Archive for April, 2008
« Previous EntriesHow to make the most impact in your selling area continue…
Thursday, April 10th, 2008Step 9
Devise a series of interesting pamphlets or items for door-to- door distribution. For example, emergency telephone numbers in your area, cookery recipes, household hints such as stain removal, poison antidotes, calendars, record of monthly property transfers, a newsletter of current price trends or interesting local property development plans, etc. Send one of these to […]
How to make the most impact in your selling area
Thursday, April 10th, 2008Every Estate Agent would like to be in control of sales, buyers and sellers in their own area. A good agent who has been in an area for several years is usually pretty much in charge of what is happening and because they are well-known, sellers and buyers are referred to them.
An agent who is […]
Estate Agent place in the community continue…
Thursday, April 10th, 2008Gathering data, however, is only one side of the coin. To be a successful estate agent you must also make yourself personally known to the homeowners who live in your territory. This is best done by what South African politicians call huisbesoek—the home visit. Set yourself a realistic daily target for visiting a predetermined number […]
Estate Agent place in the community
Thursday, April 10th, 2008A professional estate agent is a valued member of any modern South African community and is as important to its general wellbeing as the local doctor, dentist, veterinary surgeon, accountant or bank manager. An estate agent’s domain is, after all, the provision of shelter which, together with food, are two of life’s most basic necessities.
Because […]
Canvassing versus self-promotion continue…
Thursday, April 10th, 2008A few tips:
Change your technique from asking people for their business to offering them your services. This will make it easier to approach strangers because offering is more comfortable than asking. Try this:
“Good day! My name is …. I am an Estate Agent. Do you need my help in any way?” Then leave something tangible […]
Canvassing versus self-promotion
Thursday, April 10th, 2008“Go out and canvass” is probably the most dreaded instruction in the life of Estate Agents. They know it should be done, they profess to do it, and yet most will go to great lengths to avoid it. To canvass and knock on doors brings to mind great personal sacrifice, rejection, dust, walking the streets, […]
Cellular Phones and the Estate Agent continue…
Tuesday, April 8th, 2008Types of phones available
There are three kinds of phones, ranging from “pocket-sized handhelds” to larger “transportables” and “car phones“. A large range of handset models is currently available. The smaller phones are less powerful and are intended for use in cities where the cells are smaller. Once the user moves into a bigger cell […]
Cellular Phones and the Estate Agent
Tuesday, April 8th, 2008Cellular phones have arrived and are set to do for communication what television did for broadcasting. They provide access to a person rather than a place, which enables estate agents to receive messages and respond to calls immediately. Cellular phones allow them to move around freely yet remain accessible at one telephone number. Slim cellular […]
The Benefit of a CRS Designation continue…
Monday, April 7th, 2008Having been through the course, the major benefits gained by an agent have been summarized as the ability to:
Have gained insight into factors that affect human motivations and behaviour to better relate to sellers and buyers.
Fully grasp the importance of sole selling mandates for a successful real estate career.
Understand the mechanics of organizing and managing […]
The Benefit of a CRS Designation
Monday, April 7th, 2008Of the courses offered to residential sales agents the CRS (SA) is far and away the most prized and sought after. It is the Crown Jewel of the Institute of Estate Agents Educational Programme. Presented annually since 1985 by American instructors it has retained its exciting format and delivered results exceeding all expectations. The course […]
The Silent Salesman continue…
Sunday, April 6th, 2008Where “Pointer Boards” are being used on showdays agents should note the following:
Boards are only allowed to remain in position for a limited period. Usually one day before showday and only up to midday after showday;
Pointer boards may not display any more than the Company name and logo, a direction indicator such as an arrow, […]
The Silent Salesman
Sunday, April 6th, 2008The good, the bad and the ugly stand in silent testimony to their creators and proclaim to passers-by the reason for their very existence. Simultaneously they also project the image of those whose name they bear. If this was a conundrum it is fair to say that few would guess that the answer would be […]
The Use of Public Relations to Build Your Business
Sunday, April 6th, 2008It is claimed that the public are far more likely to believe editorial published in a credible newspaper or magazine than in paid advertisements in the same medium. A well planned Public Relations (PR)programme can be much cheaper and many times more effective than advertising.
The best way to develop a successful public image is by […]
The Future is Networks continue…
Saturday, April 5th, 2008Disadvantages for the participating firm
Usually no single national identity because of the incorporation of each participant’s name.
Sharing of trading areas.
Less tangible benefits than with a franchise, such as training, systems and manuals.
Lower level of commitment.
3. Multiple listing systems
Multi-listing is probably the best example of networking between agents. It is really a formal method of […]
The Future is Networks
Saturday, April 5th, 2008As globalisation becomes the buzz word of the 90’s, and technology continues to bring an increasing amount of information to our doorstep, so the importance of co-operation, participation in and linking into the multi-media superhighway increases.
One of the avenues through which real estate has found comfort in the ever-changing environment, is with the creation of […]
The Art of Selling Real Estate continue…
Saturday, April 5th, 2008The role the Estate Agent plays
The agent services the buyers‘ and sellers‘ requirements, follows up, follows through and keeps everyone informed.
Like the proverbial oil on troubled waters, keeps buyer and seller emotions at manageable levels. In the sale of homes, sellers can get very emotional, particularly if they have been in occupation for many […]
The Art of Selling Real Estate
Saturday, April 5th, 2008To come to a logical conclusion as to whether or not selling is a science or truly an art, we should examine four areas related to the selling of property.
There are no absolutes. That is to say a given problem will not always result in the same solution being applied to resolve the problem.
Circumstances differ. […]
Negotiating Skills Part 4
Thursday, April 3rd, 2008Telling stories
Relating a story about a past experience that is relevant to current negotiations may help, particularly if the story involves similar circumstances and provides the answer to an objection raised by either the buyer or the seller. Example:
“I once sold a vacant residential stand, that was covered in rocks, to a young married couple. […]
Negotiating Skills Part 3
Wednesday, April 2nd, 2008Technique
Successful negotiators will always try to get a positive reaction from people even when the odds appear to be heavily stacked against them. It’s often the way things are said that turns the tables.
Take a hypothetical case: Where you had forgotten to make a reservation on a train and offered the conductor R100 if […]
Negotiating Skills Part 2
Wednesday, April 2nd, 2008The buyer
One of the buyer’s major aspirations is to buy a “dream house” at the lowest possible price. Always remember that a bargain is best defined as an agreement between two parties where both believe they have got the better of the deal. Although it is your job as a negotiator to achieve this situation, […]
