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Real Estate Information |
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Negotiating and Sales Skills Are Critical
When I first started getting active in creative real estate, my skill set at negotiating was very weak. I had done the telemarketing thing for American Express as a financial planner and had studied and learned a few techniques. On the surface one might think that would be a perfect tie-in to talking to sellers about their properties and their financial situation. I can promise you it wasn't. Yes, I did pick up asking general sales techniques like never asking close-ended ("yes" or "no" answers) questions. Also, it still works to ask multiple choice assumptive questions like "Would Tuesday at 6 p.m. or Thursday at 3 p.m. work better for you?". The basics were not enough. When I first began asking sellers what their loan balance was, I may have actually received a number for an answer 50% of the time. I had two major obstacles facing me. First, my belief system was cock-eyed in that having come from a financial/accountant type background, I knew without a shadow of a doubt that no one would ever just give me their house and that only a complete fool would tell me the balance remaining on their loan. Second, I didn't have a clue as to the right way to ask and I can tell you from experience that it matters greatly. The first obstacle, belief system, was easily overcome after I met my first truly motivated seller. Okay, beliefs systems are trashed and I must be the complete fool because that was way too easy. The second obstacle, phraseology/negotiating, is no longer an obstacle, per se, but it is still a skill that I continually try to improve upon. The two key components, assuming you have already properly established good rapport, are timing and the phrases you use. Here are some quick examples of how NOT to ask a seller what the loan balance is: * What do you owe? * Are you willing to sell it for what you owe? * How much equity would you say you have? * etc., etc. Now, don't get me wrong. If you use these phrases and similar ones enough times and with enough confidence, you will be able to get a numerical answer on occasion (as opposed to some of the not so friendly responses I received early on). Contrast the above phrases to these: * How much is left on the loan? * So, the property's not owned free and clear? * etc., etc. The first set of questions personalizes the issue and attaches the debt, and thus the problem, with the seller. The second set of questions creates detachment and since it's no longer "their debt" or "their problem" or "what they owe", it's just simply a number and not a problem to share. Since I first picked up on this one little tactic, I would estimate I get all the information I want on 99 out of 100 calls with almost no real effort. Granted, it does take time and practice to develop decent phone skills. The ability to naturally create rapport and flow with the call, yet still get the information you want will come with time. My point is that it's important to begin testing and tracking different approaches. If you do this, you will notice some very interesting results. Here's another example when asking about whether or not the seller would consider a carryback (financing it for you). I'd suggest actually trying this one out just to verify the reality. If I ask a seller something like: * Would you consider owner finance? * Would you do a carryback? * Would you carry paper on this? * etc., etc. What do you think my responses will be? Yes, I know that we like to use our fancy terminology once we've mastered it. I'm probably as guilty as anyone in that regard. However, what the above questions accomplish is forcing the seller into a corner. Either they have to admit they don't understand, and thus appear foolish, or simply say "no". Which do you think happens most often? Compare the above questions with something like: * Are you in a position where you could take payments? * Would it be possible for me to make payments for a while and pay off your loan later? These questions almost always lead to a "yes" or a "tell me more" type response. You'll be amazed at the difference. These are just two quick examples of how the phrases you choose can affect your results. Take a minute to consider how many questions you ask and how much information you attempt to extract from a seller in a single call. Knowing what to say and when to say it will improve your performance more than you can imagine. I highly recommend picking up some books and/or taking some courses on sales and negotiating. Roger Dawson has great materials available on this web