Training & Business Development: Refer, Reject, or Qualify and Accept?

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There is tremendous value in pre-screening and qualifying every possible buyer
RISMEDIA, Feb. 8 ? After teaching ABR designation classes for years, iSucceed Mentor Jim Remley, a veteran buyer?s agent, has heard the same questions countless times over, ?Why should I even care about buyers at all? Doesn?t the real money come from representing sellers??

Remley responds by helping his colleagues understand the big picture, ?Over half of the buyers you may meet or do business with are actually sellers in disguise. If you really care about taking listings, buyers should be of great importance to you, because they are a great lead into taking listings.?

While it may be valuable to work with buyers, it can be disastrous to agree to represent any potential buyer who walks into your office ? even if you may in dire need of that next transaction. Successful agents have come to realize the tremendous value in pre-screening and qualifying every possible buyer: it saves otherwise wasted time and gives those agents the greatest chance to turn a profit.

Another frequent objection to working with buyers is that they are just too fickle, and thus the chances of getting burned simply render the opportunity too cost-prohibitive.

?Not if you learn how to effectively and rapidly qualify your potential buyer right from the start,? explains Remley. ?Rather than wasting weeks or even months trying to coax reluctant buyers to purchase a home, all you need to do is learn a few basic questions that will save you days of unwanted frustration.?

But how can an agent effectively qualify a buyer without turning them off? Here are just a few powerful tips excerpted from Remley?s interview:

1) learn how to read the signals

2) learn how to say ?No thank you?

3) learn how to train your buyers to work with you instead of against you.

?Above all,? Remley concludes, ?we must learn to give buyers the same respect we offer sellers.?

On this week?s RISMedia/iSucceed Business Development and Training Call, Remley reveals the time-tested tips and tactics he uses to weed out casual window shoppers from serious home buyers.

Listen in and discover how easy it is to successfully refer, reject, or qualify and accept a potential home buyer. The interview, hosted by iSucceed?s own Bill Shue, will be available from Feb. 9-15 at http://www.isucceed.com/rismedia/interview.

Remley is a real estate veteran and a proven leader in the psychology of selling. Starting at age 19, he began a meteoric rise to success: obtaining his real estate license, listing over 150 properties, and ranking among the top 1% of Realtors nationwide within his first two years in real estate.

Using an aggressive training program, he led ?All State Real Estate? to become a local leader in his community. Today the company is now one of the largest independent real estate firms in Oregon; eleven branches strong, and growing. Remley has since become a prolific coach and speaker, often teaching at company seminars, state associations, and national conventions.

In addition to selling real estate, teaching, and managing his various companies, Remley is also an active real estate investor with a personal portfolio of over 70 rental properties, including a mixture of single family, residential, and commercial units.

Next week, enjoy a fascinating conversation with Sandra Nickel, who explains the advantages of niche specialization, and how agents who choose to specialize must strike a fair balance between narrow expertise and broad management of the home sales process.

Every Wednesday the RISMedia/iSucceed Business Development and Training Call reveals valuable real estate strategies and introduces agents across the country to the full 30-minute iSucceed Weekly Counseling Call, available only at www.iSucceed.com?the most comprehensive Internet provider of real estate tips, tools, secrets and success strategies from more than 175 of the industry?s best and brightest.

Listen to this week?s interview at http://www.isucceed.com/rismedia/interview.

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