Real Estate CE 3 Hrs. General

Are your clients asking you questions and you wish you had the answer? Do you want the perfect answer to the most common questions that agents get asked? Did you know your responses determine just how successful you will be?

Stop fearing client objections and start embracing them. Your only struggle has been the lack of information and scripts to deal with the most common client objections. We have them and we want to share them with you! These responses are tools you will use every day to increase your business, your bottom line and your client’s satisfaction.

Overcoming The Most Common Client Objections

Sponsored By:  Landmark Title

Held At: 7090 N. Oracle Rd., #152, Tucson, Arizona

9:00 AM to 12:00 PM –  Tuesday,  February 2, 2010

Creating a relationship and trying to uncover the true motives, fears and goals of our clients depends on how good we are at digging deep. The less we talk and the more we listen the more we will learn about how to really serve their needs and exceed their expectations. From our experience and the input of dozens of agents these are all questions that will help you dig deep with your seller. Consider using some of these questions in your next listing presentation.

1. Tell me about your past experiences with real estate agents.

2. What did you like most about what your last agent did? What did you like the least?

3. What do you like most about your home? Why?

4. How will we know if we have priced your home correctly?

5. Do you have a proper network to sell the home yourself, such as an attorney, a home inspector, a termite inspector and an escrow officer?

6.. If you are considering selling your home yourself, have you considered security issues about people being in your home?

7. What’s important to you is important to me. Tell me what you want this transaction to look like?

8. Tell me about the reasons behind you deciding to sell?

9. How long have you been considering the sale of your home?

10. Tell me about the conversations you have had with each other or family members about selling your home?

11. Have you worked with a real estate agent before? Why aren’t you using them this time?

12. What one thing could I do today to make my representation of you perfect?

13. Have you interviewed other agents? Tell me about how you felt about them?

14. What do you think the biggest challenge will be in getting your home sold?

15. How long are you willing to wait to find the right buyer?

16. Are there other family members who will be helping or assisting you with the decisions that we have to make as we work together?

17. What types of marketing do you think would work best with your home? Why?

18. Have you searched the internet and looked for other homes for sale? Which sites did you visit?

19. If you could have this transaction and relationship be any way you wanted, what would you like?

20. Have you visited other homes for sale in your neighborhood? Tell me what you learned by doing that?

21. Do you have a sales price in mind for your home? What factors did you consider in arriving at that price?

22. What are you most afraid or apprehensive about regarding the sale of your home?

23. What one thing is most important to you in the sale of your home?

24. If you had the opportunity to tell a buyer just one thing about your home, what would that be?

25. How often would you like to receive communication and status reports from me? In what medium would you like to receive those?

26. When you contact me, what do you consider to be an acceptable response time?

27. How would you like to communicate?

28. Do you have an amount of money in mind that you would like to walk away from this transaction with? Why is that number important to you? What would you do with those funds?

29. If I can meet all of the objectives and goals you have are you willing to hire me tonight?

30. Do you know yet where you will be relocating to? Would you like some assistance in finding an individual there to help you?

31. Do you know that I also help my clients as buyers while we are in the process of selling their home?

32. At the end of this transaction what are you looking forward to the most after the sale of this home?

33. Have you ever tried to sell a home yourself? Tell me about that experience.

We want to help you be a collaborator. There is more power in all of us working together than there is any of us working separately. Would you please share with us one great question that you would ask any seller? You can add it as a comment to this post. We look forward to your contribution.

The “Should I rent or buy” dilemna is usually in the forefront of a home buyers mind.  And there is nothing like having the facts in black and white that will help you make that decision, especially if the decision is strictly a monetary one.

One of the best Rent vs. Buy Calculators is hosted on the Trulia website.  Seeing as how about 5 million folks visit Trulia each month, this calculator probably gets used quite a bit.

We recommend that you play around with it and see the reality of renting vs. owning.  Here is the calculator.  Have at it!

Gail Getzwiller is a Tucson Real Estate Professional with Tierra Antigua.

As a student in Course Creators WebBiz class, we gave Gail this opportunity to write a guest blog live during class.

Thinking of redecorating, and don’t know where to start?  Colors, Native American Motif, New accents, total make over?

You can visit Nizhoni Ranch Gallery to get some ideas for Southwestern Interior Design.

Kitchen or Living Room?  If you are starting your project what room would you make over first and why?

Gail Getzwiller is a Tucson Real Estate Professional with Tierra Antigua.

As a student in Course Creators WebBiz class, we gave Gail this opportunity to write a guest blog live during class.

