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“Who Do You Know..” real estate script September 29, 2007

Posted by Darin Persinger in Coaching, Creative, Marketing, Real Estate, Sales, Scripts.
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 Not the right property for a buyer?

Have you ever shown a property and it doesn’t work for that buyer?

Do you want to have even more buyer’s to work with?

Want to get an easy referral from someone that you are working with?

After showing a property and it’s clear that the property is not going to work for this buyer, ask them this question,

“Who do you know that would like this property?”

Just because it doesn’t fit their taste and style doesn’t mean that they don’t know someone who would like the property. Many times people that are looking at homes, know someone else that is looking at homes also or at least starting to think about it.

Try it. What do you have to lose?

Ikea has it figured out September 27, 2007

Posted by Darin Persinger in Business Planning, Coaching, Education, idea, Info, Marketing, Real Estate, Sales, Uncategorized.
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“You can do so much in 10 minutes time. Ten minutes, once gone, are gone for good. Divide your life into 10-minute units and sacrifice as few of them as possible in meaningless activity.”
— Ingvar Kamprad, Founder of the furniture brand IKEA

Sit At Floor Duty…Sit At Open Houses…Sit. Sit. Sit. September 20, 2007

Posted by Darin Persinger in Business Planning, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales, WTF?!?.
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In real estate sales, sitting any where is death sentence.

I read somewhere on Active Rain that an agent was suggesting to new agents to give people a break.

  • Don’t Direct Mail
  • Don’t Phone Call
  • Don’t Door Knock
  • Don’t anything

Their suggestion was to work your sphere of influence, sit at open houses, sit on floor duty and lots of other sits. I agree with working your sphere, but if you don’t take action on developing new contacts, you will fail. Let me repeat that.

You. Will. Fail.

I don’t have a link to this article, it made me sick. I’m sure the agent believed what they are saying. But see, I want you to succeed. Not to fail. I don’t know what the motivation was for this agent to write that blog full of sits.

Do you have a plan to develop new contacts?

Do you have a plan to be a Master of real estate contracts?

Do you have a plan to know your housing inventory?

Do you have a plan to provide value to your sphere?

Do you have a plan to earn referrals?

Develop plans and systems, but don’t sit. Don’t wait for business to find you. This is not retail. This is real estate sales. If you want to sit around and wait, go work at GAP.

Related Posts:

11 Things New Agents Do Wrong

Sense of Urgency

Making People Feel Important

Referral and Repeat Marketing

What can systems do for you?

Discussing the Real Estate market on WIBA September 12, 2007

Posted by Darin Persinger in Business Models, Event, Info, Real Estate.
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I posted this on The Gardyn but wanted to give a shout here also,

I recieved this email in my inbox this morning,

Darin –

My name is Rick Berg and I got your name from a reporter at The Capital
Times (Mike Ivey) who is doing a story today on the sluggish Dane County
real estate market.

I’m filling in for Mitch Henck (WIBA, 1310 AM) on Wednesday morning and
wanted to spend an hour or so talking about what is going on in Dane County
with the real estate market and with local mortgage lenders.

Would you be willing and interested in joining me on the radio to talk about
what is going on and what the trends could mean for Dane County homeowners
and those looking to buy homes in Dane County?

I of course jumped at the invite. It sounds like a lot of fun. Through more emails, I found out that Rick is trying to also book UW-Madison economists and business school professors. Also, I understand that Mike Ivey from the The Capital Times might be there after writing this article today, On housing slump, the worst is yet to come.

Tune in and listen at 1310 am or online at www.wiba.com  from 10:00 – 11:00 am

Communication vs. Connection September 10, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Creative, idea, Real Estate, Sales, Scripts.
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Are you just communicating?     

Or are you really connecting?


Before we go too far into this blog let me give you two options.

1. Go out and buy Jeffrey Gitomer’s book “Little Black Book of Connections” then you don’t have to read this blog. OR
2. Read this blog and go out and buy Jeffery Gitomer’s book “Little Black Book of Connections”

Have you ever seen this? Two people in a car together and both are on a cell phone. How about two people walking in a mall together and both are having a conversation just not with each other? Both are on cell phones.
Technology is making it easier and easier to communicate but harder and harder to connect.