site... http://www.texasrealestateclub.com/courses.html#negotiating and you can visit his site at www.rdawson.com. I'd also recommend reviewing our recommended book list for materials on sales and negotiating which can be found here... http://www.texasrealestateclub.com/booklist.html. Grab some books by Tom Hopkins, Zig Ziglar, and other top sales and negotiators and begin the quest. I firmly believe no other action will make you as much money as fast as developing these skills and practicing them. Regardless of your specific approach to your business, these skills will absolutely be used in every aspect of your life. About The Author Tim Randle can be contacted through his web site at www.TexasRealEstateClub.com; info@texasrealestateclub.com (c) Copyright 2003, All Rights Reserved
MORE RESOURCES: Erie County Real Estate Transactions Buffalo News Following are real estate transactions over $5000 as listed in records of the Erie County clerk's office for the week ending Nov. 2. ALDEN • 11849 Boncliff… How much? Tompkins County real estate transactions Ithaca Journal Real estate transactions for Sept. 16-22. TOMPKINS COUNTY. Caroline. Stephen James Moyer sold 26 Flat Iron Road to Duane Austin for $39,000 on ... Real estate transfers: Reported Dec. 9, 2018 Herald-Whig Real estate transfers recorded in the office of Adams County clerk and recorder. Quincy area. Frances E. Burrus, property at 2029 Locust St., to Angela F. Real estate powerhouse Ackerberg Group bets big in Uptown and St. Paul Star Tribune Stuart Ackerberg may have hit a few hiccups, but he was always certain the second phase of his MoZaic office development in the Uptown area of Minneapolis ... In Lebanon, empty flats raise fears of real estate collapse FRANCE 24 Beirut (AFP). Ghostly apartment blocks and half-built buildings dot Lebanon, as entrepreneurs and experts fear that the country's key real estate sector is on the ... Chicago's most popular real estate stories from Crain's Chicago Business A new twist on marketing Trump Tower tops our list. Here are the 5 five ‘hats’ real estate pros wear Miami Herald At various times, real estate brokers play the part of attorney, marketer, therapist, juggler and negotiator. As Markets Tank, These Real Estate Investment Trusts Hit Higher Highs Forbes Real estate investment trusts -- also known as REIT's -- outperformed the markets by a wide margin last week. As a matter of fact, while many big stocks were ... Real estate records, 12/09/18 | Real Estate Records | journalstar.com Lincoln Journal Star Duplissis, John G & Jenny S to Voss, Jason D & Gail M, 1422 N 97th St., $400000. Montgomery County real estate briefs: Week of Dec. 9 Montgomery Newspapers Weichert, Realtors has announced the start of the 40th annual Weichert Toy Drive. Members of the community are invited to drop off new, unwrapped toys at the ... Real estate transactions for Sunday, Dec. 9, 2018 | Business Quad-Cities Online Following are seller, buyer, property description and price of property. Note: price is an estimate based on revenue stamps that are bought from the county. Real Estate Corner: House shopping in the winter? Helena Independent Record As the temperatures drop and the winter asserts its will, most people turn to the indoor comforts. Venturing outside becomes an exercise in proper layering and ... Real estate briefs Naples Daily News Real estate show: Title company vs. attorney. James D. York P.A., a local Realtor, is the host with Realtors Michael and Morgan York of York Real Estate Group ... Real Estate Transactions for Sunday, December 9, 2018 | Transactions Charleston Post Courier The transactions listed below include properties sold for $250,000 or more and recorded between Oct. 8-12. Charleston. Tamela A. and Kristina M. Vinsel sold ... REAL ESTATE TRANSACTIONS Arkansas Democrat-Gazette Pulaski County real estate transactions of $150000 or more; deeds recorded Nov. 5-Nov. 9. Public Record: Coshocton County Real Estate Transfers Coshocton Tribune Nov. 7. 862 Tony M. and Lisa M. Jaqua to Dana A. and Sandra K. Cheney, 40873 Township Road 78, Coshocton, $75,000. 