A Deal A Week
Buyers...buyers...buyers....buyers....
Situation: Meeting a new buyer at Open House
A: Hi there… welcome, and thanks for coming. Do you mind signing in for me today?
P: Sure…
A: Thanks. So how did you hear about our open house today?
P: I saw it in the newspaper.
A: Oh great. Do you live in the area?
P: Yeah, we live in Santa Monica.
A: Terrific. Do you rent or own there?
P: We rent there.
A: So are you thinking it’s time to make a purchase?
P: We think it might be, but we are in no hurry and we think prices may still be falling.
A: I see. How long have you been looking?
P: About 3 weeks I guess.
A: And who is your real estate agent?
P: We don’t really have one. We’ve been looking on the internet mostly, and a couple of agents are sending us their mail, but we haven’t met with anyone.
A: Have you seen anything you have liked?
P: Yeah, we saw one house about a week after we started looking but we thought it was too soon and over priced.
A: And would you still buy that house today now that you have seen a few more things?
P: We probably would, but it sold already.
A: Ah. Which house is it?
P: 123 Main.
A: Oh yes. Would it surprise you to hear that this sold in multiple offers over the asking price?
P: Seriously? I thought we were in a buyer’s market.
A: Well, a lot of it has to do with where you are looking and in what price range. 123 Main was listed at $749,000. Is that house in your price range?
P: Yeah. We could go a little higher.
A: Will you be paying cash or have you discussed mortgage options with a lender?
P: I wish we were paying cash! We did one of those online mtg calculators.
A: You know, the MOST important first step in this whole process is to meet with a very good mortgage lender to determine you qualifications to purchase a house, and define your price plan. Are you open to doing this?
P: Yes, I know we need to do that.
A: I have a great referral for you, and I would be happy to connect you with him. Are you a bottom line kind of people, or do you want someone who can really guide you through every detail? I’d like to match you with the right mortgage broker…
P: We really need all of the details.
A: No problem. Let me ask you… what is your ideal timing for making a purchase?
P: No big hurry but we’d love to be settled by the end of the year.
A: If you found the perfect house today, what would you do?
P: Perfect house at the perfect price? I guess we would buy it.
A: And what would that perfect house look like?
P: beds, baths, etc., etc., street., blah, blah, blah.
A: Great. Tell me more…
P: blah blah blah.
A: It sounds like you have fairly realistic expectations, and I would love to help you find this great home. Do you want some help?
P: I think we do…
A: Would you like me to help you?
P: I think we would.
A: Great. Why don’t we set a time to meet at my office. Prior to doing so, I’ll put you in touch with Mort Gage, and he can pre-qualify you for a loan. Then we can sit down and go over a few things, like what’s available in your price range, whether your expectations can be met, the general process of buying a house, etc.
P: O.k. That sounds good.
A: Lastly, and we can go over this in more detail when we meet, but I’d like to tell you how I work. I am a full time, professional real estate agent and this is how I make my living. I limit the number of active buyers I work with in order to give my clients my full attention. In order to do that, I just will need to know that if I commit my time, energy and resources to find you what you want, that you will in turn commit to working exclusively with me in purchasing your home. Will you do that?
P: Do we have to decide right now? I mean, we think so… you seem great, but we just met.
A: I understand, and I always like to have a first appointment where we have some more conversation, see a few houses, make sure we all like each other and then make our commitment at that time. What this means is that if you see a home that you like, instead of calling the number on the ad, you’ll call me directly. If you go into an open house, you’ll tell them that you are working with Stephanie Younger. Will that work for you?
P: Yes… that sounds fine.
A: Great. Shall we meet on Tuesday at 5pm? Here are a few other houses that you might like, so go check those out. Oh… and you haven’t even seen this one! So look around and let me know if you have any questions.
P: O.k.
A: Here are a few of my business cards to take with you today to any other open houses. See you on Tuesday!
A: Hi there… welcome, and thanks for coming. Do you mind signing in for me today?
P: Sure…
A: Thanks. So how did you hear about our open house today?
P: I saw it in the newspaper.
A: Oh great. Do you live in the area?
P: Yeah, we live in Santa Monica.
