Buy Cycle Sales Funnel
Having a well developed sales process is critical to success in any economy but is especially important today when buyers have so many competitive choices.
It is common for sales people to be optimistic about their sales pipelines that they lose sight of the need for buyer and seller commitment to successfully close the deal. A commitment driven model is more realistic as it is benefit driven rather than featured focused.
The customer must be interviewed to acknowledge to the sales person their problem and the pain the problem is causing.
The funding stage is the next step. The customer (buyer and seller) must commit to spend a defined amount of money to make the problem go away and the desire to no longer live with the pain.
Time defined commitment to next steps and timelines can then be created. Many clients are visual and work best to deadlines. The result is improved meetings and more frequent closings.
© Paul Roesch 2009
1427 Golden Drive, St. Louis, MO 63137
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Property Flyer • Public Notice of Sale • Lead Paint Disclosure • City Inspection Report |
 LOCATION:
1427 Golden Drive, St. Louis, MO 63137 DATES:
October 23 Real Estate Auction at 5:30PM CDT TIME:
5:30 PM CDT Friday October 23, 2009 |
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OPEN HOUSE DETAILS
DATES:
Sunday October 18 and Friday October 23 TIME:
Sunday 10-18 from1-4PM and Friday 10-23 at 4PM Auction at 5:30 |
  Other Details:This One Story Frame Home with basement located in St. Louis, MO will be SOLD to the Highest Bidder at Real Estate Auction on Friday October 23, 2009 at 5:30PM subject to Seller Confirmation. The Home will be sold "As Is, Where Is and With All Faults". The Home will be Open for Inspection on Sunday October 18th from 1-4PM CDT.Nominal Opening Bid. Get Pre-Qualified
10% Buyers Premium will apply and be added to the top bid and become part of the final Real Estate Purchase Price. |
2326 Noll Dr., St. Louis, MO 63136
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Property Flyer • Public Notice of Sale • Seller Disclosure • Lead Paint Disclosure • Occupany Inspection Report |
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LOCATION:
2326 Noll Dr., St. Louis, MO 63136 DATES:
October 16 Real Estate Auction at 5:30 PM CDT TIME:
5:30 PM CDT Friday, October 16, 2009 |
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OPEN HOUSE DETAILS
DATES:
Sunday October 11 and Friday October 16th TIME:
Sunday 10-11 from 2 - 4 PM and Tuesday 10-13 at 4:30 PM Auction at 5:30 PM |
  Other Details:This lovely One Story Brick and Frame Home with basement located in St. Louis, MO will be SOLD to the Highest Bidder at Real Estate Auction on Friday October 16, 2009 at 5:30 PM CDT subject to Seller Confirmation. The Home will be sold "As Is, Where Is and With All Faults". The Home will be Open for Inspection on Sunday October 11th from 2-4PM CDT.Nominal Opening Bid. Get Pre-Qualified
7% Buyers Premium will apply and be added to the top bid and become part of the final Real Estate Purchase Price.
Buyer's Premium Example: Bid Price: $100,000 Plus 7% Buyer's Premium: $7,000 Total Contract Price: $107,000 High Bidder makes a 5% Down Payment at the conclusion of the Auction. Balance of Purchase plus customary buyer closing expense due at closing in 30 days. Broker and Agent Participation is Encouraged Click here to learn how Brokers and Agents earn commission with Buyer representation. Sign Up Your Buyer Now Please read all attached forms and links carefully. Contact Rick Bauer at Father Time® Auctions with any questions about this real estate at 314-962-4200 Father Time® Auctions Roland R. Bauer,III Broker, Auctioneer, AARE, CES, GRI, CRTS, CAGA 2850 Lawndell Drive St. Louis, MO 63144 314-962-4200 office 314-614-3841 mobile 314-962-2573 fax rbauer@fathertime.com www.fathertime.com Open House Details: Preview this home on Sunday 10-11 from 2-4PM and Friday 10-16 at 4:30 PM prior to Auction Start at 5:30 PM CDT. |
380 North Castello Street, Florissant, MO 63031
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LOCATION:
380 North Castello Street, Florissant, MO 63031 DATES:
October 9 Real Estate Auction at 5:30PM CDT TIME:
5:30 PM CDT Friday October 9, 2009 |
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OPEN HOUSE DETAILS
DATES:
Sunday October 4 and Friday October 9 TIME:
Sunday 10-4 from1-4PM and Friday 10-9 at 4PM Auction at 5:30 |
  Other Details:This One Story Frame, 3 Bedroom Home with a full basement located in Florissant, MO will be SOLD to the Highest Bidder at Real Estate Auction on Friday October 9, 2009 at 5:30PM subject to Seller Confirmation. The Home will be sold "As Is, Where Is and With All Faults". The Home will be Open for Inspection on Sunday October 4th from 1-4PM CDT.Nominal Opening Bid. Get Pre-Qualified