864 Clifford W. Hill to Raymond W. Real estate firm’s renovation of downtown Spokane building will lead to move The Spokesman-Review When complete, 4 Degrees Real Estate will consolidate its property management and real estate offices there. The real estate company purchased the building ... Seneca South: Schuyler County warns of real estate scam Elmira Star-Gazette Schuyler County Clerk Theresa Philbin and County Attorney Steven Getman are warning property owners to be aware of a deed scam that may be taking place ... Look Who's Sharing Now: Airbnb Moves Into Construction and Real Estate Markets | RisMedia.com For years, Airbnb has been a household name for house-sharing and short-term rentals, particularly in the travel industry. Now, moving into the architecture and ... How much? Steuben County real estate transactions Elmira Star-Gazette Real estate transactions for Sept. 16-22. STEUBEN COUNTY. Addison. Nathan L. Jayne sold County Route 1 to Christopher M. Baird for $16,900 on September ... Looking Ahead: Six Ways Tech Could Change The Real Estate Process Forbes The real estate industry is changing and evolving as new technologies are integrated with current practices. With new property-applicable artificial intelligence, ... Real estate brokers announce merger | Business Sunbury Daily Item NORTHUMBERLAND — Two real estate brokers who have each been serving local buyers and sellers for more than 25 years have announced that they are ... Real Estate Brokerages Are Building for Good Barron's Real estate brokerages are in the business of selling property. But high-end firms are now working to build homes for people in need, both locally and globally, ... Police arrest teen in killing of real estate agent at model home in Anne Arundel County WJLA An arrest has been made in the murder of a real estate agent in a Hanover, Maryland model home, according to ABC7's Brad Bell. Sources tell Bell that the ... The 911 caller couldn’t talk. Then came a voice in the background: ‘Where is the money?’ The Washington Post An arrest has been made in the shooting death of a Maryland real estate salesman in a model home. Real Estate Transfers | News, Sports, Jobs The Steubenville Herald-Star The following real estate transactions were recorded in Jefferson County: Glenn and Rebecca Swearingen Jr. to Nancy Swickard, lot 35, Original Toronto. Pame. 2019 Real Estate Forecast: What Home Buyers, Sellers And Investors Can Expect Forbes The year started with sky-high home prices, historically low mortgage rates and a definitive upper hand for sellers. In recent months, though, things have started ... Biggest Erie-area real estate stories of 2018 - Entertainment & Life GoErie.com There have been some big sales this year and a lot of historic happenings in real estate. These are just a few of the big stories we covered this year:. Top 10 states to make the most money from investing in real estate CNBC For a great investment, combine rising home values with prices that haven't quite caught up. Tom Kelly: Don't trust another to communicate with your real estate agent The Spokesman-Review The first thing to remember is that nobody can read your mind. Make sure your real estate agent knows your concerns and keep all communication lines open. Vail Valley real estate transactions, volume are nearly identical to 2017 Vail Daily News EAGLE COUNTY — Through the first 10 months of this year, numbers from Eagle County's real estate market are a virtual mirror image of the ones posted in ... Real-Estate Matters: Association fees dont always seem fair, but they might be The Columbus Dispatch Q: I live in a homeowner's association that is aggressive. We have around 250 homes, and some of the homes are on a lake that the association maintains. This week's top commercial real estate transactions | Real Estate Dallas News SalesLibitzky Property Cos. and Sunwest Real Estate Group acquired Coppell Tech Center II and Highpoint Oaks I, a 2-building office portfolio at... Why Real Estate Agents Should Not Fear Specializing Forbes There's an age-old marketing adage that I believe applies to real estate agents who find their business plateauing or career success eluding them: “If you try to ... Real estate seller found slain in suburban model home Fox News Homicide detectives scoured the grounds Thursday of a model home in Maryland after a building company employee was found slain inside the suburban unit ... LA’s real estate market could cool in 2019 Curbed LA Home prices in Los Angeles reached record heights in 2018, climbing to levels far above those recorded in the years leading up to the Great Recession. Real estate transactions for Dec. 9, 2018 | Realty Transfers Roanoke Times Roanoke. Over $300,000. National Retail Properties to Carol Saikhon, 2230 Melrose Ave. N.W. Roanoke VA 24017, $413,530 11/21/2018. Downing Wellhead lease, Commerce Bank move, other real estate briefs from The Oklahoman for Dec. 8, 2018 NewsOK.com Downing Wellhead leases building. Downing Wellhead has leased a 40,000-square-foot industrial building on 6.11 acres at 2132 SE 15 from Inland Machine ... La Crosse County real estate transfers for Sunday, Dec. 9, 2018 La Crosse Tribune The following are real estate transfers filed in La Crosse County. By law, some transfers are exempt from transfer fees; these properties