Are you asking the right questions?

          As I role play with other professionals and we critique each other, we find our business improving and are skills growing.  I've been in this business over 25 years and I still learn.
          One thing I noticed is that the mistakes we make, veterans included, are BASIC.  We it comes to competition, you don't have to be twice as good as your competition...to increase your success, you just have to be a little bit better.  Think of the NASCAR races:  The winners aren't twice as good as the losers...they are just a tiny bit better...that's all you need to be...just a little bit better.

How do you get better?  Take every class from an instructor/coach you admire and pay attention.  If you get ONE or TWO good ideas to add to your business, it was well worth your time.  Now ADD THEM TO YOUR BUSINESS.  Use them.  It does you NO GOOD to know these things...USE THEM!.

ROLE PLAY with your peers...put each other on the spot...buyers and sellers will, so be prepared.

One of the hardest things we have to learn is to PAUSE.  New agents are good at this.  They don't know what to say, so they say nothing.  Veterans can learn from them...many questions posed by buyers and sellers are answered by themselves...breath...think.

Most of the "mistakes" we make are at the BASIC level.  Constantly educate yourselves and work with your peers AND STAY AWAY FROM NEGATIVE PEOPLE.  They are death to sales people!

During your interview with sellers and buyers, ask OPEN ENDED QUESTIONS.  Ask WHY a lot, but not so much you become annoying.  "We want 4 bedrooms"  "We want a dining room"...ask why...take yourself to a more professional level.  Otherwise, you are just an order taker.  Take lots of notes.  And time based questions are the most effective....

Think about this...you are knocking doors or phoning...your question to the prospect is "Do you know anyone planning to move in the near future?"  Answer is NO...rephrase this..."Of all the people you know at work, church,.....WHO do you think will be the next to move?"....It's open ended and TIME based...a much better question.  Role play good questions until they become easy for you to use.

For more ideas on improving your business, call me.  I would welcome a healthy discussion.

Laurel Grandle sells homes throughout the East TN Area, including Knoxville, Karns, Farragut, Halls, Powell, Loudon County, Knox County.  She specializes in Lake homes, Luxury homes, Historic homes and is an expert at matching buyers with the right house, regardless of the area or price range, she has over 25 years of experience and has helped thousands of clients with their real estate needs.

Here is what some of her clients have said about her recently, “Laurel has an unlimited amount of patience.  My family has very specific needs and she understood them and worked with us until we found the perfect home at the right price.  I don’t think anyone else would have done that for us and we’ll always be thankful we found her and worked with her.  She’s wonderful!”  Margo

“Laurel has accommodated us on many occasions very quickly, as our schedules change all the time.  She was always understanding of the time and date changes and she helped us find a great house.”  Williams

“Laurel really knows the area and the market.  She didn’t waste any time…she showed us what we ask for in the location we wanted and made the whole move a very good experience for our family”.  Robert

“Before we wrote an offer, Laurel did a detailed market analysis for us and discussed it with us so we understood what a fair price would be.  She went over the entire contract in detail and clarified everything for us.  We purchased with confidence and we’d never use anyone else IF we ever decide to sell!”  Anne

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