A: Terrific. Do you rent or own there?
P: We rent there.
A: So are you thinking it’s time to make a purchase?
P: We think it might be, but we are in no hurry and we think prices may still be falling.
A: I see. How long have you been looking?
P: About 3 weeks I guess.
A: And who is your real estate agent?
P: We don’t really have one. We’ve been looking on the internet mostly, and a couple of agents are sending us their mail, but we haven’t met with anyone.
A: Have you seen anything you have liked?
P: Yeah, we saw one house about a week after we started looking but we thought it was too soon and over priced.
A: And would you still buy that house today now that you have seen a few more things?
P: We probably would, but it sold already.
A: Ah. Which house is it?
P: 123 Main.
A: Oh yes. Would it surprise you to hear that this sold in multiple offers over the asking price?
P: Seriously? I thought we were in a buyer’s market.
A: Well, a lot of it has to do with where you are looking and in what price range. 123 Main was listed at $749,000. Is that house in your price range?
P: Yeah. We could go a little higher.
A: Will you be paying cash or have you discussed mortgage options with a lender?
P: I wish we were paying cash! We did one of those online mtg calculators.
A: You know, the MOST important first step in this whole process is to meet with a very good mortgage lender to determine you qualifications to purchase a house, and define your price plan. Are you open to doing this?
P: Yes, I know we need to do that.
A: I have a great referral for you, and I would be happy to connect you with him. Are you a bottom line kind of people, or do you want someone who can really guide you through every detail? I’d like to match you with the right mortgage broker…
P: We really need all of the details.
A: No problem. Let me ask you… what is your ideal timing for making a purchase?
P: No big hurry but we’d love to be settled by the end of the year.
A: If you found the perfect house today, what would you do?
P: Perfect house at the perfect price? I guess we would buy it.
A: And what would that perfect house look like?
P: beds, baths, etc., etc., street., blah, blah, blah.
A: Great. Tell me more…
P: blah blah blah.
A: It sounds like you have fairly realistic expectations, and I would love to help you find this great home. Do you want some help?
P: I think we do…
A: Would you like me to help you?
P: I think we would.
A: Great. Why don’t we set a time to meet at my office. Prior to doing so, I’ll put you in touch with Mort Gage, and he can pre-qualify you for a loan. Then we can sit down and go over a few things, like what’s available in your price range, whether your expectations can be met, the general process of buying a house, etc.
P: O.k. That sounds good.
A: Lastly, and we can go over this in more detail when we meet, but I’d like to tell you how I work. I am a full time, professional real estate agent and this is how I make my living. I limit the number of active buyers I work with in order to give my clients my full attention. In order to do that, I just will need to know that if I commit my time, energy and resources to find you what you want, that you will in turn commit to working exclusively with me in purchasing your home. Will you do that?
P: Do we have to decide right now? I mean, we think so… you seem great, but we just met.
A: I understand, and I always like to have a first appointment where we have some more conversation, see a few houses, make sure we all like each other and then make our commitment at that time. What this means is that if you see a home that you like, instead of calling the number on the ad, you’ll call me directly. If you go into an open house, you’ll tell them that you are working with Stephanie Younger. Will that work for you?
P: Yes… that sounds fine.
A: Great. Shall we meet on Tuesday at 5pm? Here are a few other houses that you might like, so go check those out. Oh… and you haven’t even seen this one! So look around and let me know if you have any questions.
P: O.k.
A: Here are a few of my business cards to take with you today to any other open houses. See you on Tuesday!
Replies to This Discussion
-
Permalink Reply by Tracy King on -
Really good, Stephanie. Smooth.
-
Permalink Reply by Kendyl Young on -
Smooth like butter
-
Permalink Reply by Susan Smeltzer on -
This is great. I'm stealing it for my open house this weekend.
About
FREDIAN THEORY....
Commitment is measured by action.
Who will do what.... when?
Are you talking to people in terms of benefit (opportunity)?
Enlightenment is being free of self-limitation.
"I like to find out what people think."
You don't vend a propportunity™ to sell that specific property, although that is a possibility. You vend opportunity to find out what people will do.
