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The 5 steps for the proper management of the appointment on sale

Salvatore Coddetta, trainer specializing in real estate

The single, central objective in the management of the appointment is for sale to make the buying process understandable and easy for buyers. The more questions you did during the interview skills, the easier the sales process for both you and for buyers. If so, you are on track to sell a home. By following these 5 simple steps will increase your chances dramatically.

Step 1: be well prepared

Preparation is the key to success in this profession. Here are 6 tips to prepare to sell a house

Tip 1: Know what you want buyers. During your last meeting you should have a good idea of \u200b\u200bthe characteristics of the property and benefits from your favorite buyers. Keep lists of features and benefits, available at any time for us to reference. Do not forget to take him to see the houses that meet the reasonable wishes.

Tip 2: be excited to show homes. The enthusiasm is contagious. Buying a home is often an exciting time for buyers, despite their anxieties. The enthusiasm shown by your physical movement and your voice. Get consciously aware of wanting to sell a home buyers and communicate this to your behavior with your enthusiasm.

Tip 3: Ask buyers to take notes. Today will bring buyers to see a number of houses. It 's easy to forget or confuse the characteristics of different houses. Therefore, out with a couple of blocks notes. Draw a vertical line down the center of the first 5 pages or so. On the right side, write up: "Benefit". On the left side, write up: "Disadvantages." Ask your customers to list the things they like more or less for every house they see. Also, ask them to write their views of each home will see.

Tip 4: Have see 3 or 4 houses at a time. Two things happen to buyers when they look at a house: 1) become very tired after watching about 4 houses and 2) confuse the features and benefits of the houses that have seen the same day. Show 4 houses, then tried to sell one of these four. If you can not sell one of these 4, Show 4 more (for another day) and try to sell. Continue this process until you sell a house. Once a real estate agent told me he had sold a house after seeing his customers well done 114! I wonder if these customers were properly qualified.

Tip 5: Tidy up your things. I know this sounds simplistic, but many agents fall here. Make sure the machine is clean and full of gasoline. In addition, make sure you have cash in case you want to stop somewhere for a coffee and discuss the house you saw (if you can not do inside the house). Make sure the battery of your phone is fully charged, or get a second battery. At this point I said enough!

Tip 6: Bring a Offer! Not always the Offer will be made in your office. The most powerful way to sign a proposed purchase is within the house itself.

Step 2: What to do on the way to the house by the agency you want to show the buyer

The goal here is to leverage off the time you're spending in the car. It is a time that you spend in each case, then think about what you can do to
sell a home. Here are 5 tips that will make your trip much more efficient and successful.

Tip 1: go all in one machine. Your goal is to continue to qualify as you drive buyers to maintain control. If you go with two machines will not be able to continue to qualify the buyer. If you are accompanying a group of buyers, make sure that decision-makers are rose with you.

Tip 2: Always show the houses following a geographical order.

sounds simple, but many agents leave out this aspect. Plan your route from the agency to show homes to buyers who intend to follow a geographical order.

Tip 3: If you choose, choose the most scenic way to arrive at the house.

I also talked about this ebook that I wrote with Alessandro Cerroni entitled "How to reduce the time of sale in real estate." Show the best in the area, but not the points in the area above or below the value of the house that you will show to the buyer. If there is a park on the road to arrive at the house, take a ride around the park. If there are shops, hospitals, soccer fields or other areas of interest, passateci with the machine. Use the time in the car with the buyers.

Tip 4: Take time to ask questions in the car.

You already know that asking questions. Remove the list of features that buyers want in their new home and start asking questions about them. Try to limit their priorities. For example, if someone tells you that want to buy a house with four bedrooms, I suggest you ask: "If we can find a house with three bedrooms, but a fair price, would you be interested?" You see the importance of from buyers who are looking for a list of features in a home and encourage them to give priority to these characteristics?

Tip 4: Do not spoken your opinions on the houses you show to buyers.

You've probably seen many of the houses I show you a preview of your business. You can make a statement on a nice big room, but when the buyers get there, they hate it. Allow buyers to make their own opinions. The only thing is, that's right, ask questions.

