awesomenjagents: 2010

Wednesday, December 22, 2010

step-3-top rss feeds directory

STEP 1.

http://www.screencast.com/users/lindenjr/folders/Jing/media/30ecf7f7-dc31-4d87-8617-2fe34ffc1a64

if links are broken,, just move on. thanks

please use the following info to register

the sign up email is the one you registered

the user name is the email user name you registered

some do not require register,.. so just submit

keywords
lower property taxes
tax appeal
tax appeal guide
real estate tax appeal

feed to submit

http://lowermypropertytaxnow.blogspot.com/feed

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Wednesday, March 24, 2010

$250k worth of Super advice

The following is a series of excellent notes taken by one of my agents while listening to million dollar agents

Warning Reading every word of this post make make you a million dollars
it has already gave this 3 year rookie agent over $250,000 in Gross Commissions.

WORKING W/ BUYERS-4 stages of learning: (LOL... I was cracking up on this and i had to rewind many times. LOL... but i got it

!1) UNCONSCIOUS INCOMPETENCE- You don't know what u don't know! Example, new buyers don't know what they r doing. What they need to do in order to buy a property or the steps it takes to find a home. Also, new agents have no idea what they r doing until they put a few deals 2gether)

2) CONSCIOUS INCOMPETENCE- ( I think I am not 100% on this one) You know what's right and what's wrong. And u choose not to fix it. (? is that right??)

3) CONSCIOUS COMPETENCE- You know what you are doing but it doesn't always give you the greatest level of results. You need to think about what u do before u do it.

4) UNCONSCIOUS COMPETENCE- You don't even think about how to do something. You do it a

nd you have a great deal of success with it. Like cooking w/ out having to measure the ingredients or look up a recipe.90% of buyers are Consciously Incompetent. They don't know what they don't know and don't even realize it.U need Framework... -

Get ppl Face 2 Face. This tests their dedication to buying. "come meet me in my office" or go to meet them in their house.- Qualify them well so you can determine if they are going to buy before you waste time-

Don't meet w/ ppl who R NOT GONNA BUY HOMES.- Be UNSTOPPABLE... keep thinking of ways to meet w/ them, to show them houses, to work something out no matter what. If u get PAST 4 NO's in a call, you have a 60% chance of doing business w/ them.

What SELLERS want: -Best price -Best time frame-Painless ProcessWhat BUYERS want:-Selection-Best price (good deals)-Ease of businessPhone Script (Main Questions/Points)...

OVERVIEW*INTRO I rec'vd your request for some info on hot new deals. Just want u to know I will be sending u that info....*

Are you working w/ any other agents right now?*

How long have u been looking?*Do u have a time u need to buy/sell a home? - the buyer says he has a home to sell and then he wants to buy another.

The buyer is unsure if he wants to sell then buy or rent it out. <---- Question 4 U- How do u know which is the best idea? Sell then buy? Buy, then sell? Whats the BEST option in order to not have any major issues later on and also the best answer 4 them? IMPORTANT! Do not get into a discussion on the phone over this! You need to do a face 2 face meeting. This can be deadly and u can lose them by making big mistakes in your approach and you have not established enough of a relationship.

Use this call to establish a relationship with the buyer.*Do you have any homes that you are already interested in? -If buyer indicates that there is nothing serious pending, then introduces his services and that he has property lists no other Realtors have.

*Even if the buyer is asking you to email them instead because they have no time and they feel its easier, you should NOT. You can tell them "I can absolutely can do this for you however, I would like to give you the best service and show you the lists I have and help you to determine which properties are the best deals.

*Even if other Realtors are offering them the same thing, you have to keep making it seem like yours may be even better than what they have. "I have a unique program.... I have access to ALL kinds of properties, new construction, bank owned, foreclosures, vacant lots. You may not have the same property info that I have.

If they claim to have access to the MLS you have to tell them "yes but can you determine what a good deal is from there? Also its unfortunate but many Realtors don't update the MLS the proper way and some info may be inaccurate."

*If they say they are "not looking to commit to anyone right now"... I'm actually not looking to lock you in. I just want to get you signed up with our program.

When is a good time for you to spend 15 mins w/ me so I can do that for you? weekends? weekdays?"*"Uh...Im super busy, I just don't know..." you get past by saying "I can appreciate that.

