3 Options Realty, LLC

     If you have an impending need or strong desire to buy up, it may make good economic sense to sell, even in this down-market. The good news is that there has not been a better time to buy real estate—probably since the bottom of the Great Depression. The bad news is there has also not been a worse time to sell over ...

     Nathan phoned me yesterday. He said he wanted me to help him sell his home in a short-sale. The first question I asked was if he was behind on mortgage payments. He said no, he was current. My next question was: “Then why do you want to sell short?”      He told me that his hours at work ...

 Discussion:  If you do something for the prospect, make sure they give you something in return.  Use the words in this order:  “If I … will you ...?”  Ask them, “If I can (overcome their objection), will you (sign the listing today, sign the buyer brokerage agreement, place an offer, ...

Discussion:  Words are only words.  Replace their “objection” word with a synonym.  Change the word and you change the meaning.  If your prospect uses the word “worry”, when you repeat the objection to them, use the word “concern” to replace “worry.”  Prospect:  ...

Discussion:  Before you meet with your prospects, research the applicable market.  Unless you have some good information to share, do not ask them to tell you about the neighborhood.  You may appear incompetent.  But if they just start talking, let them do it, and take good notes.  At a minimum, you should have a few ...

        Discussion:  Help your prospect justify your services by letting them know that they need a treat, they need to be nice to themselves, they are worthy of splurging on themselves.  They deserve it—they have worked hard, or they have done good deeds for others.  Every once in a while ...