Step 3: what to do upon arrival at the house

Ok, so you have been asking questions, you've got the scenic route and you have shown the landmarks in the neighborhoods and the habits of the inhabitants of that area of \u200b\u200bthe city. Now you need to get the most from the show home buyers. Here are 8 tips to help the buyer in the purchasing process.

Tip 1: approach the house across the street. You've probably heard of this principle many times in training, but it works. The first impression that buyers are expected to consider the overall picture of the house. Let your buyers have a complete view of the house including the street, the neighbor's house, the 'architecture, landscape, etc.. Stop your car across the street, take a look at the house from the outside to your customers, then take the path and enter the house.

Tip 2: Tell your customers to view the house as if it was intentionally decorated with their furniture. If the house is empty, you may be restored. If you lived could be taken badly. In both cases, the buyers could get an idea if they see it as it is wrong. If necessary, ask the buyers to see the house with no furniture or fixtures

Tip 3: Manage time well. Many buyers when they see a house that he likes to rush to stop it. Normally this emotional view in relation to the house takes about 30 minutes. Around 30 minutes to their emotions will peak and then begin to decline and therefore buyers will start to cool towards the house.

Tip 4: Keep all neighbors when you show the house. A couple of customers at times during the visit, they can divide and look at the house separately. You can work around this by saying to a person who walks away: "Roberto, I'd like you to see this room." There are two reasons to keep your customers close. The first is to maintain control over what they see and how they see it. The second is to observe any "signals Purchase "by all. You're either not appreciating the house and you know it.

Tip 5: Involve your customer emotionally. The parts of a house are generally more emotionally engaging are different for men and women. Women tend to favor the style or characteristics of the bedroom, bathroom, kitchen and dining room. Men tend to favor the external dimension of the court or the countryside, the room in order to obtain an office, wine cellar, construction materials, the driveway or garage. It seems crazy, but it's true for almost everyone.

Tip 6: as income at home, let alone questions. It 's a common mistake to comment on any part of home buyers. You do not know what they're thinking and you could improperly influence an opinion. Instead, ask questions like: "The size of the bathroom are to his liking?" Or "You're already thinking about where to put the furniture and the carpet?". These questions help you understand if the buyer is thinking about his life in that house, that is, if already purchased mentally.

Tip 7: attention to the first thing that strikes the client, then let her review at the end of the visit. If someone enters a house and sighs on the entrance courtyard, take a mental note. After the visit, return to the courtyard.

Suggerimento 8: Fate domande che rafforzare le loro caratteristiche preferite. Prendete il vostro elenco di caratteristiche preferite degli acquirenti che vi avevano completato in precedenza. Come entrate in casa, fate domande circa le caratteristiche di questa casa, rispetto alle caratteristiche che vi avevano elencato sulla carta. Ad esempio, se gli acquirenti avevano messo 3 camere da letto nella loro lista come "alta priorità", chiedetegli (durante la visita): "Vi piacciono le 3 camere da letto?". Al contrario, porre domande per identificare e qualificare nuovamente le caratteristiche in conflitto con la loro lista. Ad esempio, se trovano una casa che ha solo 2 stanze da letto invece di 3, chiedetegli: "Ci sarebbe una house with 2 bedroom which has many of the other features you want. "

Step 4: How to identify signs purchase

identify signs of buying is a skill. You never know when buyers are going to fall in love with a house. Keep your antenna straight at all times.
buying signals come in two forms: verbal and nonverbal. verbal signals can be more difficult to detect, especially when buyers are quiet people. Sometimes he asks a question and get no answer. Do not worry if you have not received any response. The buyer has heard and answered the question, if only to himself. I do not buy signal verbali sono molto più evidenti da notare quando qualcuno è entusiasta. In entrambi i casi, a mantenere un guardare fuori per le seguenti operazioni:

Segnali d'acquisto verbali:

