Use Skype for speed dialing!

While you are making phone calls to Expired prospects, FSBOs, or even to your clients, have you ever thought about how much time is wasted by JUST dialing the telephone?   If you call 50 people per day (which, by the way, is the absolute minimum that most coaches recommend) and it takes about 15 seconds to pick up the hand set, and dial the numbers from your screen, you are spending about 12 minutes a day JUST dialing! It may not seem like much but if you add that up over the course of a month or year you are looking at MANY hours wasted.  Forget about the time wasted, wouldn’t you like to have a system that allowed you to click on a phone number (on your computer) and have it call your party automatically?  The new Skype has this feature!   

Its really quite simple to set up too! All you have to do is download the Skype program (this works on Mac too!) and when ever you go to the LeadSenders web page, it will turn the phone numbers into a clickable link. When you click on the link it will automatically dial the lead.You simply plug in a headset to your desktop or laptop and make calls from anywhere in the world. Their outgoing plans start as low as $2.95/mo and its free if you want to talk to another computer that has a Skype account.

You may be worried about quality given that this is a voice-over-computer program. Years ago, this was a valid concern.   The quality of a Skype telephone conversation was similar to using 2 tin cans attached with a string.  Since they were purchased by eBay, the quality of the conversation often trumps that of good ‘ole Ma Bell…at a considerable savings! We are actually using Skype on all of our systems at the office due to the savings!

This program definitely gets two thumbs up from us! If you have any questions about this and how to integrate it with Leadsenders, feel free to send us an email or call and we will be happy to walk you through it.

Try Skype now, its free to set up an account!

Also, please leave a comment below and let us know how YOU are using it to save time and money!  By the way, the image below is a screen shot taken from an actual LeadSenders page showing you what it looks like when its set up.

Leadsenders account with Skype

This article is brought to you by Scott Friedman, Co-Author of  Now What Do I Say?, a collection of over 425+ objection handlers from top agents.  For more information  you can email info@yourethedifference.com or go to www.YoureTheDifference.com

So, you have an expired seller on the phone and they tell you they’re going to re-list with the same agent. 

Or, they tell you they want you to cut your commission in order for them to list with you. Or, perhaps you’re in their living room and they want to list at a price much higher than you’ve recommended.  Or, they just want to think about it, so they’ll call you on Monday.

Or, a buyer calls up on your sign and says they just want the price.  Or, they want you to work with them and if they find something they like, then they’ll talk to a mortgage person.  Or, worse yet, they have a home to sell but won’t put it on the market until after they find the home they want to buy.

Now what…

Some agents are really good at handling objections like those.  Many are not.  Many are scared to get objections; so much so that they won’t try to generate leads for fear of not knowing what to say.  No one wants to be caught of guard, or feel stupid.

That being said, here are my secrets to objection handling.  And, as you read the first point, you’ll realize why getting an objection is actually a good thing. 

1.  Realize where objections come from

This is the biggest secret and the simplest thing to get.  Objections only come from people who are considering doing business with you.  You should be happy when getting an objection.  If you don’t care about something, are you going to bother talking about it? 

For example, let’s say you’re in a clothing store and you want to a business outfit in blue, black or gray.  Let’s say you told the salesperson you only want to spend up to $200.  So, if the salesperson comes back with an orange outfit for $215 dollars, are you going to ask them to discount it to $199? 

NO!!!  You’re not considering buying that orange eyesore, so what the heck do you care about the price?

Same goes with a buyer or seller - if they have questions and/or objections, they’re interested in using you.  If they’re not interested, they won’t object.  They’ll disappear.

2.  Get some objection handlers

I don’t care how or where you get them, just get them.  Create them on your own.  Find some you like from other agents, coaching companies, websites, etc.  The point is that you need to have standard answers that you can go to anytime something comes up.

Clients aren’t coming up with new objection handlers to fool agents.  Objections are pretty much the same.  And, since one client doesn’t know what you’re saying to another client, it shouldn’t matter to you if you think you say the same thing over and over again.  Listen to a flight attendant…do they make up their in-flight safety speech as they go along, or have they rehearsed it hundreds of times?  For that matter, check out the pilot.  Are you upset when you find out the pilot does the same exact pre-flight checklist for you as he/she did for the 25 other flights he/she’s flown this month?  Heck, no!  You want him/her to do the same things.  He/she’s a professional. 

