Sometimes, buyers and sellers will not tell you the real story. It’s up to you to determine the truth about a client’s hesitation. A savvy practitioner can deduce a lot from the objection and determine how to proceed effectively. Here’s an outline for responding to common client objections: 1. NO MONEY. Buyer: $500,000 for this? I won’t and can’t pay that much! (Money may or may not be the real issue: Flush out the truth. Try this approach when a buyer says money is the obsta

Speak now or forever lose an opportunity. Host free seminars at your office, or offer to do them for local community and business organizations such as the Chamber of Commerce or your community college. Choose topics addressing consumers’ biggest concerns today, such as how to avoid foreclosure, how to avoid paying private mortgage insurance, or buying opportunities in a slower market. Promote it on the Web. You also can use this event as a reason to call people in your data

Pricing can be an issue in a demanding market. These take-away tips will make it easier for you to work with sellers on setting a realistic price tag. Setting the right price is the key to turning a listing into a timely sale, especially in today's market. Here's our list of the best pricing tips: Do your Homework before the Listing Appointment. Make a competitive market analysis to present to sellers. This compilation of market data shows what homes similar to the prospectiv