5 Things Prospects Can’t Say No To

 Realtor Magazine

People instinctively turn you down when you offer them your service. Work in these phrases when communicating with prospects to get them to “yes” faster.

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“I’m not a scripted person!” As a guy who runs a company that coaches thousands of agents, I can tell you that I’ve heard that line more than once … today. I used to say it about myself. Nobody wants to be the robotic telemarketer calling at 8:30 p.m. when you’re putting the kids to bed. That’s not what you become when you use scripts; you become a professional. Besides, you already follow scripts and dialogues in almost every other area of your life. When you bump into someone and say, “Hey, how’s it going?” or when conversation gets awkward and you start talking about the weather — those are scripts you have mentally adopted.

It doesn’t matter whether you’re a “people person.” Without knowing how to use the proper phrases in your real estate business, you will never convert your leads and potential clients on the level that you should. There are five phrases you should incorporate into your client communications right away if you want to start converting at a higher rate and making more money.

‘Would you be offended if …?’

When you first approach a prospect with an offer of service, they instinctively want to say no. So you need to change what they’re responding to. Don’t say, “Hey, can I come by tomorrow and look at your house?” The answer to that question is an easy “no.” Instead say, “I’m going to be in your neighborhood tomorrow around [insert time]. Would you be offended if I stopped by for a quick five-minute onsite price consultation?” Of course, there’s nothing offensive about that! So the prospect will say “no,” which, in this case, is a “yes” for you.

‘Do you have anyone sending you good deals right now?’

When you ask a buyer if they have an agent, they are going to say yes 90 percent of the time — even if it’s not true — to get you to back off. But asking them if they have anyone sending them good deals right now has a completely different psychological effect. This makes the buyer wonder if you have access to properties that they don’t. They’ll give you a real answer: “Well, I had a friend sending me some stuff, but I haven’t signed anything with them. Why? Do you have access to deals I’m not seeing?” Now it’s game on.

‘What would need to happen for …?’

This question sets the expectation for whatever you want to happen. For example, start a listing presentation with, “What would need to happen for you to consider this meeting a 10 and leave no doubt that I’m the agent who should sell your house?” For a buyer consultation, you might say, “What would need to happen for you to believe that I’m the right agent to help you find the home of your dreams?” This phrase allows your prospects to lay out their criteria and create the expectation that if you meet such criteria, they are expected to hire you.

‘It’s funny that you’re contacting me about …’

People like to believe things are meant to be. So when a seller calls to inquire about the value of their home, you can increase the chance of conversion by saying, “It’s funny that you are contacting me about your neighborhood in particular. I was just telling two of my buyers that I was hoping something would come up over there because it’s perfect for them!” Now don’t say this if it’s not true; we don’t build trust by lying. But you get the point. Have something coincidental to mention whether you are working with a potential seller or buyer.

‘I’m going to be at this number for the next 30 minutes.’

Please stop saying, “Give me a call back when you get a chance.” They will never get a chance — not because they’re rude but because life gets in the way. Instead, say something like, “Looks like I missed you but I wanted to let you know something really cool about that property. I’m going to be at this number for the next 30 minutes, so call me back as soon as you get this.” Give them a deadline, and they’ll be more motivated to call. People don’t like to miss deadlines. It also gives you an excuse to call them again later with another deadline if they don’t call back. Try it; it’s pure gold.

Converting leads into clients is a science that involves skill over luck. Keep practicing until you are comfortable.

Visit www.agentrising.com for more tips to help you jump start your real estate career or start your career as a real estate agent with Agent Rising Real Estate School.

This blog was posted on September 30, 2016 on www.agentrising.com

Fall Landscaping Maintenance Tips

Landscape Maintenance Tips for the Fall Season

fall landscapeFall.  When the morning air turns crisp and cool and the leaves begin to float softly to the ground.  Not only is it my favorite season, there are many maintenance tasks to be accomplished in the landscape.  The info below includes tips on what I have found are the most important and useful tasks-  so get out there, have fun with it, and enjoy the autumn weather!

Key Dates

  • Early October:  It is a good idea to winterize your irrigation system and blow out the lines.  Many landscape maintenance companies will provide this service for less than $50, or it is pretty simple to do it yourself.
  • October 15th:  Don’t plant any grasses or perennials after this date.  Many of them won’t survive, and you will have much better luck in the spring.
  • November 1st:  Don’t plant any evergreens (especially trees) after this date.  Some deciduous trees and large deciduous shrubs can be planted later if they are balled and burlapped (B&B), but I would recommend waiting until spring when you’ll have much better success.

Trees and Shrubs

  • Prune trees and shrubs to remove dead branches or to control their size.  Fall is the best time to do this for the health of the plants.  Consider consulting with an arborist before any major pruning on trees, or at least do a little research on techniques.  When pruning shrubs, always try to maintain the natural size and growth habit of the species-  Avoid over-pruning or sculpting unnatural shapes, unless you are creating a specific look such as a hedge.  Instead of using power shears to lap off shrubs on a straight line, consider using hand pruners to thin the interior branches to maintain a healthier more natural look.
  • Remember to check soil moisture, and water if needed.  Even though you may have your irrigation system shut down for the year, fall often brings some warm, windy days that can really dry things out.  Pay special attention to anything that was just planted this year.
  • Make sure you have plenty of mulch around trees and shrubs-  this helps maintain moisture and keeps the soil from drying out over the winter.

