Pulling Rabbits Out of Hats

How to Get Buyers to Buy and Sellers to Sell NOW!

3+ Great Books

#1: Charging the Human Battery…50 Ways to MOTIVATE Yourself

By: Mac Anderson

Way #32: “Failure is only the opportunity to begin again more intelligently.”

Henry Ford

3+ Great Books

#2: Negotiate This!... By Caring, But Not T-H-A-T Much

By: Herb Cohen

How you interact (your demeanor or approach) registers more than what you are discussing

(terms or content).

3+ Great Books#3: How to Sell When Nobody’s Buying (And How to Sell

Even More When They Are)

By: Dave Lakani

WARNING!If you find yourself saying “Yeah, yeah” or “I already

know this,” then I’ll respectfully submit that the problem with sales isn’t the economy or anything else; it is you. When you are slumping, you go to things that work consistently. Some of them may not be fun…

but,

3 + Great Books

+ Live and Learn and Pass It On

By: H. Jackson Brown Jr.

Exercise #1:

Name 3 Buyers and 3 Sellers that you are currently serving who have not signed a real estate sales contract as of today:

3 Keys to Pulling Rabbits Out of Hats:

Key #1: Have a hat…

…YOUR Hat

Key #2:

Put a rabbit in YOUR hat BEFORE you attempt to pull a rabbit out of YOUR hat.

…if you want to pull more than one rabbit out, you’ll need to put more than one rabbit in…

Key #3:

Be sure what you put into YOUR hat is in fact a rabbit…

…not a possum, snake, squirrel, buzzard or decoy of any kind.–Look closely–Pay attention to facts and clues–Stay objective

Definitions

• Your Hat = Your Systems

Qualified Buyers and Qualified Sellers

• Rabbits =

Definitions

• Pulling = Somewhat natural and logical advancement toward clearly defined goals…aided by: -coaching counseling, therapy, hand-holding……plus…-tools and techniques that are used to cause positive outcomes (results).

Definitions

• Magic Trick = An illusory feat; considered magical by naïve observers

There once was a dog who boasted to his canine friends that he could run faster than anyone. One day he chased a rabbit and failed to catch it. His friends ridiculed him. “All right,” said the dog, “I did not make good on my boast. But remember, the rabbit was running for his life and I was only running for my dinner.”Incentive is all-important in motivation.

Exercise #2: Questions to SELF…

1. On average, how much money do I make per closing? $____________

2. If the six (6) people named in Exercise #1 ALL close in the next 30 days, how much money will I make from just these closings? $_________

Exercise #2: Questions to SELF…

3. Why haven’t they bought/sold already?

4. What needs to be addressed to move them to THEIR stated goals?

5. Am I doing my part?

6. Am I ready, willing and able to help them close in the next 30 days?

3 Keys For Us to Play in Today’s Game…

#1: Desire… …your heart has got to be in the game.

#2: A very strong “Bank Account”… …skills, tools, visuals, etc. that you can tap

into as needed (withdrawals).

#3: “The Dance…”

The “Bank Account”…

Columbo-House-The Mentalist… Rabbits

• Question• Listen• Observe

•Discovery•Analysis•Assessment

The “Bank Account”

Examples:• Just out of curiosity, what _________?– brings you to the open house today– causes you to call us/me today

• What have you been reading or hearing about today’s real estate marketplace?

The “Bank Account”Examples:• What questions or concerns do you have right

now about home buying/selling details and challenges?

• Why now…?

• What’s your target date…?

• What if…?

• P.S. The 80/20 Rule …is ALIVE!

The “Bank Account”

• The Truth

• Cancun Mexico…Early 1990’s + Visual Aids (to educate):

-Charts & Graphs…examples

The “Bank Account”

• The Truth

• Cancun Mexico…Early 1990’s + Visual Aids (to educate):

-Charts & Graphs…examples

-Facts/Figures/Data…examples

The “Bank Account”

• The Truth

• Cancun Mexico…Early 1990’s + Visual Aids (to educate):

-Charts & Graphs…examples-Facts/Figures/Data…examples

-Checklists…examples

A Proven “3 Step Approach” To Selecting The Right Property

Step 1. Approach The Home Buying Process Objectively…

No Perfect House…85% Rule

The Good Ones Go Quickly

Avoid Second Guessing Syndrome..Commonly

Referred To As “Buyer’s Remorse”

A Proven “3 Step Approach” To Selecting The Right Property

Step 2. After Viewing Each Property Ask Yourself 3 Important Questions…

What did I like about the property?

What, if anything, would I want or need to change?

If the price were right, could I see myself owning

this property? If yes, at what price?

A Proven “3 Step Approach” To Selecting The Right Property

Step 3. Remember You Have 3 Safety Nets Available To You…

Your judgment as an educated/informed buyer

The Customized Market Analysis prepared by your

agent

The option of an Appraisal Rider

6 Truths About Today’s Marketplace That Every Home Seller Needs To Know

Truth #1: Buyers buy after “shopping around”. In their search for the best buy they are comparing your property to the others currently on the market.

Truth #2: Sellers control the pricing and sale ability of their homes but buyers control VALUE. A property is worth what the market (buyers) will pay.

6 Truths About Today’s Marketplace That Every Home Seller Needs To Know

Truth #3: If a property sits on the market for more than a few weeks it gets shop worn (stale…like an old donut). Price it right in the beginning while it is fresh and buyer interest is at its peak.

6 Truths About Today’s Marketplace That Every Home Seller Needs To Know

Truth #4: Most properties must be sold three (3) times…First…to the real estate agents who have the buyers.

If they don’t see it as a good value, (a WOW!) they may not show it.

Second…to the buyers. If they don’t see it as an attractive offering, (a WOW!) they’ll look elsewhere.

Third…to the lender who will make the loan and the lender’s appraiser. If this group doesn’t see the value…no loan.

6 Truths About Today’s Marketplace That Every Home Seller Needs To Know

Truth #5: What it means if…No showings: Agents don’t see your offering as

worthy of showing to their buyers. Or, buyers themselves aren’t interested enough to look.

No Offers: Buyers don’t see enough value to even negotiate or try to buy.

6 Truths About Today’s Marketplace That Every Home Seller Needs To Know

Truth #6: Overpriced properties actually help well-priced properties sell.

The “Bank Account”

• Dear David…

+ -Scripts-Stories-Analogies (to educate):

Examples:-Story: John Neff…-Analogy: Opening Night…Restaurant

The “Bank Account”

• Says Who???

+Perceived Expert Status (Rite of Passage)

In Closing… “The Dance”

“Life is not about waiting for the storms to pass…it’s about learning how to dance in the

rain.”

Author Unknown