Q: “Denise, I am a newer agent and need to generate some leads. I have a direct mail company who keeps calling saying I can mail to thousands of people every month and it won’t cost me too much. Should I do it? I am also doing some online lead generation with another company and […]
An agent asked me recently, “Denise, how do I convert leads from an open house?” Converting leads at an open house is easy because they already met you and I bet they developed some sort of rapport with you. Furthermore, they took the time to see a home so they probably are thinking about buying […]
PART FOUR: CLOSING WHEN YOU’RE A “SUPPORTER” This is my final Zebra Report in my series on closing strategies based on your personality style – and that of the clients you are trying to close. If you missed the previous three weeks, be sure to review the Zebra Reports on closing strategies for Promoters, Controllers, […]
Posted in Communication, Client Care, and Follow-up, Real Estate Coaching, Mentoring, and Training, Zebra Reports 
Tags: analytical, Client Communication, close, closing, closing a sale, controller, converting leads, personality, personality assessment, personality style, personality type, promoter, real estate client communication, supporter 
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PART THREE: CLOSING WHEN YOU’RE AN “ANALYTICAL” Over the past two weeks I talked about closing strategies for Promoters and Controllers, and provided strategies for effectively closing clients if you were one of these two personality types. As a review of those Zebra Reports, my thoughts on closing are this: there is no such thing […]
Posted in Buyers, Communication, Client Care, and Follow-up, Sellers, Zebra Reports Tags: analytical, client care, Client Communication, client interaction, closing, controller, converting leads, personality, personality assessment, personality style, personality type, promoter, supporter No Comments »
PART TWO: CLOSING WHEN YOU’RE A “CONTROLLER” Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. Seems simple, right? The truth is many agents are taught to close the same way – by using a formula that’s […]
PART ONE: CLOSING WHEN YOU’RE A “PROMOTER” Earlier this month I talked about converting leads, from the telephone, the internet, and in-person. My goal in those posts was to give you some thoughts about the kind of steps you need to take when converting leads specific to each category of client. But there’s another issue […]
Posted in Communication, Client Care, and Follow-up, Real Estate Coaching, Mentoring, and Training, Zebra Reports Tags: analytical, closing, closing a sale, controller, converting leads, personal marketing, personality, personality analysis, personality assessment, personality type, promoter, supporter 4 Comments »
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