Well, so are you.  So stop being surprised when you get objections, they’re a part of the selling process.  When a seller says they want you to cut your commission, or only wants to list for 90 days, have your answer ready.

3. Practice, practice, practice

I already alluded to this with my flight attendant analogy.  You must practice objection handlers to the point of memorization.  The phenomenon that occurs once you practice is that you are so confident, and ready to get objections, you rarely ever get them anymore.  That’s the joke.  The more you look forward to them, the less you get them.

As I stated in point number one, you only get objections from people who are considering using you.  However, one of the reasons you get those objections is that they sense you’re not as confident a salesperson as they want/need.  If you walked in and they just thought, “Wow!  That person’s gonna sell my home!” they wouldn’t ever bring up an objection.  That’s because you give off a confident and authoritative quality.  Please don’t confuse that with ego or arrogance.  If you come of as arrogant, they won’t be thinking, “Wow,” they’ll be thinking, “How,” as in, “How can I get this jerk out of my house in less than 15 seconds?”

Make a daily habit of practicing objection handlers.  Schedule it.  Do it with other agents if you can.  It’ll pay off hundreds of times over.

4.  Agree with the client, understand the client’s point of view, don’t fight

Since you now know the reasons you get objections, you can understand the buyer or seller’s point of view when they raise the objection.  That means you can acknowledge and agree with what they say.  99% of the time, you want to agree with them before handling the objection.

The client wants to know they’ve been heard, so when you agree with them and/or repeat what they said, they feel heard.

I’ve seen agents berate, argue, debate and otherwise fight with a client, telling the client how wrong the client is and how right the agent is.

How do you like being told how wrong you are?  How do you being told what to do?  How do you like it when people don’t treat you nicely?

So, why on earth do we think that we can just be that way with a client and things will be just fine?

5.  Don’t take it personally

This piggy backs off the previous point.  For some reason, agents take objections personally.  Nothing could be further from the truth.  If it was personal, the person wouldn’t be working with you anymore.  They’d yell at you, they’d hang up on you, they’d never return your calls.  They wouldn’t object.

“Bob, I just don’t like you.  You’re a jerk, and I’m pretty sure you hit on my wife during your presentation.  So, if you cut your commission, I’ll be okay with all of that.”

Do you really think Bob would be getting that objection?  He’d be lucky if he got out the house without being punched.  

So, just get that people object for many reasons that have nothing to do with you.  Heck, the media is always talking about how a client should ask for this or that, etc.  People are just doing what they think they should.  And keep in mind, again, they’re only objecting because they’re considering using you.

One time, when I was still selling real estate, I sold an expired listing in 10 days for 99% of the asking price, and got them a great house at a great deal to move into.  Literally as he was signing the buying contract for the new home, Mr. Client, pen in hand, looked up and asked if I would now cut my commission.  I looked at him as a parent might look at a child who’s trying to pull one over on the parent and said, “Good question, but AS you’re signing the contract?”  He laughed and said, “I had to ask,” and signed the contract without hesitation.

I had every right to take it personally, too.  I just did what their last agent couldn’t do, and did it 5 months and 20 days faster, and they wanted me to cut my commission???  How dare they???  Really, I just realized he was doing what he thought he had to, and I didn’t take it personally.

6.  Pick your battles, so to speak

If it’s at all possible do NOT handle objections over the phone.  If a seller asks you to cut your commission over the phone, no matter how good you are at handling it, you won’t be listing their house.  They’ll likely not agree to an appointment with you and won’t answer your follow up calls.  Handling objections over the phone gives the power to the person on the phone.  They can simply hang up, and if they don’t like your answer, never take your calls again.

As a rule, only handle objections that help you set an appointment.  If a seller says they’re going to re-list with the same agent, by all means, handle that objection to get them to agree to an appointment with you.  If they say they only want to list for 90 days, that’s not something you deal with until you’re on the appointment.

