3 Options Realty, LLC

     A short- sale is a desperation effort to salvage as much of one’s financial life as possible when on the brink of disaster. But it is not a tool to be used by the ill-prepared or weak of heart. Statistics indicate that only about 20% of all short-sale applications are actually approved—most of them wind up in ...

     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:  One of the most powerful components in a sales relationship is for the prospect to like the salesperson.  This is why it is a good idea to build rapport before discussing business.  Look around upon entering their home.  Are there any family photos, vacation photos, awards, or ...