Lakewood Ranch, FL

If you live in the Bradenton - Sarasota, Florida area you are invited to attend and join the Bradenton Real Estate Club.

This week's Speaker:

Mike Tullio of Blue Skye Lending will speak on "Clearing Up the Crystal Ball". Ever wondered how to predict which way rates are going? Forget about flipping a coin, now you can prognosticate with confidence! Be sure to bring your non-functioning crystal ball Friday so we can tune it up.

WHEN: Every Friday
Arrive: 11:45 - 12:15 Networking, Order and enjoy lunch from the Snook River Grill menu
Meeting: 12:15 - 1:15 Discussion/Presentation

WHERE: Snook River Grill 2505 Manatee Ave. E. 34208
(I-75 Exit 220, go west on State Road 64 (M anatee Avenue) approximately 3.5 miles.
Get Directions

WHAT: This is a round-table luncheon and discussion of real estate topics and trends open to investors, landlords, owners, renters, buyers, and sellers. We help investors by focusing on Information, Motivation, Education, Training, and Networking.

INFO: For information call Dan Forbes at 941-713-5760 or visit our web site http://www.bradentonrealestateclub.com/

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See Our Upcoming Events:
Visit our web site to see all up coming eventss: http://www.bradentonrealestateclub.com/

Please click here to subscribe to my blog . See the sidebar on the right to subscribe by email.

(Copyright © 2008 By Dan Forbes, All Rights Reserved.)

Every Friday I am writing about objection handling. These posts will reflect 13 years of experience in handling objections and reveal collected scripts that you can use. Your comments and participation is welcome.

Our Bradenton, Florida real estate market has seen more expired listings in the last 12 months than at any time since records have been kept. Many markets across the country are experiencing the same thing.

Both agents and consumers are frustrated. Agents WANT to be successful and sell their listing. Consumers want an agent who gets the job done.

You may want to read the introduction to this series: Objection Handling: New Series of Posts. Both agents and consumers are invited to participate.

Here are the most common objections posed by consumers that I'll be addressing:

1. "We're going to re-list with the same agent."
2. "Where were you when my home was for sale?"
3. "All of you agents are the same"
4. "We are going to drop our price and sell it ourselves."
5. "We are only going to interview agents who showed our home."
6. "We are going to take it off the market for a while."
7. Bonus: Killer Closes for Expired Prospecting.

Objection #2: "Where were YOU when my home was for sale?"

For Agents
When the consumer makes this statement I believe it's because they just do not understand exactly what agents do. You as an agent know it, but how do you educate the consumer?

Here's some dialogue you might want to learn to share in your own words....

Answer #1:

"I'm so glad you asked that! While your home was for sale, I was fulfilling the promises that I made to the people that hired me to get their homes sold. Unfortunately, that's a little more that what you got from your agent, isn't it?

"(name), while your home was for sale, I sold ____homes. It would have been nice if yours was one of them, wouldn't it?

"You see, my first focus when I working with a buyer is to show the homes I've got listed, and then show the ones on multiple listing. So, you see, it's not like I was ignoring your home, it's just that it's one of over 4000 homes on the market, and I'm not paying any special attention to it like I am for my own listings."

Answer #2:

"Oh-oh...I hope your agent didn't tell you that just because your home was in the MLS...that all the other agents were automatically trying to find a buyer for your home?

"The MLS is just a tool. However, powerful agents are focused on getting their own listings sold first. So, if your last agent was just relying on the MLS, no wonder it didn't sell.

"(name), if you really want to get your home sold, I'll come by, take a look at it, and tell you realistically what it's going to take...and just what I'm doing to get all these homes sold. Then you can decide if you should...hire me...or not."

1. Objection handling isn't about tricking the consumer or finding some magic words to convince them to do what YOU want them to do.
2. Objection handling is about telling the truth in a non-confrontational manner.
3. Objection handling is not about memorizing a script, but about listening to the customer and answering their honest questions with honest answers.
4. Objection handling is about improving your communication skills which will help you and your customer.

For Consumers
These posts are giving you a peek behind the curtain of what we as REALTORS do to earn our fee for service.

You see objection handling isn't about "tricking" you the consumer into giving us your business. It is about honestly answering questions and objections in an effective way to help you, the consumer, make a wise choice.

Hiring the right agent is 95% of getting your property sold. I trust that this series will help you make the best possible choice when it comes time to hire your next agent.

Having your listing expire is a frustrating and disappointing experience. You may feel anger at your listing agent and toward all agents in general. I understand that feeling and can appreciate your frustration. And, you need to know that not all agents are the same. What you need is a Realtor who is experienced in counseling you about this major decision. You need a Realtor who has a proven marketing strategy and the ability to help you price the home correctly.

Please click here to subscribe to my blog and join me every Friday. See the sidebar on the right to subscribe by email.

Copyright © 2008 By Dan Forbes, All Rights Reserved.)

Valderrama at Country Club East

Lakewood Ranch (Florida) was recently voted "Best Neighborhood" by the readers of Sarasota Magazine. This planned unite development is an 8,500 acre master-planned community. There are presently seven villages offering condos, townhomes, and single family homes. Prices range from the $200's to the multi-millions.

Recreational facilities include an athletic center, golf courses, polo fields, and many commuity parks.

Country Club East is a private gated community offering select neighborhoods with single family and multi-family homes developed around the beautiful Rick Robbins-designed golf course. As a part of the designated “Green” area of Lakewood Ranch, all homes will be built to Florida Green Building Coalition standards. Country Club East will feature many family-friendly amenities as well as the use of select amenities in the Lakewood Ranch Golf and Country Club.

Prices: $400's - $1,000,000+

Please click here to subscribe to my blog . See the sidebar on the right to subscribe by email.

Copyright © 2008 By Dan Forbes, All Rights Reserved.)