I myself know what its like to be so busy, but that is exactly why I want to offer this, so you don't waste time on properties that don't meet your criteria. You won't have to call a bunch of realtors..." keep trying to get face 2 face.*

Remember the 3 main "buttons" of what buyers want.* Make sure when you get them to commit to an appointment you set them up at your office.* Then.... "Ok, just I get a better idea of what your needs are so I can prepare for our appt, "How much money do u have for closing costs?"... and start qualifying them w/

"How's your credit?..." To determine if YOU want to work with them or not.* Don't sit with them if they have issues with their credit or sound like they are not able to buy w/out FIRST getting them to speak to a Loan Officer and making sure you can work w/ them or not.

* Test their motivation... "if a really hot deal were to come along and made good sense to buy, would you be able to move in on it? (he says something like that but I'm not sure that was the right way to say that... is that right???)

*"So, can you pls do me a favor? If from here to our appt you want info on a property or you need to ask me anything can u pls call me @ __#__ and I will make sure you get that info.Goals of the call are to...-make an apt

Face 2 Face-Qualify the buyer, see if u want to work with them-Test their motivation.Disqualifying factors--bad credit/ no credit-bankruptcy-no money to put down or towards closing costs-not willing to move within 3-6 mos.

(Keep them as a contact, but keep checking in on them The more you seem to show the buyer that you have everything you need and are ABLE to get them a property and get them situated the more likely they will be to engage in business w/ you

.Never show a person just 1 house... show like 3-4. One is a total waste of time. It doesn't give u the proper amt of time to establish a relationship with the person for you to KNOW what their needs are??Work on getting past 4 NO's in the call... thats a GOOD call, u know u did a good job.ARE YOUR EYES BLEEDING YET??? LOL

Buyers On Phone Worth $500 per hour??

Listening to this may make you RICH:

In fact the information contained may be worth a million bucks...

It was to the agent interviews that we took furious notes on...

The below is from my secrect vault from a agent on my team to really listened and took the best notes,....

So far below the info has been worth about $250,000 in gross commissions in the last 2 years alone and I have only been an agent for 3 years.

So read every inch of the long excellent notes below,...

Linden.

Your mentality is simple: YOU NEED TO GET THE PERSON IN FRONT OF YOU!You can't sell a house over the phone. Ppl want/ need a face 2 face relationship. We need to say everything we know legally, ethically, and morally to get these ppl to agree to a face 2 face meeting.

If you can't get them to agree to a face 2 face in the office take them to see a house and establish your face 2 face on the road. Either in the car on the way to the appointment (ride together) or go back to the office after the appointment, or spend extra at the property.

The more time you spend with them the better rapport you build with them. The objective is to create a mutually beneficial relationship with the buyer that will last a lifetime...a relationship t for leads them to always call YOU for any future business, concerns and referrals. Create a genuine relationship/not to look at them as $$$ signs!

They need someone to guide them out of their Unconscious Incompetence or their Conscious Incompetence. When you meet for the first time, what you want to establish is: Mr & Mrs Buyer, this is a process not an event.

There are hundreds of steps and many things to accomplish in order to get the house you want and close on your home.

The main thing I want to do today is tell you what your options are, let your decide what's best for you, give you a free list of properties today, and then you can tell me if this is what you want.After about 15 or 20 minutes they should start thinking that you are the right person for them.

Buyer Counseling document, Buyer Agency Agreement, and Buyer's Advantage Agreement can be used for first face 2 face apt.The docs are there to help you and add value to you, your service, and help you build rapport with them.

It justified why someone should give allegiance to you and refer their friends/ family. (... just letting you know their position on these docs. Do you actually use these??)You can always get more money, but you can never BUY more time! - using all the buyer agreements/ system helps you to not waste TIME on buyers who can't or won't buy...

Your TIME is extremely valuable and the longer you have been in the business, the MORE VALUABLE you are.Most purchases are based on emotion and not based on necessity. So, you want to tap into this emotion. "even though I need it, I am emotionally attached to the vision I want to make."

Help make their vision happen for them. This is why they are so greatful at the end of the process.Once you meet them, ask them what works best for them... what they prefer and how you can do the best job for them. "what works best for you? Phone? E-mail?

