GOOD NEWS ALERT!!!!

For those who have not heard the Fed lowered the interest rate by ¾ %, which was 1/4 lower than predicted sending the already low rates down further. Today I am seeing rates as low as 5.3%. COME ON….. You cannot have your clients miss this golden opportunity. Lower housing prices + low rate = GOOD DEAL!!!!!

 I personally think that the Fed will do us one better at the end of the month when they meet, it could be has low as another ½!!!!  Have your buyer clients understand that if we see housing prices go lower (for those waiting for the bottom) it would most likely be because of an interest rates rise. If the interest rate rises and the house price drops a little it will COST MORE per month for the same house today…… Ask your mortgage rep for the formula so you can show your clients.

Your favorite radio station is…

  Remember, only YOU can make YOU miserable and only YOU can make YOU happy.  BE happy, DO things that Happy People do (smile, laugh, etc.), HAVE the things that make you happy.  Start by being happy.  If you are happy, you aren’t complaining to others about your problems.  Everybody has problems. Everybody. I have my problems, and you have your problems.  Everybody is busy, I am busy, you are busy, but don’t tell other people you are busy.  Don’t say, “I’m too busy”…with your words OR YOUR ACTIONS.  Are you reading your e-mail and eating while listening to a client on the phone?  Focus on that client.  Don’t let them think that you aren’t listening or that you are too busy.  Also, when asked, “How’s business?” Don’t say, “GREAT!”  You are chasing business away!  Here are some scripts for that:

1)      “Business is moving. That’s what we do.  Who is the next person you know who will be moving?”

2)      “We always need business. We’re looking for people like you to help. Who is the next person who, like you, will be buying their first home?”

3)      “Thank you for asking.  Business is going well and it’s important for you to know that I’m never too busy for you or your referrals.”

Practice these scripts and you will never go hungry.  Practice these scripts and you will not have to live through the agony of your brother or sister telling you about a friend of theirs who just bought a home…without you. Ouch!

Back on the positive vs. the negative.  Remember, people don’t care about what you know until they know you care.  And frankly, they don’t care about your problems or your talents, skills, or capabilities…If you learn only one thing, understand that ALL PEOPLE LISTEN TO THE SAME RADIO STATION!

WIIFM, now playing What’s In It For Me!?!

Yes, people…potential clients…want to know what the benefits are in working with you.  They don’t care if you have been on MSNBC, they want to know how that  can help them.  Remember, your clients are listening to WIIFM even while you are talking. So quit talking! Let them tell you what they are looking for…

Listen! Let them talk and talk and talk…and really listen, really BE THERE for them.  For those who have experienced FISH those mongers said, “Wherever you are, BE THERE!” Truly listen. Memorize little bits as they are talking. Want to be excellent? Want to be a leader?! Remember to listen!

Remember, if you are talking about how bad YOUR life is, you can’t find out how GREAT your life really is. Look at all these people. They all have so many problems!

Start asking for referrals when somebody asks about your business.

As you are explaining your services, be sure to remember that they are listening for WIIFM.  Sounds like alphabet soup, but in truth, it will put soup on your table for a long, long time