are listed without prices. Miami's Luxury Real Estate Market Is Heating Up, Thanks To Big-Name Architects And Foreign Money Forbes Art Basel is in full swing in Miami but it isn't just this week that all eyes are on the city. Luxury high-rise developments, designed by some of the biggest names in ... Real estate transaction for Northwest Arkansas NWAOnline Benton County. Rockola/Rogers LLC to Martinsville-Schilli-1 LLC / Martinsville-Schilli-2 LLC, Lot 1D, Creekside Ph 3, Rogers, $5,850,000, recorded Nov. 12. Real estate transactions: Big projects on tap for Missouri City, Baytown Chron Logistics Property Co., a national developer headquartered in Chicago, plans to develop CityPark Logistics Center on 97 acres at the northwest corner of ... Can average investors take advantage of a new real estate development tax break? CNN Investing in an opportunity zone is not for everyone, but for the right investor, it could be a once-in-a-lifetime tax break. Maxar sells portion of SSL real estate SpaceNews WASHINGTON — Maxar Technologies sold one of satellite manufacturer Space Systems Loral's facilities in Silicon Valley for $70 million, the company ... Highly regarded real estate agent Michael Keil joins The Agency Elite Agent The Agency Group Australia's (ASX:AU1) (“The Agency” or “the Company”) disruptive real estate model continues to attract the best talent in Western Australia's ... Housing Slowdown Unnerves the Fix-and-Flip Crowd The Wall Street Journal The pace of real-estate speculation is slowing, a sign of the darkening outlook in the U.S. housing market. Farewell, Forest City. Brookfield wraps up purchase of Cleveland real estate company - cleveland.com Farewell, Forest City. Brookfield wraps up purchase of Cleveland real estate company cleveland.com Forest City Realty Trust, Inc., which had its headquarters at Key Tower in downtown Cleveland, is no more. On Friday, the company was sold to a fund affiliated ... 3 DIY Home-Selling Secrets That Real Estate Agents Don't Want You to Know Entrepreneur Real estate is arguably the most valuable asset in the majority of personal portfolios, and each year, billions of dollars in commissions are happily handed over ... CBRE CEO Breaks Down the Commercial Real Estate Market Bloomberg Bob Sulentic, president and chief executive officer at CBRE, discusses the state of the global commercial real estate market. He speaks on "Bloomberg Markets. Recent Commercial Real Estate Transactions The New York Times Recent commercial real estate transactions in New York City. Family warns against real estate scams after nearly falling victim to one WHSV HARRISONBURG, Va. (WHSV) — A family in the Valley is warning others about real estate and rental scams after almost losing money to one in the area. Residential real estate transfers, Dec. 9 | Real Estate Transfers Omaha World-Herald Stier, Phillip M. and Pamela R. to G&J Properties LLC, 11506 N. 156th St., $60,700. Klug, Jered L. and Lindsey to Martin, Adam and Lauren, 7810 N. 147th St., ... Survey: Real estate most generous industry in America The Daily Planet DEAR EDITOR: Tis' the season for giving and, according to the National Association of Realtors' (NAR) Community Aid and Real Estate Report released on ... How a Real-Estate Scuffle Turned into a True Tale of Miami Vice Vanity Fair They're known as the Jills. They're two of America's top realtors, selling the glitziest mansions in Miami. Then a place went missing—and everyday greed ... People to watch in real estate - Austin Business Journal Austin Business Journal This week, we look at two new leaders in residential real estate and a Dallas-backed commercial real estate executive on the prowl for local mixed-use deals. 8 of the Best Real Estate Investment Trusts (REITs) to Buy in 2019 Yahoo! Finance News REITs that may withstand rate hikes. The Federal Reserve has raised the federal funds rate -- the benchmark rate at which banks lend to one another -- three ... The real estate legends who helped build modern-day Houston Houston Chronicle They've been through multiple booms and busts. They've engineered the city's tallest skyscrapers, and developed millions of square feet of offices, apartments, ... Paint Creek real estate deal closing soon Hillsboro Times Gazette The City of Hillsboro and Paint Creek Joint EMS/Fire District are set to close on a real estate deal next week, and the district's board of trustees. Tax Changes For Self-Employed Real Estate Agents And Business Owners Forbes While tax reform has created many advantages for the real estate industry, the haste in passing such broad legislation has brought about just as much confusion. Baker McKenzie Retains Top Position in Euromoney's Real