Do you know how to get paid to put solar on your home?

1. Utility Rebates! – up to 60% of your system cost. Live in Tucson – more info on TEP
2. Stimulus Funds ?
3. 30% Fed. Tax Refund!

I am based out of the East Side office of Tierra Antigua.  East Side office is located on 7423 Tanque Verde Road or email at gailgetz@gmail.com

For Directions click here

Course Creators wants to know what is your sentence. Will you share with Course Creators the sentence you created after reading  Dan Pink’s book, “Drive?”

One of the hallmarks that I have come to appreciate most about Dan’s writing is that every book might as well be subtitled, “Everything You Thought You Knew About This Topic is Wrong.” Drive is the surprising truth and what motivates us. Dan will challenge everything you thought you knew about motivating your clients, your employees and yourself. There are so many authors and writers who believe that the changes which are occurring in the business world are all due to economic conditions and or technology. Dan instead digs much deeper to  unveil the fundamental shifts that we are experiencing in society. The first chapter is entitled, The Rise and Fall of Motivation 2.0. and sets the stage for a recurrent theme throughout the book and that is that business must begin doing what science already knows.

We lack the business models and theoretical constructs to understand a lot of the changes that are occurring, but Dan will provide you with the foundation  for a whole new mindset regarding the way we try to motivate others. You’ll find out why….

Author Dan Pink Even Surprises Himself!

• Offering something for FREE actually increases its value
• Paying volunteers will destroy a project
• People really engage in activities and what sustains their interest
• Managers and supervisors must recraft their roles or perish

The most unusual part of Dan’s book are the last 100 pages which offer a practical Toolkit to reinvent your company, office or group. It is chock full of ideas, references and improvement strategies which will provide you with the tools you need to really “Drive”. We think that without Dan Pink’s insight you and your business will be missing a key piece for the future of success.

The book is available at Amazon.Com or you can visit Dan’s website.

You can listen to Dan at the TED Conference sharing his Drive insights.

Dan Pink is the author of A Whole New Mind, a long running New York Times bestseller that has been translated into 20 languages. He is a regular contributor to the Harvard Business Review and Wired and lectures across the country. Dan invites you to email him at dhp@danpink.com

Real Estate CE 6 Hrs. In Total: 3 Hrs. Contract Law and 3 Hrs. General

Effective negotiating occurs when you understand the bottom line benefits to the parties involved in the negotiation. This full day practical application workshop will help you increase your negotiation skills. We will share tips and techniques used by top negotiators and you will get practical experience engaging in real world negotiation scenarios. You never knew learning new skills could be this much fun.

Sponsored By: Fidelity National Title

Held At: 6860 N. Oracle Rd., Tucson, Arizona

9:00 PM to 4:00 PM – Thursday, January 28, 2010

Real Estate CE 3 Hrs. Fair Housing

No theory. No preaching. No 1960’s Fair Housing discussions. This class is straight talk about what you need to know about diversity in your neighborhood in order to be successful. Since all real estate is local wouldn’t you really like to know what diversity means in your ‘hood and how it is affecting the day to day practice of your profession. This is the real world Fair Housing class you have been waiting for.

Sponsored By: Landmark Title

Held At: The Conference Room at Rita Ranch, 10222 E. Rita Rd., #170, Tucson, Arizona

1:00 PM to 4:00 PM – Wednesday, January 27, 2010

Real Estate CE 3 Hrs. Contract Law

Know how to successfully handle the most challenging contractual issues that are encountered in short sale and REO transactions. We will be discussing and sharing specific addenda and contract language that will help you protect your clients and remove the doubt, fear and uncertainty that distressed sales create. Find out what the agents and brokers who have closed REO and short sale transactions had to learn the hard way.

Sponsored By: Title Security Agency and Mylan’s Detail

Held At: Country Inn Suites, 7411 N. Oracle Road, Tucson, Arizona

9:00 AM to 12:00 Noon – Monday, January 25, 2010

Real Estate CE 3 Hrs. Fair Housing

No theory. No preaching. No 1960’s Fair Housing discussions. This class is straight talk about what you need to know about diversity in your neighborhood in order to be successful. Since all real estate is local wouldn’t you really like to know what diversity means in your ‘hood and how it is affecting the day to day practice of your profession. This is the real world Fair Housing class you have been waiting for.

Sponsored By:  Metro Title

Held At:  2502 E. River Rd., Tucson, Arizona

1:00 PM to 4:00 PM – Friday, January 22, 2010