Primer For Real Estate Agents: Optimize Presentation Results: 5-Step Approach

Since there are so many licensed real estate professionals, in most regions and locales, doesn’t it make sense, to hone your skills and abilities, and, be able to positively, differentiate yourself, from the rest of the pack? Obviously, real estate agents must focus on their personal skills and abilities, especially when it comes to presenting their ideas, and articulating a quality, effective, listing presentation. Real estate agents should learn from what, are, time – proven, presentation and sales techniques, and presenting more effectively, by being ready, willing and able to answer objections, and address concerns, which motivate and inspire, potential clients, to choose them. Therefore, this article will attempt to briefly examine, consider, and review, an effective, tried- and – proven, 5 – step approach.

1. Listen; learn; ZTL: Quite often, agents begin explaining how great they are, and what they’ll do, before taking the time, or making the effort, to effectively listen, in order to learn, what the perceptions, goals, priorities, etc, of the homeowner are! This step must be performed slowly, and carefully, because, it often impacts, the eventual final results. Only if/ when one, has the discipline to listen fully, and avoid the temptation to interrupt, thus exhibiting the ZTL, or zip – the – lip, and makes the potential client comfortable, does the presentation, get off, on the right – foot!

2. Empathize: Once the first step is effectively followed and performed, and you clearly put yourself in their place, with exhibiting genuine empathy, you begin to make the necessary connection, for the better! Using a simple phrase, such as, I can perfectly understand how you feel. I would feel that way, and so do most others, until they realize a few things, begins the process of making a quality, inspiring presentation.

3. Address concerns; answer objections: When an agent is empathetic, he realizes, every concern and/ or objection, is important to the potential client! Never minimize or assume, anything is obvious, merely because it may be, to you, but take the time, to address every concern, and answer every objection, thoroughly, and to their satisfaction. Pay attention to their body language, and wait, to proceed, until, it appears, they are receptive to your response!

4. Create/ recreate need: Once the first 3 steps have been performed effectively, it’s important to regain, and refocus the discuss, in a way, where you become more capable and ready, to proceed, to convince the other party, you are the one, for them! Therefore, use a phrase, such as, In light of our discussion, and your desire to (then recap what they indicated).

5. Close, and ZTL, again: Nothing occurs, until/ unless you close. While this is the last step, it depends on the how the previous ones, were performed and/ or addressed! A simple line, such as, Doesn’t it make sense, to do the paperwork, so we can achieve your objectives, together? Doesn’t it? Then zip – the – lip, once again, because, the one who speaks first, loses control of the discussion and focus.

While this isn’t complicated, it’s often challenging to maintain the discipline, to proceed, as effectively, as possible. Will you prepare, train, and be ready, to do so?

How To Protect Yourself Against Info-Product Launches

Even for those of us who have been dabbling in the Internet marketing arena for a decade or more, all these latest frenzied “Info-Product Launches” are downright scary. In recent months it is not only the product launches themselves that have become a little frightening, but also the rate at which these product launches keep bombarding all of us in the marketing world. It has become so relentless you feel like you’re an extra, ducking for cover in some war movie; Saving Private Ryan comes quickly to mind.

Once upon a time, not too long ago, you might get hit with one or two really major launches in a year. Now it seems like we are getting two or three a week. Those actively looking for good, solid marketing information will be totally drenched in the latest “How To” ebooks, videos and courses. Plus, throw in all those debuting membership sites, seminars, and private coaching sessions and even seasoned marketers are in serious danger of getting “Info Product Launch Burn-out.”

For the beginning wannabe online marketer it is a virtual mind field. One misstep and you can wake up, scratching your head: did I actually pay that much for a marketing product I can barely understand, let alone put into practice. Don’t get fooled by all the promises of instant wealth or quick riches. If getting rich was as easy as 123… we would all be sporting Donald Trump hairdos.

To make matters worst, all the latest marketing trends seem to be promoting the laziest ways possible to make a quick killing on the Internet. With this simple marketing tactic or that SEO trick, even the dimmest light bulb on the planet can have roaring online success without even breaking into a sweat or using up any of those precious brain cells. Heaven forbid.

The marketing hype has become so palpable and obnoxious it’s like a rich relative who won’t shut up about how much he’s earning while sitting in his pj’s and playing with his PDA.

“How I made 1 million in 52 minutes.” “How I made 100 grand with only a list of 45 subscribers…”

Who is to blame for all this “Info Product Feeding Frenzy”? Well we won’t mention names but these marketers are not shy about what they’re doing. Just the opposite, they brag and boast about how they can manipulate, control and whip prospective customers into such a buying frenzy just to see who can sell the largest amount of product in the shortest amount of time.

Some savvy and ruthless online marketers have turned this whole launch process into an art form, offering flashy videos with real valuable content in order to hook potential customers and capture their email contact information. The info-product launch flows out like a well-rehearsed opera:

  • Giving the specific date and countdown clock showing when the product goes live.
  • Incorporating a blog to keep everyone, including the search engines, informed.
  • Strictly limiting the product or buying time to increase demand.
  • Even manipulating you to buy the product before someone else beats you to it.
  • Having top-name JV partners whipping their devoted followers/subscribers with extra bonus offers.
  • Even enticing said affiliate partners with top prizes from ipods to sports cars.
  • Everything is in marketing sync for the big day.

Some of the top marketing pros and experts are now even offering courses on how to do exactly that: courses showing HOW you can warm up and psychologically cultivate a whole list of prospective buyers by giving away very valuable information in videos, reports and online calls… all to make that final sale.