7. CLOSE!!!

Never, never, never handle an objection if you aren’t going to close for whatever you need to close for, be it appointment or contract.  Spouting off all your newly memorized wonderful handlers won’t do diddly if you don’t end it by asking for the business.  Always close at the end of objection handlers.

Hopefully you can now shift how you feel about getting objections from buyers and sellers, and realize getting objections is a good thing.  Just be ready to handle them and watch how much more business you do!

Scott Friedman
You’re The Difference Sales and Life Coaching
Phone: (609) 601-1296
www.yourethedifference.com

Brokers Helper - A Top Producer Tool!

BrokersHelper.com is Web Based Marketing software for Real Estate Agents. Because the system is all inclusive, Realtors no longer need to be a member of 5 or more services to get what is offered in the BrokersHelper.com bundle. The system integrates all of your marketing with its contact management system.

Finally theres one system that performs your day to day marketing and follow up.  The software doesn’t TELL you what to do and when to do it, IT actually DOES IT FOR YOU!
This product was developed by an agent for agents.  There’s no contracts, no set up fees, and it’s affordable.  For only $49.95 a month agents have access to the following:

• Agent Websites & Domain Names
• Unlimited Property Specific Websites
• Stealth Lead generation sites
• Email Listing Flyers to other Agents
• Unlimited Email Marketing to your database
• Thousands of E-cards to choose from
• Thousands of Postcard Templates & Campaigns
• Letter Templates & Campaigns
• Promotional Items (mousepads, magnetic white boards, notepads, and folders)
• Real Estate Reports & Newsletters
• Web-based Contact Management System
• NO MINIMUM ORDER on ANY product.
• Material is Available in Spanish

This product is a great way to stay organized, automate your follow up, generate leads, advertise your listings, and brand yourself.

Please visit the website and “Take a Tour” or watch a “Video Product Demonstration” for more information. Sign up for a free 15 day trial today.

Say YES to Short Sales!

So, you’re hopping into your car heading back to the office after an open house.  Suddenly your phone rings and the voice on the other end says, “I saw your name on a sign around the corner and thought I would give you a call… I am in desperate need of an agent with your experience to sell my home”. Your eyes quickly widen and a gleeful grin drapes your face. But no sooner than the call begins, you hear those dreaded words… Short Sale!
At that very moment, your grin succumbs to a grimace while you contemplate how to gracefully decline the homeowner’s request. All the while thinking to yourself, “There is no way I am working with a Short Sale!”

Unfortunately, this scenario is becoming increasingly familiar. Home values have plummeted to an all time low, our nation’s unemployment rate is at an all time high, and homeowner’s have been forced to make difficult decisions…

• Should they continue struggling to pay the mortgage each month?,
• Should they let the bank foreclose on the home?,
• Or should they try and get out now to maintain some semblance of a decent credit rating?

These tough economic conditions have not only been hard on the homeowner’s, but they have been equally difficult for the Real Estate Agents involved. Agents that refuse to represent Short Sales may have come to the realization that the “good deals” along with the commission checks they produce are few and far between. But, there is hope!

For the many reasons you may have to avoid working with Short Sales, there are just as many benefits. So, if you are confident enough to venture into troubled waters, here are a few helpful tips to get you on your way!

• Network, Network, Network!
Have you ever heard the saying, “You scratch my back and I’ll scratch yours?”
While you may be hesitant to work with Short Sales due to your lack of exposure, there are thousands of Agents whose business models revolve solely around Short Sales and Bank Owned Properties. Some may even be in your office! So ask around… You may come across a seasoned Agent looking for a partner to share their knowledge of the business with.

• Google Is Not Overrated!
Good research is key to any successful pursuit. Go online and hit those search engines! There are many sites and discussion forums out there dedicated to this very topic. The more you learn about the Short Sale and REO processes, the more comfortable you will become with the idea of working with them.

