 Sell Yourself
Find those motivated buyers!
Today’s market is filled with “tire kickers” who aren’t ready to buy. Don’t waste your time with them. Instead, you need to find motivated buyers who are ready to act now. National trainer Walter Sanford says you can start gauging a buyer’s motivation right from the first phone call. For example, a motivated buyer will gladly discuss their needs to help you match properties to them. For other tips that will help you find solid buyers, read the Florida Realtor article.
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 Manage Your Business
Shine like a pro to earn trust and referrals
By earning the trust of your fellow Realtors®, you can expand your personal network and generate referrals that result in new sales. As Boca Raton broker Andrew Barbar says, "Buyers and sellers come and go, but you work with other sales associates every day.” Start by learning and practicing the Realtors’ Code of Ethics. Read more about this and other ways to earn the trust and respect of other pros.
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 Success Stories
“Knowledge is power”
A successful Realtor since 1969, Cathy Whatley believes in the basics: stay on top of trends in your local market, understand buyers’ financing options and learn everything you can about the real estate business. A former president of the National Association of Realtors® and the Florida Association of Realtors®, Whatley is a true Realtor® legend with a clear message: Knowledge is power. Click here to watch the video.
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 Learn to Earn
Negotiate more effectively
Improving your negotiating skills will help you better serve your clients and advance your own career. FAR's “Negotiating Skills for Today's Real Estate Professional,” a four-hour continuing education course will cover the key points to being a good negotiator and achieving your goals, such as the five power positions and when to use them. This CE Express class counts toward your post-licensing education. Download the catalog here.
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