• Gli acquirenti potranno fare commenti partecipativi. Questi sono i commenti sulla casa. Le persone fanno questi commenti quando si vedono vivere nella casa. Questi commenti suonano più o meno così: "Questo sarebbe un ottimo posto per il pianoforte a coda". Qui hai un forte segnale d'acquisto !
• Gli acquirenti inizia a fare domande presuntive. Quando si sente l'acquirente fare queste domande che presumono che egli viva in quella casa, si è in presenza di un forte segnale d'acquisto ! Molte of these questions are a way in which the unconscious attempt to rationally justify the emotion that drives him to buy. Questions like: "It 's possible to transform this space into a home office?" Or: "There is an outlet for the microwave there?"
• Buyers will begin to plan. Have you ever noticed that people visit during the sales begin to measure the rooms, ceilings and other areas of the house? And 'certainly a sign of a hot prospect. Help them to plan. Coinvolgili as possible.
• Buyers will have to comment possessive. People are starting to refer to parts of the house with the words "mine". Have you ever heard comments like: "Questo sarà il mio angolo per lavorare". Ogni volta che senti un commento possessivo, hai davanti a te un acquirente eccitato.

Segnali d'acquisto non verbali:

• Noterete un cambiamento di postura nei compratori interessati. Quando sono emotivamente coinvolti, tendono a stare in piedi o seduti in posizione eretta. Facci caso !
• Gli acquirenti aumentano i loro movimenti del corpo quando sono interessati alla casa. Cominciano a guardare le camere da diverse angolazioni e in generale, girano per la casa più velocemente
• Prestate particolare attenzione alle espressioni facciali. Il Sollevarsi delle sopracciglia, aggrottare la fronte, i sorrisi, gli sguardi curiosi e the smirk. You can easily read people by their facial expressions, especially after having done them a question
• Interested buyers want to revise parts of the house they love. You see them come back to see a bathroom, a kitchen or the room many times. Their interest is definitely not a passenger!

Step 5: What to do at the end of the visit

Ok, so you've spent the last hour, making buyers see the house that you think may suit its needs. Buyers have measured, posed questions and presumptive left all other verbal and nonverbal purchase. What are you doing now? Here are four tips:

Tip 1: ask them what he likes most of the house they saw. With this application you want to remind buyers that are looking at the house: the benefits of the lifestyle it offers. What you get is that buyers are beginning to imagine themselves living in the house. Ask questions of participation and possessive buyers: "The fridge is that you have already bought the right size for the kitchen of this house?"

Instead, explore what areas of the house they have just seen that were less attractive to their eyes. What are you doing? Take note of their objections. These objections will be useful in closing.

Tip 2: Bring buyers to revise the rooms or areas of the house that they liked best. Bring them again to review the area of \u200b\u200bthe house that makes them go crazy! At this point, you can go straight to Step 3.

Conversely, if you perceive that there is a big problem with an area of \u200b\u200bthe house, go there and run the argument right there. In the management of this objection, answer to their concerns, then ask a question. For example, if someone does not like the tile in the bathroom, you can explain how easy it is to change them. Then ask: "Would you be more interested in buying the house if we replace the bathroom tiles with other choices you have?"

Tip 3: Ask buyers if they want to buy the house. If you want a deal, you must ask for the sale! When you see the rye purchase, do not waste time. Tell the buyers: "Gentlemen buyers make a bid for the purchase of the house." Soon I will show you some techniques of closure.

Tip 4: if they are not interested in buying, continues to show up to the houses they buy. It sounds silly? Not if they are motivated and skilled. When you have a good buyer, do not give up until they sell their home.



Wishing your success in real estate,

Salvatore Coddetta , trainer specializing in real estate


Final Tip: an organized courses for real estate sales professionals. For information visit our website or write to us at the address www.formarealestate.it info@formarealestate.it

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frequent objections during the meeting for the price adjustment and answers

Salvatore Coddetta, trainer specializing in real estate

Whenever we discuss the price with a seller, you are going to receive to meet some objections. Remember, the only objections are unanswered questions, revisited. Sellers are very emotionally attached to their homes, which sometimes affects their rationality. Here are six common objections that you receive during the meeting with the seller to the owner of the house price adjustment and its effective solutions to keep your job and your income on track:

Objection 1: "We want to reduce the price of our home just a few thousand euro, say 1,000 or 2,000 Euros."
You're often faced with this type of objection. The strategy is quite irrational and will be ineffective because it does not adequately address the problem of price. Here are two ways to respond to this objection:
Real Estate Agent: "I understand your concern. Signori sellers, if we had sold the house at a price close to that market, now we would have at least a few offers. If you were a buyer looking for a house and make a donation of 1,000 or € 2,000 lower than the request, the seller would be difficult not to consider it, right? The same goes with your home. If we were in the range right now inquest would be employed to receive proposals. The key is being first in the price range right, the price range of other comparable houses on the market with your ".