Estate Survey for 10th Consecutive Year Lawfuel Global law firm Baker McKenzie has once again retained its number one position at the top of Euromoney's annual Real Estate survey for its global legal ... Welcome to Real Estate Friday! | theberkshireedge.com Property of the Week –This LEED certified home, offered by Martha Piper of William Pitt Sotheby's International, protects the environment while looking out over ... Placester, tech platform for real estate professionals, slashes staff amid shakeup The Real Deal Magazine Real estate tech platform Placester, which was valued at $200 million last year, has laid off more than 100 employees in a companywide restructuring. Massachusetts real estate transactions: Hampden, Hampshire and Franklin counties, Dec. 9, 2018 MassLive.com Here are deeds registered in Western Massachusetts' Pioneer Valley and published in the Sunday Republican for the week ending Dec. 9, 2018. New initiative aims to empower women leaders in real estate Crain's Detroit Business A new statewide real estate program strives to connect and empower women leaders in an industry often described as male territory. More than 120 women in ... How Realtors Benefit from Real Estate Software G2 Crowd Real estate software facilitates and automates key job functions for real estate professionals. Continue reading to read what specific benefits real estate ... 2019 Real Estate Report: How Does the Multifamily Market Look? Kiplinger's Personal Finance If you're considering investing in a multifamily venture, or if you're already in the market, there are challenges and opportunities to watch for in the coming year. Microsoft AI exec joins real estate tech company Compass to lead engineering efforts GeekWire Tech companies poach talent from each other all the time, but it's not every day that you see a tech giant lose a top executive to a real estate brokerage. Joseph ... Big switch in Seattle homebuying: from most to fewest bidding wars in the country The Seattle Times About 4 in 5 Seattle homebuyers now face no competition when bidding on homes, allowing them to take more time on their decision and negotiate from a ... House Hunting in … Mexico The New York Times In the city of Monterrey, new developments (and prices) are rising to meet greater demand for luxury properties. Real Estate Executive Gets Prison in Development Scheme Spectrum News A real estate executive was sentenced to three years in prison Friday for his role in schemes to bribe a former top aide to New York's governor and to cheat his ... Routt County real estate sales total $16.4M for Nov. 30 to Dec. 6, 2018 Steamboat Pilot & Today STEAMBOAT SPRINGS — Routt County real estate transactions totaled $16421570 across 33 sales for Nov. 30 to Dec. 6. The sales total is up 147 percent ... Top 10 Michigan lakes with the most affordable real estate MLive.com Where to find the most affordable slices of lakefront. German real estate market a hotbed of money laundering, Transparency reports DW (English) About €30 billion of dubiously-sourced money was funneled into German real estate in 2017. Transparency International is calling for a series of reforms to ... How Cannabis Could Become The Next Real Estate Disrupter Forbes Next month, the seven-story Green Street Building will open in Los Angeles, filled with tenants who all have cannabis somewhere in their job description. Chinese Dumped $1 Billion of U.S. Real Estate in Third Quarter, Extending Recent Retreat Wall Street Journal Chinese investors unloaded more than $1 billion in U.S. real estate in the third quarter, extending their recent retreat from hotels, office buildings and other ... Real estate deal saves Wichita's Starlite Drive-In KAKE A Wichita real estate company says the Starlite Drive-In on the city's south side has a new owner, saving the beloved theater that was thought to have closed for ... Worth another listen: Houston real estate history 101 Houston Chronicle Enjoy this Looped In rerun from Nov. 2016 and look for new episodes beginning next week. Property Managers Need to Be Vigilant About Cybersecurity National Real Estate Investor Property managers need to rely on experts to ensure adequate cybersecurity. Dan River Region real estate transfers | Business GoDanRiver.com Check out the latest real estate transfers in Danville and Pittsylvania County. Dubai's Biggest Developer Can't Shake Off Real Estate Woes Bloomberg Emaar Properties PJSC may have the backing of analysts but investors aren't buying it, deterred by the gloomy prospects for Dubai's real estate market. 