Our business is about connecting. Sellers will list with the agent they connect with. Buyers will write an offer with an agent they connect with. If you are truly connected to your clients they will refer people they are connected to.

We spend a lot of time and money communicating at our customers and clients. Emails, phone calls, voice mails, letters, postcards, newspaper ads, web-sites, magazines, brochures, fliers, etc. etc.

How much time and money do we spend connecting with them?When was the last time you connected with someone in your sphere? Maybe it’s time to REconnect!

When was the last time you connected with someone at an open house? At a networking event? Maybe it’s time to start connecting!

“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you” -Dale Carnegie

So how well are you connecting? How can you tell? Easy! Ask yourself these 4 (plus 1) quick, simple and easy questions to yourself.

1. When was the last time I got a referral?
2. How many referrals have I received in the last 6 months?
3. How many referrals have I received in the last 12 months?
4. How many new names do I add to my database each week?  AND  (plus 1)
5. When was the last time I did something of value, gave something of value or helped the people in my database?

I have asked you a bunch of questions and you probably want to ask me,
“Yeah but Darin, how do I connect?

Great question!
There are a few methods that Jeffrey Gitomer offers up in his book listed above and there are a few methods we will touch on right now.

“The questions that you ask, the ideas you bring to the table, and your communication skills, combined with your passion, belief, and attitude, are the fundamentals of what it takes to connect.” – Jeffrey Gitomer

First, ask questions. Lots of questions. Questions about them. Questions about their ideas and opinions. People want to talk about themselves. People want to share. Asking questions gives them permission and the opportunity to do that. Ask away.

Below is a simple, easy to remember acronym on things that you can ask about:


So does asking questions get you connected? NOPE! It gets you answers though.
What you do with those answers is how you connect.Think of it like this:

You are an airplane trying to land (connect)
The person you are talking with is air traffic control in the tower

You are circling around the runway, asking questions, trying to connect

You keep circling the runway, you keep asking, you do FORD, as soon as you find something in common-
what ever it might be (you both have daughters, you both have dogs, you both vacation in the same place, you both are fans of the same football team, you both like the same kind of food, you both golf, anything.) Once you find that thing in common the questions stop and you share with them about yourself this thing you have in common. This starts to lead to a safe happy landing connection.

Airplane and tower are together. Connection. Success!!!

So what are you waiting for? Go CONNECT!

Questions Real Estate Agents Should Ask Themselves September 9, 2007

Posted by Darin Persinger in Business Planning, Coaching, Event, Marketing, Real Estate, Sales.
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Doing an open house this weekend?

What did you do to promote it?

Did you invite the neighbors? Good chance they are the only one’s going to show.

How many people did you contact and tell about your event? Yes, event. If you are not making an event, treating it like an event, don’t do it.

How many directional signs did you put up?

How early did you put out the signs? I hope not the day of.

How are you going to spend your time at the open house when no one is touring your property?

Are you wasting time at your open house?

It’s Not A Real Estate Listing Presentation, It’s A Real Estate Listing Conversation September 4, 2007

Posted by Darin Persinger in Coaching, Real Estate, Sales, Scripts.

A listing presentation is not about how great you are.

It’s not about how many homes you have sold.

It’s not about how fantastic of a job you do.

You should never say things like, “Mr. and Mrs. Seller, my marketing plan is fantastic. We are going to create a never before seen marketing plan for you. It’s gonna be huge.”

Who cares? You care. You’re the only one. The seller has stopped listening to you.

A home seller has questions, concerns and suggestions for you. Listen.

Shut up and listen.

Have a conversation. Give and take.

You might lose some listings to the blow hard listing agent that brags about himself and sells himself, but provides no real value. It might happen. But he is not going to get repeat and referral business and the people that you are conversing with, instead of presenting to, will be telling all their friends, family and neighbors about the great Realtor they know.

When this starts to happen, keep your ego in check and don’t let it get to your head.

Related Posts:

Making People Feel Important

Building Your Real Estate Sales Business

11 Things New Real Estate Agents Do Wrong