Real Estate Agent: " The market does not recognize the price reductions of less than 5%. ".


Objection 2: " A other employees of the "Real Estate Lie" told us that our house is worth more than its market valuation ".
This is a common objection of many proprietary vendors. They are inundated with many real estate agents who try to get their job telling sellers that their house is worth more money than you really can get.

Real Estate Agent: "I understand your concern. Gentlemen sellers, no matter what you say, that this is another agent, appraiser, your banker, your neighbor, anyone! The only person who really knows the value of your home is the buyer. What anyone else thinks is really irrelevant. Are not the buyers of the house. As someone wants to dictate the value of your home, the market is the ultimate judge ".

Real Estate Agent: " A lot of agents will try to convince you that your home can sell for more money. Real estate agents do not have control of the value of homes. The market determines the value of houses. Let's make a professional assessment with the synthetic comparative method ".

Objection 3: " Rather than replace the carpet (repainted the walls, change the tiles, etc.), we find a buyer with a check ".
Feels This is because Sellers often do not want to spend extra money on a house they are selling. It may seem logical, but really jeopardizes the quality and value of their home, when shown to potential buyers.

Real Estate Agent: "I understand, but remember, buyers make decisions to purchase based on emotion, then justify the purchase decision with logic. Imagine the feeling of a buyer who walks into your home, and sees smell of a new carpet. It makes a big impression. You see, I just want to do everything possible to strengthen the emotional impact of your home on the buyer to make you get the highest sale price possible " .

Objection 4: "We need that money to buy our new house in another area
" .
The seller often sets the price of his house on the basis of what he wants to buy, not on what a buyer is willing to pay. With this claim, the seller asks you to help him get into his new home, not only to help sell the old one.

Real Estate Agent: "I understand your need to gain from the sale of your home the money to buy a new one. However, the amount of money needed to buy your new home and what a buyer is willing to pay for your not are connected. Maybe what you're asking is: how can we buy our new house with the proceeds of this. And 'this is the case, am I right? Let's take another look at the numbers and see if we can find a way to do both operations.

Objection 5: "We're asking to make improvements on the house and lower the price, but you do not are willing to reduce your Commission .
This is a variation of "we want you to lower the commission" objection that you often hear during the meeting in acquisition. This argument is made even when the sellers feel they are paying too much to sell their home is a matter of perception value of the service that you have in return. I somehow think that sellers should also reduce part of your committee if their house has a wrong price or has other problems.

Real Estate Agent: "I understand your concern. The condition of your home and the final sales price is unrelated to what I earn for my services. Let's have another look at our business plan and tell me what are the items you want to delete ".

Real Estate Agent: "Reducing my Commission will decrease your chances of selling the house. Less money means less money for commissions for advertising and less money for rest of our marketing plan ".

Objection 6: " We have a structural problem, but we will not tell the buyers ".
add this because I wanted to happen sometime in your career. If you hear people say this I strongly urge you to be strict with your customers or end the relationship. There will be no more assignments. Your reputation is something that can not afford to be damaged. You can tell these people that:

Real Estate Agent : "I understand your concern, but I can not take a position without ethically disclose everything to the buyers. If you want to proceed with the signing of the assignment is necessary to fix the problem and identifying its existence to potential buyers. There are other areas that we need to discuss? "

Wishing your success in real estate,

Salvatore Coddetta , trainer, expert real estate

Final Tip: Salvatore organizes training courses for real estate professionals. For information and registration visit www.formarealestate . info@formarealestate.it it or write to or call 06991969 54