10% Buyers Premium will apply and be added to the top bid and become part of the final Real Estate Purchase Price. Buyer's Premium Example: Bid Price: $100,000 Plus 10% Buyer's Premium: $10,000 Total Contract Price: $110,000 High Bidder makes a 5% Down Payment at the conclusion of the Auction. Balance of Purchase plus customary buyer closing expense due at closing in 30 days. Broker and Agent Participation is Encouraged Click here to learn how Brokers and Agents earn commission with Buyer representation. Sign Up Your Buyer Now Please read all attached forms and links carefully. Contact Rick Bauer at Father Time® Auctions with any questions about this real estate at 314-962-4200 Father Time® Auctions Roland R. Bauer,III Broker, Auctioneer, AARE, CES, GRI, CRTS, CAGA 2850 Lawndell Drive St. Louis, MO 63144 314-962-4200 office 314-614-3841 mobile 314-962-2573 fax rbauer@fathertime.com www.fathertime.com Open House Details: Preview this home on Sunday 10-4 from 1-4PM and Friday 10-9 at 4PM prior to Auction Start at 5:30 PM. |
Six Steps to Improving Selling Listening Skills
With practice and conscious resolve, a salesperson can acquire the mental agility to become a better listener by mastering these six "mental listening exercises": Vince Lombardi once said, "It's not practice makes perfect, its PERFECT practice makes perfect
1) Learn to "listen ahead":
By "listening ahead", trying to anticipate where a discussion is leading to, during the dialogue, determining the conclusion in advance of your required response allows you to relax and improve information absorption
2) Learn to periodically validate communicated information:
By mentally striving to validate the accuracy and completeness of information points made by the prospect, especially during pauses in the dialogue, (which can be achieved with note taking), you can allow yourself to absorb more information easier, especially information forthcoming in the continued dialogue
3) Utilize "Active Listening" techniques:
By periodically, mentally summarizing the major points communicated by the prospect and voicing, reaffirming your interpretation of the points made back to the prospect you add a tremendous amount of clarity to the information exchanged thus far
4) Strive to understand versus "Judging":
By working to consciously understand what the prospect is saying versus the natural tendency of judging - approving or disapproving what is said will allow you to absorb what is actually said more than any other listening development technique
5) Use your eyes to "get the rest of the story"
By listening with your eyes, paying attention to the prospect's body language, their nonverbal facial and body movements or hand gestures you can see what the whole body is trying to tell you, not just the mouth!
6) Maintain a mental repertoire of common responses:
By mentally developing and rehearsing how you are going to strategically respond to common sales prospect purchase objections, for example, in advance of a sales call, allows you to listen more effectively. A comprehensive mental inventory of common responses will also give you more confidence in any selling situation.
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Father Time Auctions is a complete Estate, Real Estate Auction, Appraisal, Marketing, Sales Liquidation Service:Home, Business, Real Estate-Home-Commercial-Farm-Land-Online Asset Auctions 618-407-8479
Father Time® Auctions is a complete full service full time professional Auction, Appraisal, Marketing and Estate Sales Liquidation Service providing St. Louis Auctions Services: St. Louis Real Estate, Estate, Business, Real Estate includes-Home-Commercial-Farm-Land, Online Auctions serving the St Louis region and Southwest Illinois. 314-962-4200 or 618-407-8479.
Father Time Auctioneers are NAA Accredited Auctioneers of Real Estate
Paul Roesch is a licensed Auctioneer, Missouri License #MO5717, Illinois Auctioneer License #441.001480; Illinois Licensed Auction Firm #444.000377, a Real Estate Agent, an Accredited Auctioneer of Real Estate AARE, Certified Distressed Proeprty Expert, CDPE, Certified Estate Specialist CES, and a Certified Personal Property Appraiser – CAGA.
We will partner and cooperate with Brokers and Salespersons to help get property sold.
Broker-Agent Participation Sign Up Form
We have an established list of real estate investors who will be informed that your property is scheduled for auction. Residential, commercial and investment buyers as well as real estate brokers are given high priority in the auction campaign.