Perennials and Ornamental Grasses

  • Prepare tender and semi-hardy perennials and shrubs for the upcoming cold winter.  I like to let a few of the fallen leaves that tend to build up around the bases of these plants remain there for the winter-  they will provide insulation around the base of the plant from the cold.  This also saves you some leaf cleanup now that you can do in the early spring.  If necessary, place additional wood mulch around the base of these plants for more insulation- pay particular attention to areas with northern exposure.
  • Leave spent stems and seed heads on grasses and perennials until spring, to enjoy their winter beauty and to provide cover for birds and wildlife.  Or, if you must have a neater look you can cut them back now, to a height of about 6-8″ off of the ground.
  • Dividing:  Some plants can be divided in the fall and replanted in other areas.  Other species don’t like the fall division/planting though, and I think that spring is a much better time to do it.  If you decide to divide, remember to water the plants well for a couple of weeks.

Lawns

  • Rake those leaves!  If left on the lawn they can smother it and cause issues such as mold and fungus.
  • Consider aerating your lawn.  Aeration allows greater movement of water, fertilizer, and air which stimulates healthy turf.  Aerating also increases the speed of decomposition of the grass clippings and enhances deep root growth.  Compacted soil especially benefits from core aerating.
  • You may want to fertilize your lawn or use a “weed and feed” type light pre-emergent herbicide in the fall for maximum growth the following spring.  Don’t over do it though, because fertilizer and herbicide can wash off of your lawn and the runoff can be harmful to water supplies and wildlife.
  • Assess the size and configuration of your lawn, and how much water you used this year to keep it green (or, brown?).   Consult with a landscape architect about how you can redesign your landscape to make it more attractive, sustainable, and functional.

Fall Weather Considerations

  • The days are getting shorter and the weather is getting cooler.  Keep an eye on the amount of precipitation we are getting-  Fall can have extremes of hot and cold, dry and wet.  Be observant.  If you have heavy rain for a couple of days then turn off the sprinklers for a week or so to compensate.  And if you have several days of warm, sunny weather then your landscape will certainly appreciate an extra drink.

Other

  • Disconnect and drain hoses, but keep a hose handy for winter watering.  I also like to wrap insulation or put insulated covers over the exterior faucets as an added protection from freeze damage (I once had a pipe freeze and break UNDER my porch, and had to take apart the porch to fix it!).
  • Collecting seed:  Stop deadheading late in the year and allow the seedheads to dry on the plant.  Then you can collect the dried seeds to plant next spring.  Store them in a cool, dark place in a container that does NOT have an airtight seal, such as an envelope (it’s also a good idea to label the container so you remember what plant it is next spring).  Another option- leave the seeds on the plants and some perennials will re-seed themselves naturally.
  • Start planning your spring bulb garden now.  Spring-blooming bulbs are planted in the fall to provide the chilling time required for spring blooms.  Remember to prepare the soil and plant bulbs at the appropriate depth listed on the package for the species.
  • Start planning for design changes to your landscape for next year.  Fall and winter are the best times to get your plans in order, and spring is the best time to install the changes-  so get ready early for next spring, because it will be here before you know it!
  • Take a break and toss the football around.  Afterward, enjoy some warm apple cider with cinnamon.  Finally, rake your leaves into a giant pile and take turns jumping into them with the neighbor kids!

Visit www.boldmovesrealestate.com for all your real estate needs.  We have our own home stager, Laura Severino, who can help stage your home and help your house sell faster.

This blog was posted on www.boldmovesrealestate.com on September 21, 2016.

Walk to End Alzheimer’s

The end of Alzheimer's starts with you
Walk to End Alzheimer's - Alzheimer's Association
I use email to share my story of losing my wife to Alzheimer's. In each of my three mailings to more than 300 people, I stress that Walk to End Alzheimer's is getting closer and ask for support. —Donald B., Team Captain, Grand Champions Club Member & Top Fundraiser

About Walk to End Alzheimer’s

Held annually in more than 600 communities nationwide, the Alzheimer’s Association Walk to End Alzheimer’s® is the world’s largest event to raise awareness and funds for Alzheimer’s care, support and research. This inspiring event calls on participants of all ages and abilities to reclaim the future for millions!

When you participate in Walk, your fundraising dollars fuel our mission, and your participation in the event helps to change the level of Alzheimer’s awareness in your community. The Alzheimer’s Association provides free, easy-to-use tools and staff support to help participants reach their fundraising goal. While there is no fee to register, we encourage participants to fundraise in order to contribute to the cause and raise awareness.

The New Bedford Walk to End Alzheimer’4s will be held on Saturday, September 24, 2016 at Fort Taber, S. Rodney French Blvd., New Bedford, MA 02744

Registration is at 8:30 am

Ceremony is at 9:30 am

Walk begins at 10:00 am

Contact:
Marissa Bresnahan
617.868.6718
mbresnahan@alz.org

Dave Garro, one of the BOLDIES at BOLD Moves Real Estate will be participating in the walk and is encouraging others to join him.  As part of his fund raising efforts. BOLD Moves will be contributing as part of their Pay it Forward program.  Dave will be walking for John and Christine Gallagher.  John Gallagher has been diagnosed with Alzheimers.

Visit www.boldmovesrealestate.com to meet our team of realtors who believe in Paying it forward.

This blog was posted on www.boldmovesrealestate.com on September 14, 2016.

100 Days to BOLDness

Join Kate Lanagan MacGregor of BOLD Moves Real Estate and Agent Rising Real Estate School in her 100 Days to BOLDness Challenge.  Listen to Kate’s inspirational message today and every day for the next 100 Days and see how you can make postive changes in your life.  Practice gratitude and abundance and make the most of these 100 days.

Visit www.katelanaganmacgregor.com for more information on 100 days to BOLDness and how to join.

Visit www.boldmovesrealestate.com for more information on great real estate and a our real estate team.