What are you looking for from ME?...How can I provide you the best service? What things are important to you in this process?" ... We KNOW they want 1)selection 2) best price/deal 3)ease of business , but what else are they looking for?

What do you want to tell your friends and family about your new home? about the process?You have to believe that if you succeed in making the buyer happy, there is a lifetime of opportunity waiting just from THEM

.Never show a buyer just 1 house, BUT you can use 1 house as a way to get a buyer face 2 face for the 1st time. Sometimes you have to do your face 2 face on the road, but you have to be smart about it.

Drive together to the property this way you can introduce yourself and get to know each other in this time... (**I just thought of this one... maybe you can tour the neighborhood a little bit if they are not that familiar with the area or you can point out where the shopping district is, the banks, the supermarkets.... Just a thought. I think it would help!) also,

spend as much time as possible at the property so you can establish rapport and build a little more on your relationship with them. Bring them to the office after the showing so you can discuss getting them financing, and show them more properties that they can see.

Qualify them as buyers to see if you want to work with them. "...listen, next time I want to show you 2 or 3 houses." You can continue to build rapport this way also. This is a good way to do this if meeting in the office doesn't work for you. There is an agent he mentions who sells 8-10 houses a month following this method.

You can still be very very successful following this method! But it is important to follow up this appointment with meeting with them at the office or their house afterwards to qualify them properly and find out what their needs are.

You have to believe that if this person contacted you, you show them a property, start to establish a relationship and go back to the office, THEY ARE GOING TO BUY A HOUSE FROM YOU!

When you meet with your buyer for the 1st time, you have to "put your best foot forward" and do your best to follow the techniques because if you do not do this properly, it may be the last time you hear from them/ see them. This may be a one time shot...its up to you not to miss it!Establishing rapport is finding out more about the person as well as the other person finding out about you..."where do you live?...

Oh, I used to live in that area myself." "Any kids?... I have kids also!" Pick any thing, an observation, and try to find out what you have in common with them. *You can also mimic their body language! If their arms are folded, fold yours!...

If their hands are in their pockets, put your hands in your pockets!...If they slouch, you can slouch! There is a certain power and psychology to this!Break the ice!... Be genuine! Don't seem desperate, in-genuine, deliberate. Give them a compliment!Tony Robbins sales training suggest that you should build rapport with COMPLIMENTS.

"Building rapport is the most important element of influence in the sales business. The most essential aspect of rapport is TRUST! **PEOPLE DON'T CARE HOW MUCH YOU KNOW, TIL THEY KNOW HOW MUCH YOU CARE!!**

(If you want to find and refer to this section of the recording it was around the 33:00 minute mark on the recording I thought this part was really GOOD!) This is the reason why people buy from their friends even if their friend is a lousy sales person. Because they trust them and their friend cares about their needs.

Quickest way to bond w/ ppl is through compliments... An effective compliment makes ppl feel important, appreciated, noticed, but not flattered.1) State the compliment: Pick something to compliment. (their car, that they seem like a nice person, their demeanor on the phone.)

"I could tell on the phone that you were a pretty nice guy. You are pretty easy to talk to. How did you become so effective on the phone?" 2) Tell them something you sincerely like about them. Then ask them something about it. (Hey, how do you feel about the newer model of this car?"

If they are a referral or a 3rd party that helped you find this buyer you could say "you know____ had nothing but good things to say about you."More pointers for 1st face 2 face... You should ask them and inform them about buyer agency. "Listen, I really appreciate you coming out here to meet with me today.

You guys have plenty of options when it comes to buying and I just wanted to share about 5 or 6 minutes explaining to you what's available to you. Are you familiar with buyer agency?" If yes... "Good this will be a really good reminder for you." If no, " well... this will be helpful for you. Prior to 1994 buyers had to purchase homes through listing agents. Listing Agents are obligated to look out for the best interest of the seller.

How would you feel if the person who you are relying on to help you buy this house is actually using your hard earned money and information against you in order to close a deal? Is this what you want? (shake your head NO... they will shake their head no too or agree with you)...

"Good news is that since 1994 they created buyers agency, now you can have someone working on your behalf and finding you the best price, deal, terms, conditions and limiting your liability. Best part for you is that I get pd out of the transaction so you never have to write me a check.