The Father Time®Auction method of marketing accelerates the selling process, in both a buyer's and seller's markets and creates the maximum exposure of a property bringing it to the front of the line. Learn why Real Estate Auctions Work
Father Time® Auction Service and our Preferred Partners offer a full menu of Estate Services that can be tailored to most any of life’s transitions.
Lets us produce your next auction. Skilled at Live Onsite or Online Internet Auctions
www.fathertime.com 314-962-4200 proesch@fathertime.com/
cell 618-407-8479
Member:
National Auctioneers Association
Illinois State Auctioneers Association, Inc.
Certified Personal Property Appraiser,CAGA
Accredited Auctioneer Real Estate AARE
Real Estate Agent
Certified Estate Specialist, CES
Paul Roesch mobile 618-407-8479
Real Estate and Estate Auctioneer, Agent, Certified Distressed Property Expert CDPE, Marketing Director
Paul Roesch is an Auctioneer, AARE, CDPE, Marketing Director, Real Estate Agent at Father Time Auctions, St Louis MO. Licensed in Missouri and Illinois to conduct Real Estate Auctions and Estate Auctions and other asset liquidations via the accelerated marketing method of Auction both Onsite and Online Auctions.
The National Auctioneer's Association (NAA) has awarded the prestigious Accredited Auctioneer of Real Estate certification to Paul Roesch. The AARE designation has been awarded to less than 400 real estate auctioneers in the entire US, Canada, Australia and South Africa.
An auctioneer with the AARE designation has gone the ’extra mile’ to ensure they offer the highest level of professionalism and the most up-to-date information when it comes to selling properties.
Whether selling residential, agricultural, commercial or industrial properties, AARE auctioneers have enhanced knowledge in all pertinent areas, such as:
* Marketing techniques
* Financial/investment calculations
* Evaluating cash flow
* Holding-period analysis
* Tax consequences of buying and selling properties
* Multi-parcel real estate auctions
Contact me at 618-407-8479 or by email at proesch@fathertime.com for a free real estate auction assessment of your client. Broker and Agent participation welcome and encouraged.
Licensed Auctioneer in Missouri # 5717 and Illinois # 441.001480
Accredited Auctioneer Real Estate AARE
Illinois Real Estate Salesperson
Certified Personal Property Appraiser CAGA
"Dear Rick,
I am writing to thank you and your team for the wonderful service you provided for me in organizing, marketing, selling and disposing of my mother's estate. I was very pleased with the professional manner in which you arranged and displayed all of her personal property for sale inside her house. Your knowledge and expertise in appraising items, preparing for and conducting the sale made it a smooth and stress-free process from beginning to end. Your payments to me for all of the items sold were sent in a timely manner.
I would recommend your services to anyone who is in need of help with an estate sale of any size and scope".
Sincerely,
Scott Schurwan
St. Louis, MO 63146 Wednesday, July 23, 2008
Dear Rick,
I am writing to thank you and your team for the wonderful service you provided for me in organizing, marketing, selling and disposing of my father’s estate. I couldn't be happier with the professional manner in which you dealt with his belongings and have been singing your praises to many people. Your hard work resulted in a stress-free process for me at a very demanding time. I give you many accolades for your knowledge and expertise in appraising items and in your company’s professionalism in preparing for and conducting the sale.
You made it so smooth from beginning to end! I wish you great success in your business.
Sincerely,
Linda Walton
Creve Coeur, MO Friday, June 20, 2008
Caring Transitions
2850 Lawndell Drive
St. Louis, MO 63144
To Whom It May Concern,
I was interested in hiring an Estate Sales company because my elderly mother passed away and left the house full of possessions to liquidate. To complicate the situation, I did not live in the state. I asked the nursing facility that had helped my mother and the funeral home if they could provide any names of Estate Sales companies. Interestingly, Caring Transitions was mentioned by both establishments. Although other Estate Sales companies were interviewed, Caring Transitions was the most polite and appeared likely to be responsible. The employees spent several days cleaning out the house and preparing items for the sale. When a potential keepsake was encountered, they would ask if the family wanted to reserve the item. Caring Transitions arranged the advertising and ordered a trash dumpster for unwanted things. The sale was actually an interesting and fun event. As a consequence of the help from Caring Transitions, it was possible to have an empty house ready for a realtor in a timely manner.
Sincerely,
James Graves
Kirkwood, MO Wednesday, August 13, 2008
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