Every day you need to watch from falling into the trap of thinking, "Tomorrow things will work out."
Measure your success by what you do today.
One definition of success is... taking appropriate action.
The goal is to find out what you don't know vs. judging what you think you know. This is what it means to be "open".
Things don't get done because they don't get done today.
Great is being great today.
Your career, your year, won't come together until you break it down into the unit of today.
What are you pushing away, distraction or deals?
The practice of being in the hunt leads to production on a regular basis.
Begin each day "on purpose". Clear, connected, open, and READI.
Your decisions define who you are.
Fred Wilson
Who will do what.... when?
Are you talking to people in terms of benefit (opportunity)?
Enlightenment is being free of self-limitation.
"I like to find out what people think."
You don't vend a propportunity™ to sell that specific property, although that is a possibility. You vend opportunity to find out what people will do.
Every day you need to watch from falling into the trap of thinking, "Tomorrow things will work out."
Measure your success by what you do today.
One definition of success is... taking appropriate action.
The goal is to find out what you don't know vs. judging what you think you know. This is what it means to be "open".
Things don't get done because they don't get done today.
Great is being great today.
Your career, your year, won't come together until you break it down into the unit of today.
What are you pushing away, distraction or deals?
The practice of being in the hunt leads to production on a regular basis.
Begin each day "on purpose". Clear, connected, open, and READI.
Your decisions define who you are.
Fred Wilson
OUR MISSION...
The mission of Performance Coaching is..
Helping people go from Good to GREAT!!
I believe the information we are sharing with you on this website and at the 100 Day Events is truly life changing.
LIFE CHANGING!!
When I listen to Fred speak I know I am listening to the greatest real estate seminar ever. I don't think you will find this material anywhere else in the same concise and articulate framework.
Through the power of social networking we have the opportunity to have an unlimited number of Realtors across the country become part of this network. However we cannot do this alone.
My goal by year end is to have at least 2000 agents enrolled on this website. The business possibilities that can be generated out of this type of group are infinite. I want to inspire and challenge you in every way I can to be part of expanding our network. I would love to see each of you committed to adding one new member each and every week of this year.
I FIRMLY BELIEVE AS THE NETWORK GROWS....
SO WILL YOU!!
I want to thank you in advance for any help and support you can provide in making this the greatest resource center for Realtors worldwide!!
Make it an OUTSTANDING DAY!!
Steve Shull
Helping people go from Good to GREAT!!
I believe the information we are sharing with you on this website and at the 100 Day Events is truly life changing.
LIFE CHANGING!!
When I listen to Fred speak I know I am listening to the greatest real estate seminar ever. I don't think you will find this material anywhere else in the same concise and articulate framework.
Through the power of social networking we have the opportunity to have an unlimited number of Realtors across the country become part of this network. However we cannot do this alone.
My goal by year end is to have at least 2000 agents enrolled on this website. The business possibilities that can be generated out of this type of group are infinite. I want to inspire and challenge you in every way I can to be part of expanding our network. I would love to see each of you committed to adding one new member each and every week of this year.
I FIRMLY BELIEVE AS THE NETWORK GROWS....
SO WILL YOU!!
I want to thank you in advance for any help and support you can provide in making this the greatest resource center for Realtors worldwide!!
Make it an OUTSTANDING DAY!!
Steve Shull
LET'S CONNECT!!
I invite you to connect with me on Linkedin.com
CLICK ON MY PROFILE BELOW!!
To Contact the Performance Coaching Offices:
8950 W. Olympic Blvd. #148, Beverly Hills, CA 90211
office phone 424.704.5030
fax 424.204.0801
Email:
steve@
performancecoaching.com
CLICK ON MY PROFILE BELOW!!
To Contact the Performance Coaching Offices:
8950 W. Olympic Blvd. #148, Beverly Hills, CA 90211
office phone 424.704.5030
fax 424.204.0801
Email:
steve@
performancecoaching.com
Client Testimonials
“Steve is a clear, focused, direct, tough-minded, inspired and inspiring real estate coach. He maintains the highest standards of achievement for himself, his company and his clients. He consistently strives to make the Performance Coaching program the best that it can be and challenges his clients to do the same. He is a consummate professional whose disciplined approach to setting and achieving balanced professional and personal goals has kept me in the game and helped me achieve success.”