"Never say its FREE... "Its pd out of the transaction. It comes out of the purchase price for the home... its part of the deal. The selling agent can help you but its very limited. They can show you the home, get you financing, and draw up contracts, but that's about all. They can't negotiate on your behalf. Their interest is for the seller and they certainly won't talk you out of buying the home because they won't get pd.

I can get you as much info as I can on the property as possible, make sure you get the property properly inspected, get you comparables to ensure the property is worth what you are paying. I will give you reasons NOT to buy the house if I feel there are issues that will not be in your best interest.... see why its more beneficial to work with a buyer's agent than a seller's agent? well, let me show you what's involved

.(I got up to 47:00 minutes out of about 58:00 minutes... i need to go back because I didnt understand what he was discussing in terms of some collecting transaction fee and their forms. I think! I think I really got it all but i have some doubts ... do you know ??)

Millionaire Agents Speak,....

The Ramblings Of Millionaire Agents

The following are rambling excellent notes on an interview we listened to top millionaire agents When they talk we listen. PERIOD.

So Here's what to do,... u owe me one for this :-)

Listings-"Are you planning on interviewing any other realtors?"...
If Yes:"I would like to ask you if you would mind interviewing me last... when are you inteviewing other agents?

Pls, can we schedule for some time that same day in the evening? or the next day? I just want to make sure you get to interview other agents and see what they can offer you as opposed to what

I can offer you and how I can get top dollar for you over the other agents you interview"Suggestion re: follow ups of indecisive sellers:send car or post card "Thank still you for meeting with me the other day.

I know you are still CHEWING it over... Hope these brownies can help" This is supposed to make a very big/ lasting impression on your clients. Mike/Jay use this method and they have had success each time they use it. (as per what the tape says)Inspections:You really should not waste time at any inspections. We can not in anyway change the outcome of the inspections regardless.

Buyers "don't know what they don't know."When you have already put together an offer "Ok, here's what happens now... When we get the offer accepted, I will contact the loan officer/ lender and make sure that you get squared away in terms of you financing.

Then we set up a home inspection in which we can use (Inspector #1) or (Inspector #2), here are their cards. Either one is acceptable and you can coordinate with them based around your sched. That day I would meet you there and introduce you to the inspector and have him walk you around the property.

Before I leave I will have him sign something for me authorizing me to rec'v a copy of the inspection. When I see it, I will review it and point out anything that may or may not be an issue, and we can take it from there and see what you want to do."

Basically, you can make it seem like you want to eliminate any possibility that you may affect the outcome of inspection. You are not needed at the Inpection! Buyer/ Inspector can turn off lights and lock doors

.Promoting Yourself in presentantions:When you are promoting yourself, in order to beef up your credentials you can use the company's statistics ( as a whole ) and attach yourself to it. You are apart of the same group and attach yourself to their success. (example- Our office is the #1 in____....)

If you find yourself competing against a top producing agent, you have to play up their flaws. Example they used was of an agent that lists 800 houses a yr but has 400 expired) "This agent lists a ton on houses and is great at what he does, but 1/2 or 50% of his listings expire!

My percentage of expired listings is ____. Listing Presentations:In order to set your listing presentation apart besides the CMA and if the price u suggest is not what they are expecting, you can tell the clients that based on the research of the area properties in this price range do well selling statistically.

Show them that there are X# of active properties and X# of sold/under contract in the same price range in the area. You can also use other programs to create even more examples of this (? Claris Metrics and/or Broker Metrics and possibly another program) to show that you have done your research and to add how much you KNOW about this then them.

Also how much more you know over other agents. (Maybe we can use Zillow.com for the same purposes. I am not familiar with the programs they mention)-Market Trends-Claris Metrics-Broker Metrics -Focus1stLLC.com-Realreports.com

Use these programs and zone in on a zip code and show how many properties are on the market for the same price range and express the likelihood of the property selling.Do your report on the good and bad things in the area ..."generally speaking Union City, NJ is experiencing a sort of decline in the market and prices are coming down however you are in the price range where the houses are selling the best.

