objection, they probably didn't pay their bill!

From our perspective as coaches, and as real estate professionals, it is important to us that buyers object.

Why?

1. It shows us whether or not they are serious.

2. As a coach, when I come up against objections, that objection can tell me if the prospect is qualified for coaching. As an agent, mortgage broker, etc. the objection can tell you if your prospect is qualified as well.

In both situations, we've either confirmed that we are spending our time and energy in the right place, or we can make the determination to move on and spend our time and energy wisely.

But how do we know we are getting the TRUE objection?

We've all heard every objection in the book. "My hair is on fire so I can't commit," or "I saw a vision in my cereal!" 

Michael Friedman, our Director of Coaching Services, and I have identified the 6 common fears that ALL buyers and sellers have when concerning the real estate transaction.

Over the next few weeks, Michael and I will go through each of the 6 fears individually so that you best understand them, recognize them, and we will give you the tools to easily overcome them.

Here's Michael and I talking about whether you are getting the true objection or not:

What objections did you get today? Do you think they are surface objections for something deeper that's eating away in the prospects mind?

Make it a great day!

John Alexandrov,

CEO, Real Estate Inner Circle

PS - If you are in the New England area, I am going to be speaking at a free event at the WRAR in Auburn MA on February 8th from 2p-4p. I would love to have you there.Click here for more event information and here to register.