Coach Dan Foster | Purpose Driven Broker

This morning I had the opportunity to interview Lee Dunn, Vice President/Principal Broker and Risk Reduction Manager for Prudential Northwest Properties. The interview was a part of my monthly webinar series where I interview leaders and sales professionals in the real estate industry. This month Lee and I discussed how to run a low risk and profitable business in today’s real estate market. Lee provides us with his Top 10 Risk Reduction Tips and answers to audience questions.

Let’s be honest, holding an open house is more for the benefit of a real estate broker than it is for a home owner. The 2009 National Association of Realtors® Profile of Home Buyers and Sellers reports that only 46% of home buyers used open houses as a means of searching for homes. Most articles that I have read tell me that only 1-2% of home buyers actually purchase a home they visited during an open house. I encourage you to share these stats with your seller and be completely honest with them about the probability of an open house leading to a sale of their home. If they still request an open house or allow you to hold one for your own benefit, than consider these eight tips for holding a successful open house.

Do you wish you knew exactly what to say and how to say it when your client asks you to reduce your commission or to hold an open house every weekend? The answers are on the way! Our next webinar, Thursday May 27th at 10AM, will feature a panel of experts discussing how they handle client objections and questions in today’s market. Join us on Thursday to learn from the best of your peers and walk away with the key talking points and scripts that will help you win more listing and make more sales.

Click on this link to register: https://www2.gotomeeting.com/register/224127955

Helping clients make decisions is one of the most important responsibilities of being a real estate broker. Our clients view us as a trusted advisor; someone that can provide them with objective advice throughout their real estate experience. However, even the most seasoned brokers can find themselves caught up in the emotions of a transaction and have difficulty walking their clients through a rational decision making process.

Have you ever spent valuable time with a prospect only to find out they are not qualified or unable to use your services? This can be one of the most frustrating experiences in a sales professional’s day. Yet, this seems to happen over and over again regardless of the personal cost and outcome.