"Q- How many homes have you sold in this neighborhood?? (...and you know your answer is really ZERO) A- Well, I specialize in ______ area and generally I spend the majority of my time marketing my listings, so while I have not sold many properties in this neighborhood I have sold many homes in the whole ____ area and I have been getting around 90% of the price my clients are looking for.

So, I am confident that the marketing strategies I use will work for you and get your house sold. I focus on getting you the results you want and I also bring my buyers to my properties. So when would you be good time to come over and show you what U can do for you in comparison to what other agents may offer you?"

(Objection) Well, we're really looking for an agent who sells in this neighborhood..."Well, here's the thing.... let me ask you a question...do you want someone who can market your property to a small number of buyers and is hoping that they can find a buyer, or to have someone who can expose the property to a much larger # of buyers and bigger market with more buyers and sellers which is gonna drive up your demand?

getting you the price you are looking for? Which is more important to you?

"They will prob say price....."Ok, I'm not saying that you have to pick me, but of you do, you will benefit from all the marketing and advertizing I do to target buyers in your area and you will also still have the opportunity to work with the other agent as a buyers agent and have him bring you his buyers and show the property.

This way you can have both of us, not just one of us" (<---- I LIKE THIS ONE! LOL.... Very SLIIIIIIICK!)To stop deals from falling apart on the financing end you should always demand that buyers are pre-qualed, ofcourse.

But if you are dealing with sellers who have already experienced being close to closing and then the deal falls apart on the financing end and are looking for you to make this deal close... You can tell your sellers you are going to entertain back up offers and you will not take the property off the market until the buyer has proof of commitment.

If buyer/ agent give u a hard time, "well, you have to go through this process regardless if you really want the property."

closing your buyer

Once you have thier loyalty, you need to sell them a house and keep thier loyalty.

Keep your word and do what you promised and get rich?

Tell them here is how to be loyal, tell them that when they come ascross properties to let you know
whether its, craigslist,fsbo, ads or anything. that all they need to do is forward the info to you.

and you will get them in with no hassles, no pressure, no cost and no obligation.

Now here is a simple equation

No appointments + no house showings= no contracts=no closings=no money

So everyweek send your buyers a list of homes
every week CALL them with this simple script,

Hi Mr Buyer, How are you?
Hey just wanted to let you know I sent you this weeks hotlist.
I saw some deals on there you might like.
Which day this week are you available to look at homes?

three simple steps
1.send them list of homes
2. Call them to look at homes
3.take them out looking at homes.

Thank You!

Linden Moe
Team Leader of the "Top Ten Team"
Citizen's Premier Real Estate
cell 732-857-0285
Direct 1-877-210-2416 ext 7
Office 201-432-1600
Linden@BestBuysInNj.com
www.BestBuysInNj.com

Visit http://www.BestBuysInNj.com for 1,000's of homes by all real estate companies including bank owned, distress Sales.

SEllers- Find Out What Yout Home is Worth Online!http://www.HomePricingNj.com

Hire A Pro. Thank You for making us........Top 5% out of all realtors in Hudson County for helping buyers!Top 10% out of all realtors in the Entire U.S for income earned helping buyers!

buyer presentation after rapport

After you build rapport,

Say to the buyer,

Oh mr buyer by the wat, do you know the diffrence between buyers and sellers agents?
You have lots of options available to you as a buyer in todays market.
I just want to go over them so you can make the right choice and buy with confidence.

The listing agent represents the seller and the seller inerest, thier job is to get the most amount of money for the seller and protect the sellers interest at all times. You dont want your hard arned money going to someone who works against your best interest, do you?? (shake your head NO)

This is why they created buyers agency.
As buyers agents.
1. We work for the buyer and represent the buyers interest at all times.
2. Our job is to get you the best house for the lowest amount of money possible, get you a really good deal, and thats what you want dont you? (shake your head yes)

We will get you access to ALL homes by ALLreall estate companies including, for sale by owners, foreclosures, expireds, and all really good deals on the market.

