Danny K’s 23 Ways To More Paydays

Sales/Marketing Strategies   Written by Danielle Kennedy - Word Count: 282
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  1. Show your people house they can afford
  2. Respect your Buyers’ stated top limit
  3. Ask house-eliminating questions
  4. Analyze what they tell you about their likes and dislikes
  5. Listen. Really listen. When your Buyers talk about what they want
  6. Don’t show houses you haven’t previewed
  7. Show Buyers what they want to see
  8. Decide how you’ll park when you bring customers to keyview property
  9. Learn when to use (and not use) the demonstration of house’s details
  10. Go back to year one-give a little history to area or home
  11. Don’t show too many houses-5 is enough
  12. Give the house a chance to speak-let the Buyers speak
  13. Sell Possibilities
  14. Play the ace last
  15. Steer clear of “razzle dazzle”-give information at deliberate, friendly pace
  16. Read their signals-body language
  17. Create involvement
  18. Build from their emotional tone-turn discouragement into encouragement by talking about “lifestyles”
  19. Show bright-mix other brokers’ listings in with your showings
  20. Be excited about your showing presentation
  21. Show properties in washed, cleaned car
  22. Never get caught between a husband and wife having an disagreement
  23. When they are too agreeable make sure they can afford to buy

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Danielle Kennedy, real estate’s sales legend, teacher and author, has become one of the leading sales trainers in the United States and Canada. Danny speaks to as many as 5,000 salespeople from all sales fields each month. This article is excerpted from How To List & Sell Real Estate In The 90s. For information on Danielle’s Keynote presentations and training programs,



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Copyright© 2002, Danielle Kennedy. All right reserved. For information contact FrogPond at email susie@FrogPond.com.