1 Let's Take A Look At How Well Our Commercial Real Estate Predictions For 2018 Fared Bisnow From the continued expansion of the economy to the booming industrial market, turns out Bisnow's 2018 predictions were spot on! Why Real Estate Builds Wealth More Consistently Than Other Asset Classes Forbes If you lived through the recent real estate and economic recessions, the very headline of this article might cause you some emotional pain. Less than ten years ... HNW Investors Should Pursue Opportunity Zone and Marijuana Real Estate National Real Estate Investor Opportunity Zones, Multifamily, Retail, Industrial and Marijuana-Related Real Estate Are Best Bets for HNW Investors in CRE in 2019. Washington real estate taxes rising again Observer-Reporter Deviating significantly from their initial budget proposal, Washington council members raised taxes on land and buildings to generate an additional $800000 in ... REAL ESTATE PEOPLE Sarasota Herald-Tribune Taylor Morrison, a national homebuilder and developer, won 23 awards at the 2018 Building Industry Association celebration of excellence in sales and ... What's red-hot in Westchester real estate? It's not luxury apartments - The Journal News | LoHud.com What's red-hot in Westchester real estate? It's not luxury apartments The Journal News | LoHud.com Warehouses and flex buildings may not be visually appearing, but they are the hottest in the area's real estate market. Six Ways The Real Estate Industry May Change In The Next Few Years Forbes Developing technologies can be a major boon for the real estate industry. Here are some predictions on what's to come. [Slideshow] Black Real Estate Investor's Labor of Love Restoring Aretha Franklin Home Black Enterprise The renowned home in Detroit previously owned by the late legendary singer Aretha Franklin is getting a major makeover by this black real estate investor. Bridgewater eliminates real estate tax, holds "tea party" for residents WHSV Bridgewater held a 'tea party' for residents on Wednesday, December 5th, in the town office, to celebrate the end of the town's real estate tax. Meet 38 'Safer' Dividend Real Estate WallStars For December Seeking Alpha WallStars all show positive target price upsides. Top 10 net gain safer Real Estate WallStars, GMRE, XHR, WPTIF, GLPI, RC, MNR, GEO, BRT, SIR, IRCP ... Real Estate Corner: 4 real estate trends that Helena will likely experience in 2019 Helena Independent Record This time of year, many of us are anticipating holiday get-togethers and gearing up for winter activities. Some are watching for bargains for holdiay gift giving and ... Real Estate Fresh Finds: Dec. 5 PoPville Real Estate *Fresh* Finds is a weekly selection of newly-listed properties in the District, brought to you by Real Living At Home. Featured Property of the Week: ... How Publix is playing a big role in Birmingham real estate development - Birmingham Business Journal How Publix is playing a big role in Birmingham real estate development Birmingham Business Journal Three commercial real estate developments in three different metro Birmingham locations all share one common factor. Publix Super Market. The Florida-based ... Six Skills Real Estate Investors And Developers Should Focus On Mastering Forbes Developing the right skills and abilities can help make your job a lot more rewarding. Here are some worth considering. Atherton tops most expensive real estate list | News | Mountain View Online | Mountain View Voice For the second year in a row, Atherton topped the list for most expensive residential real estate in the country, according to real estate website PropertyShark. Anatomy of a Real Estate Lawsuit with Andrew M. Lieb Dan's Papers A real lawsuit is all about knowing how to play the game, but this chess match isn't linear and each stage can appear out of order and can even reoccur. Real-Estate Firm Betting Big on Hudson Yards With New Deal Wall Street Journal SL Green Realty Corp. , New York's largest office building owner, is making its biggest investment in the booming Hudson Yards area by acquiring a 91-year-old ... Hot Asheville, Buncombe real estate market could trigger tax increases Asheville Citizen-Times A red-hot Asheville and Buncombe County real estate market triggered tax increases for many in 2017. That may happen again in just three years. Rent for SFPD’s tactical unit soars in hot real estate market San Francisco Examiner In San Francisco's hot real estate market, rent for the Police Department's tactical unit in Potrero Hill is skyrocketing by more than $1 million a year. T. Iran Capital Market Willing to Host Real Estate Deals Financial Tribune Head of the Security and Exchange Organization -the sole supervisory body in Iran's capital market – said the capital market is ready to open new vistas to ... |
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