1. We limit your liability at all times.
2.We will research everything on your behalf to make sure you never risk overpaying for a home.
3. We will research everything about a property even find reasons for you not to buy the home.
2.We will help you find out what they owe and where they sit with equity.
5.We will negotiate the best possible price and the best possible terms for you.
6. we will get you access to all professionals, including lenders,attorneys, inspectors and appraisers.
7. We will get you the best possible financing at the best possible rates.
8. if we dont do a good job you can fire us anytime
9 using us will save you a minimum of 10000
go through the presentation show them
our cancellation paper
our savings paper
our benefits paper

then simply look them in the eye and say and for all these services all I ask for in return is your loyalty.
that you not cheat on me with other agents as long as i'm doing a good job or you.

does that seem fair mr buyer?? then just ok this loyalty agreement so we can get you the best possible deal and get you these benefits, so you can make the right choice and buy with confidence.

get them signed ,now you have a true buyer.

and then next how to enforce loyalty and take care of your buyer.

Thank You!

Linden Moe
Team Leader of the "Top Ten Team"
Citizen's Premier Real Estate
cell 732-857-0285
Direct 1-877-210-2416 ext 7
Office 201-432-1600
Linden@BestBuysInNj.com
www.BestBuysInNj.com

Visit http://www.BestBuysInNj.com for 1,000's of homes by all real estate companies including bank owned, distress Sales.

SEllers- Find Out What Yout Home is Worth Online!
http://www.HomePricingNj.com

Hire A Pro. Thank You for making us........
Top 5% out of all realtors in Hudson County for helping buyers!
Top 10% out of all realtors in the Entire U.S for income earned helping buyers!

Meeting The Buyer For 1st time

>building rapport first with your buyer>>

If they dont like you ,or trust you...They wont listen to you.

Build rapport first,..

No Hassle ,No Preeure Np Cost or obligation from your buyer

soooo relax and they will do the same

be enthisasic
smile
be happy to see them
give a sincere compliment.

ask questions using who, what when why how.

>>where are you from?

>how long have you lived there?

>why did you choose there?

>who do you live there with?

>what do you like or dont like about there?>>

1. thier reason for buying a home?>
why are you buying a home?>where are you buying a home?
>whats important to you?
>what are you buying?
>who are you buying with?>
>
2. what do you do for a living?>
where do you work?
>why did you choose that field?
>how do you like that field?
>who do you work with?>>

3. what do you do when your not working?>
where do you do that?>how did you get into that?
>why did you get into that?>who do you do that with?>>

next post........ add value

Now go sell some houses,... :-)

linden moe

Agents Earn 50k-100k or more

Award Winning Real Estate Team...with an Overflow of Serious Prospects... Seeks Professional Full Time Agents Who Want to Work Reasonable Hours, Make More Money and Have a Fullfilling Life!
"
]I Guarantee You Will Make $30,000 or more Over the Next 12 Months or I Will Pay You $10,000 Cash!"* - Top Ten Team

That's right -- make more money (GUARANTEED) and have a more fulfilling real estate career! My name Linden Moe, and as you may or may not know, I’m an “untraditional” Real Estate Team Leader... consistently finding that we have an overflow of Buyer and Seller Prospects and VIP Clients - and not enough team members to help them.

Over the last 2 years I have been personally mentored by 2 of the Top Real Estate Sales Leaders In The World, and have been able to watch our real estate business grow exponentially.

We are currently generating 100+ Buyer And Seller Leads per month, EVERY MONTH, all while working a normal work week. This is because of my unique marketing methods and systems, our team continuously has an overflow of prospects to follow up with... and they all want information on how to purchase property and sell their existing home. This is where you come in:

You Could Increase Your Appointments and Closings -- Literally Overnight! Our System can put you in the very enviable position of helping to assist these prospects. You see, most of the people who call day-to-day need an agent to work with. That’s right, all of the Buyer and Seller prospects call us - my Team does no cold-calling. I’m looking for serious real estate professionals to handle these prospects.

Here's My Offer...

I’m offering to give you an endless stream of leads and appointments to work with in exchange for you joining my team. Sales Associates on my team make a lot of money, but more importantly - they keep all of it. There are NO hidden expenses. Plus you will receive leading edge training on all of our systems, marketing and consumer programs as well as ongoing Coaching and Training From The Top Real Estate Trainers In The Country, with NO cost to you.

We have prepared a free, no obligation report titled "Success Now, Guaranteed" detailing how our system works and how you can benefit. email us at info@njtoptenteam.com Thank you. Your inquiry will be held in the strictest confidence!

awesomenjagents