Nora Wendel, Sales Associate, Coldwell Banker Brentwood
“Steve helped me take my business to the next level! He helped boost my confidence and continues to help me with ongoing business situations. I highly recommend him.”
Top qualities: Great Results, Expert, Creative
Carol Wolfe
Coldwell Banker
Encino
“Steve knows how to help you set goals and actually achieve them. He can be tough while being very supportive at the same time, which is a great combination. He has helped me stay on track and achieve goals beyond my expectation.”
Top qualities: Good Value, High Integrity, Creative
Chaya van Essen
Teles Properties Beverly Hills
“One word sums it all up for me: BRILLIANT! That is what I think when I think of Steve Shull! Not only is he BRILLIANT but he is also a genuinely caring individual. In our difficult business of Real Estate some of the essential factors to achieving great success are; being surrounded by leaders who are innovative and think outside the box, who lead by example of hard work, consistency and perseverance, who are supportive in their tactfully guiding way, and who are exceptional human beings! Without a doubt, I think of Steve Shull and his team when it comes to the success that I am achieving and will continue to improve. I would highly recommend Steve Shull and Performance Coaching.”
Top qualities: Great Results, Expert, Creative
SiBelle Isreal
Coldwell Banker
Santa Barbara
“I have found Steve's input valuable in many ways. Steve has been able to keep me focused on the "Big" picture while I sometimes become to involved with "details". One of Steve's strengths is to recognize mine and point me in directions that take advantage of those strengths. I would recommend Steve without reservation knowing that he will put his client's needs first. I welcome any calls or inquires from anyone considering working with Steve.” April 29, 2008
Top qualities: Great Results, Good Value, Creative
Bob Widing
Coldwell Banker
Santa Barbara
“Every business person should work with Steve Shull! Coaching with Steve has been life changing with huge personal and professional rewards. Steve is phenomenal at 1:1 coaching and in a large team environment.” April 29, 2008
Top qualities: Great Results, Expert, Creative
Lori A. Torres
The Irvine Co.
“Steve has been my coach for my real estate business for about 4-5 years now. He is fantastic! Always motivating and pushing me to be the best I can be. He is able to see things in myself that I am sometime blind to. He reminds me of my value and abilities and encourages me to always move forward and be in action towards the things I want in life.” April 29, 2008
Top qualities: Great Results, Personable, Creative
Christophe Choo
Coldwell Banker
Beverly Hills
“Steve was my coach for a number of years and very helpful and effective for me. He has a very strong work ethic, and I loved his whole body/mind philosophy..I was able to increase my business as a result of my relationship with him. I would highly recommend him as a coach. Thank you.. Steve”
Top qualities: Great Results, Expert, High Integrity
Carole Schiffer
Coldwell Banker
Brentwood
“Steve has really helped me from the start of my career to advance my business, he cares a great deal about your progress and does everything in his power to help you succeed”
Top qualities: Great Results, Expert, High Integrity
Michelle Nissani
Coldwell Banker
Beverly Hills
“Steve is an incredible coach and motivator. He clearly sees what is important in situations and has an uncanny ability to put aside what is irrelevant. He has had a profound effect on my profesional life.”
Peter Kinnaird, Agent, Teles Properties
“Steve gets straight to the point. One of the sharpest arrows I have ever known. If you want your career to go to the next level, take advantage of all he knows. I first met him as a Keller Williams agent, but now have transitioned into the Investment Advisory World and have taken everything I learned from him into my new endeavors.”
Top qualities: Expert, High Integrity, Creative
Al Knobloch
Financial Consultant
“Steve is an expert in the field of coaching. His ideas are inventive and out-of-the box. He encourages his clients to be the best that they can be in their lives and in their business. Our business is at a totally different level since coaching with Steve because he has pushed us out of our comfort level into an exciting heights that seemed out of our reach. We highly recommend Steve Shull as a coach. You will be delighted with the results.”
