by Suze Cumming | Jul 16, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Powerful questions build trust, persuade people, unlock crucial information and guide the process. If you want to be a master at high integrity sales, you’ll need to develop the skill of asking powerful questions. Powerful questions dissolve defensiveness and build...
by Suze Cumming | Jul 9, 2015 | Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Our ability to listen is critical to achieve practical empathy. If we cannot listen in a deep and meaningful way, we will never understand our prospective clients well enough to earn their trust and therefore their business. Much has been written about listening and I...
by Suze Cumming | Jun 25, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
If we try to persuade a prospective client to say yes without using an empathetic approach to find out their reason for not saying yes, we will set up a cycle of defensiveness and conflict that will result in a lack of trust. To be successful at building the trust...
by Suze Cumming | Jun 18, 2015 | Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Our brand is our uniqueness, our value, what we offer and how we offer it. It is why people choose us. It’s not our logo or our slogan but what’s real and true about us and about our business. Aligning all of our marketing and messaging with our brand is critical to...
by Suze Cumming | Jun 11, 2015 | Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Are you curious how some agents can sell 100 or more properties a year and still have time to think? Sure, they may have assistants and buyers agents but still – if you are super busy doing 10, 20 or even 40 transactions per year, they must be doing something...
by Suze Cumming | May 28, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Imagine you are going on a listing appointment. You really need to land this listing. You’ve been in a slump and money is tight. In fact, your line of credit is maxed and mortgage payments are piling up. If you can just get a listing , you’ll get it sold and you’ll...
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