• Short Sales Spell Eager Seller!
Wow, a tongue twister!! Can you say this 5 times fast?… It seems like a distant memory now, but just a few short years ago, it was primarily a sellers market. Equity was on their side and they had all the power! First they want to sell, then they decide to take the home off the market. You excitedly present them a fair offer, then they squawk over your commission. But, those times have passed. Look at a Short Sale Listing and you are sure to find a homeowner who is determined to sell, is ready to have you take the lead, and is willing to do their part to ensure that the home gets top dollar.

• Who Couldn’t Use More Cash?
In this market, more homeowner’s are upside down on their loans than not. When an Agent says NO to a Short Sale or REO, they are really saying NO to making more money! In order to weather this storm and keep your cash rolling in, it is essential that you realize the importance of adapting and adjusting your business model accordingly. This will ensure that you are able to stay afloat financially until the waters subside.

• Patience Is A Virtue!
Many of you may be hesitant to pursue Short Sales due to the seemingly endless red tape, the resistance from the lenders, or the lengthy process involved. While these deals tend to take much more effort and time to close than your average listing, the end result is still the same… A CHECK IN YOUR POCKET! So, take a chance and look beyond the distance of the journey… Forge ahead and before you know it, you’ll see the light at the end of the tunnel.

• Never Stop Prospecting!
As you know, LeadSenders provides an excellent source for Expired Listings including Short Sales and REO’s. This streamlined report is equipped with contact information, market history, and all the details you need to get the homeowner under contract! When your phone stops ringing, you need to have a rigorous marketing plan in place to keep a steady stream of leads flowing in. LeadSenders does this time consuming research for you, so take advantage of it and make sure you get your prospecting done on a daily basis.

Tiger Woods and Coach

I’m sure many of you have been approached by numerous coaches over the years offering promises to DOUBLE your income or make you a more EFFECTIVE agent.   More often than not, you have shrugged them off thinking, “Why do I need a coach?!”.   Well, guess what, if you hire the right coach it could mean the difference between being JUST an agent and being the TOP agent in your office. 

Consider this…regardless if you are a sports fan, every great team is lead by an outstanding coach.  When a team fails to make it to the playoffs year-after-year, the first change is getting a new coach.  Why, you ask?  Simple, they inspire their players to work to their abilities!

While we are not recommending one coach in particular, if you want to supercharge your real estate career, we do recommend that you interview different coaches and hire one today!   Since their job is to keep you focused and on track, you should immediately see some changes in your performance.

For the nay sayers who, especially in this market, are thinking they can’t afford a coach I pose this question, “Can you afford NOT to hire a good coach?”.

Do you have any listings that are not selling in this market? Do you realize there are a LOT of international investors looking for homes to purchase? Your MLS only provides regional access to your listing so how can you tap into this huge market?

I was just referred to a site by an agent selling a quite a few of his homes to foriegn investors called IntListings.com

Their claim to fame is getting home owners (or in your case, agents) access to international offers. Their quoted price of $299 will allow you to post your listing and get seen by numerous countries. With what is happening with the local economy these days, getting the attention of non-local home buyers should make you look like a hero in your clients eyes.

Consider taking one of your listings that you just cant seem to sell within the local market and post it to the site…it may just be the exposure you need to get the house sold!

Second to getting their property sold, a client is most concerned about communication before, during and after you take their listing.  When they call your phone number you need to make them feel secure with your professionalism and we ‘ve discovered a great tool to accomplish this…and its very inexpensive!   What we are referring to is Ring Central.  Not only do they give you an opportunity to search for your own vanity number (ie. 800-Top-Agnt), they also provide an easily customizable phone tree that you can use to route calls.  They also offer music on hold (or even a recorded message to promote your services) while the system is trying different numbers to find you.  Also, if you are a techy agent and you have an iPhone thre is also an application that will allow you to call out with your new number from your cell phone and your clients will see the 800 number on their caller id…how is that for professional?

As of this post, RingCentral has announced a 30 Free Trial and even if you already have an existing phone system in place, we encourage you to try them out.  You may even find that it could save you money over your existing system.

We would like to hear from you now…after you try the service (click here) please leave some feedback so others can benefit from your findings!

While we review these products, we would encourge you to do the same and leave feedback on our articles.   Don’t be shy about your reviews, after all we all need to succeed to have a balanced real estate market.