Top qualities: Great Results, Expert, Creative
Betty Comegys
Surterre Properties
Newport Beach
Nora Wendel, Sales Associate, Coldwell Banker Brentwood
“Steve helped me take my business to the next level! He helped boost my confidence and continues to help me with ongoing business situations. I highly recommend him.”
Top qualities: Great Results, Expert, Creative
Carol Wolfe
Coldwell Banker
Encino
“Steve knows how to help you set goals and actually achieve them. He can be tough while being very supportive at the same time, which is a great combination. He has helped me stay on track and achieve goals beyond my expectation.”
Top qualities: Good Value, High Integrity, Creative
Chaya van Essen
Teles Properties Beverly Hills
“One word sums it all up for me: BRILLIANT! That is what I think when I think of Steve Shull! Not only is he BRILLIANT but he is also a genuinely caring individual. In our difficult business of Real Estate some of the essential factors to achieving great success are; being surrounded by leaders who are innovative and think outside the box, who lead by example of hard work, consistency and perseverance, who are supportive in their tactfully guiding way, and who are exceptional human beings! Without a doubt, I think of Steve Shull and his team when it comes to the success that I am achieving and will continue to improve. I would highly recommend Steve Shull and Performance Coaching.”
Top qualities: Great Results, Expert, Creative
SiBelle Isreal
Coldwell Banker
Santa Barbara
“I have found Steve's input valuable in many ways. Steve has been able to keep me focused on the "Big" picture while I sometimes become to involved with "details". One of Steve's strengths is to recognize mine and point me in directions that take advantage of those strengths. I would recommend Steve without reservation knowing that he will put his client's needs first. I welcome any calls or inquires from anyone considering working with Steve.” April 29, 2008
Top qualities: Great Results, Good Value, Creative
Bob Widing
Coldwell Banker
Santa Barbara
“Every business person should work with Steve Shull! Coaching with Steve has been life changing with huge personal and professional rewards. Steve is phenomenal at 1:1 coaching and in a large team environment.” April 29, 2008
Top qualities: Great Results, Expert, Creative
Lori A. Torres
The Irvine Co.
“Steve has been my coach for my real estate business for about 4-5 years now. He is fantastic! Always motivating and pushing me to be the best I can be. He is able to see things in myself that I am sometime blind to. He reminds me of my value and abilities and encourages me to always move forward and be in action towards the things I want in life.” April 29, 2008
Top qualities: Great Results, Personable, Creative
Christophe Choo
Coldwell Banker
Beverly Hills
“Steve was my coach for a number of years and very helpful and effective for me. He has a very strong work ethic, and I loved his whole body/mind philosophy..I was able to increase my business as a result of my relationship with him. I would highly recommend him as a coach. Thank you.. Steve”
Top qualities: Great Results, Expert, High Integrity
Carole Schiffer
Coldwell Banker
Brentwood
“Steve has really helped me from the start of my career to advance my business, he cares a great deal about your progress and does everything in his power to help you succeed”
Top qualities: Great Results, Expert, High Integrity
Michelle Nissani
Coldwell Banker
Beverly Hills
“Steve is an incredible coach and motivator. He clearly sees what is important in situations and has an uncanny ability to put aside what is irrelevant. He has had a profound effect on my profesional life.”
Peter Kinnaird, Agent, Teles Properties
“Steve gets straight to the point. One of the sharpest arrows I have ever known. If you want your career to go to the next level, take advantage of all he knows. I first met him as a Keller Williams agent, but now have transitioned into the Investment Advisory World and have taken everything I learned from him into my new endeavors.”
Top qualities: Expert, High Integrity, Creative
Al Knobloch
Financial Consultant
“Steve is an expert in the field of coaching. His ideas are inventive and out-of-the box. He encourages his clients to be the best that they can be in their lives and in their business. Our business is at a totally different level since coaching with Steve because he has pushed us out of our comfort level into an exciting heights that seemed out of our reach. We highly recommend Steve Shull as a coach. You will be delighted with the results.”
Top qualities: Great Results, Expert, Creative
Betty Comegys
Surterre Properties
Newport Beach
© 2009 Created by Steve Shull on Ning. Create a Ning Network!