There is nothing wrong with making a sale. There is nothing wrong with making a hundred sales, but there is something intrinsically wrong when you know in your heart of heart what you’re selling will never be used by half the people who are buying it.

How many of those sales are from naive or desperate buyers looking for a ‘quick fix’ or ‘easy ride’ to the good life? How many even if they have the money to buy your product will never have the will power and fortitude to carry out the marketing game plan in your product?

How many people are being fooled by all this marketing hype and rhetoric… how many will actually benefit from buying your product? Makes one wonder if that old saying is really true that in any gold rush, it is the people selling to the miners who make the most money.

All of these marketing products should not only come with an income disclaimer, which all the marketers prudently include, if only by some magical power we could see displayed on each product in big bold letters the tell-tell statistic: “How many buyers will actually read/view/use and ultimately benefit from the marketing info-product they have just purchased?”

That would be one statistic worth discovering. Of course, there’s no way of knowing, but one could argue this number is quite large. Otherwise, if you believe all the claims on these products, half the world would be Internet marketers and rolling in dough.

Online marketing is not easy. It can’t be done overnight. There is a learning curve and you must pay your dues. Be extra weary of any short cuts and anyone offering them. Magic formulas do exist and while buying the latest marketing product and information can definitely make the journey easier; always remember, no product can make that journey for you. No product or system can automatically make you rich. Don’t be fooled by flashy headlines, smart videos and the latest next big thing.

Nor can anyone say these info-products don’t have real value or merit. They do! They are of tremendous value to those who can benefit from them. If you’re marketing on the web and your sites/marketing are earning you $200-$300 a day or an hour — even just a small tidbit of information or advice can dramatically increase your income. Over time the amount paid for any info-product will be returned to you a hundred-fold. Sometimes it has nothing to do with the info-product itself; a marketer might mention a piece of software or program he/she uses in their work that when applied to your own can make a big difference in how much you earn. Been there, done that.

For everything is relative; even the large amounts charged for some of these seminars, coaching sessions or info-products can be justified if the buyer gets his money’s worth and then some. It all depends on the position/angle you’re coming from and how much the information impacts your online business, which will really determine if one benefits from a particular info-product or not.

So the next time you’re bombarded by the latest info-product by some of the world’s best online marketers… STOP, take a deep breath and step back from all the marketing hype and manipulation. Then honestly ask yourself: How can I use this information? Will I use this information? Perhaps, most importantly, can I really afford this product at this time or can it wait?

If you decide to buy, protect yourself by thoroughly checking out the marketer’s reputation beforehand. A money-back guarantee is only as good as the marketer’s word. If there is a payment option — take this route because you will lose less money if refunds are not honored.

Above all, if you’re buying the product because you believe it will solve all your problems and will virtually give you the path to the easy life, just remember this… you have to do some work. You have to put in some sweat equity. You have to do your own homework; no one else can do it for you. It doesn’t work that way. Sure some smart, successful marketer can sell you the answers, but you still have to write the test yourself.

Like most things in life, there are shortcuts; but you have to take them yourself in order to get to where you want to go. Online marketing is no different.

Understanding the Spanish Present Subjunctive

The subjunctive in Spanish can be described as a “mood”. It is often hard for the student of Spanish to know when to use it. This article deals with the present tense, although there is commonality as to when the subjunctive is used in all its tenses.

Firstly, to explain what I mean about commonality, the subjunctive is used with certain types of verbs, of which there are seven categories:

1. Verbs that express a wish (for example, deseo que, quiero que)

2. Verbs that express doubt or uncertainty (for example, dudo que)

3. Verbs that express possibility or probability (for example, es possible que)

4. Verbs that negate facts (for example, no creo que)

5. Verbs that express feelings (for example, siento que)

6. Verbs that express necessity (for example, necesito que)

7. Verbs of advice (for example, aconsejo que)

Alternatively, it may be easier to remember the WEIRDO formula:

W – Wish, desire, E – Emotion, I – Impersonal expressions, R- Recommendations, D – Doubt, O – Ojal√° (meaning “hopefully”).

Secondly, the subjunctive is always used in the “negative imperative”. Also deemed as a “mood”, the imperative in the affirmative means, for instance, “Sit down”. In the negative, this changes rather obviously to “Don’t sit down”. The difference is that to express the imperative in the affirmative, we use the present indicative tense as our basis and change the endings to imperative ones accordingly. As the imperative is an “order”, it is generally used in the you informal forms in both the singular and the plural. If it goes into the negative, the present subjunctive is applied, as explained. Note that if you need the formal form of you (usted or ustedes), the subjunctive is used automatically.

Thirdly, the subjunctive is also used if there is a change of subject. Let me demonstrate this by example:

Yo quiero que ella haga la cena – I want her to make the dinner. This sentence includes a change of subject from “I” to “her” and thus we need the subjunctive. Note how we also have a verb of “wishing” (querer).

Compare this with:

Yo quiero hacer la cena – I want to make the dinner. There is no change of subject in this sentence, thus the conjugated verb can simply be followed by an infinitive (even though we are using a verb of “wishing”).

Fourth, there needs to be a subordinate clause followed by “que” for the subjunctive to be used (but only if we are using the type of verb out of the seven categories above).

No creo que ella sepa cocinar – I don’t believe she knows how to cook. This answers the question of “what”, i.e., you do not believe what? (Answer: that she knows how to cook). Therefore, the first part of the sentence is the subordinate clause and the second part the main clause. If, by contrast, you wanted to say that you did believe she knows how to cook, you would not use the subjunctive because no doubt is being expressed and whether or not there is a subordinate clause followed by “que” is immaterial.