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effective strategies for the adjustment of the sale price of owner-seller How to manage the

Salvatore Coddetta, trainer specializing in real estate

There will be many times during his career di agente immobiliare professionale che avrai bisogno di modificare il prezzo di vendita della casa del venditore. Ecco una regola generale: se la casa è sul mercato per il 75% del tempo medio di vendita per la zona, hai bisogno di parlare di riduzione del prezzo con i proprietari venditori. Ad esempio, se il tempo medio di mercato nella vostra area è di 100 giorni, è necessario parlare con i vostri clienti venditori intorno al 70 ° o al 75° giorno. Usa il tuo giudizio, però. Se stai effettuando molte visite e prevedi di ricevere una proposta a breve, o se hai un acquirente che sta tornando a rivedere quella casa per la 2 o più volte, si consiglia di non ridurre il prezzo di vendita. In caso contrario, il mercato sta dicendo chiaramente that the house is not sold at the current price. At that point, you will need to convince the vendors to adapt their selling price.

An important note: when you go to a meeting with the owner seller for a price adjustment, not ever settle for anything less than 5% of original asking price. Preferably, you should go to get a 10% reduction or more, depending on market area and how it is acquired from his ministry. Small adjustments on houses that are priced much higher than their market value, usually have little impact on the market. Your sellers will think to make a liter of blood, providing a reduction of 5%, but buyers will be still cold. Here are the best times to discuss a price adjustment:

• When capturing! Already during the appointment to capture you need to talk with the owner of the seller to reduce the sale price, especially if one believes that the request is greater than 20-30% at market value. Ask this question: "If, in 60 days, we get offers for your home, how much you want to adjust your request to market value?" When responding, you can ask if they want to do it now, instead of losing money (interest , time, energy, etc.) while waiting for the market to tell us to do so.

• Write your adjustment in his role as the sale of the house. Many agents write the adaptation of the selling price directly on commissioning: "If you can not sell the house within 45 days of signing this agreement, the seller must reduce the price of x €. Moreover, if the house fails to sell within 90 days of signing this agreement, the seller must reduce the price of x € ". This is a very powerful tool for use with the sellers are very reluctant to grant the power to sell your home at a reasonable price.

• Immediately after submitting the property to other real estate agents. If you receive more than one negative feedback from others on the price Agents who work with you, go directly to the seller and tell your customer what your colleagues are saying about the price.

• After 75% of the average selling time for that. sometimes even before, depending on the level of activity and comments.

• If there are few visits in the first 4 weeks. If you make very few visits in the first 4 weeks, go to the seller client to obtain a reduction of the selling price.

• If you make a lot of hits, but no offers. something wrong with the house, where many people visit and no offers. Once a real estate agent I know told me that I have a job (with a heavy heart, and learned the lesson!) from a seller that the owner was on the market value of 30%. He said he made over 500 appointments in sales and retired only one proposal, the lowest 10% of the vendor's request. Sellers have declined the offer and the potential buyer withdrew the deal.

• Are you receiving more than a low bid. When more than one buyer makes a low offer, it is necessary to reconsider the price of the house. Bring your clients sellers to consider all offers. The lowest tenders are the best proof that the price is high.

• Have you lost a buyer for another home. This is an exciting time for sellers. It 's also the best time to discuss price reductions.

• Sellers are upset because their house is not visible. When sellers are angry are more motivated. They may have to complain about the lack of hits, probably because of the high price. In this situation you need to meet with them soon to discuss the issues of marketing and pricing.


Wishing your success in real estate,

Salvatore Coddetta , trainer, expert real estate

Final Tip: Salvatore organizza corsi di formazione per professionisti immobiliari. Per informazioni e iscrizioni visita il sito www.formarealestate.it oppure scrivi a info@formarealestate.it oppure chiama il numero 06 991 969 54

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'power to sell

di Salvatore Coddetta , formatore specializzato nel settore immobiliare

Qual' è la strategia più importante che si può impiegare con il cliente venditore? Hai detto, "comunicazione"? Se è così, hai detto bene. Questo suona semplice a molti agenti immobiliari, tuttavia molti di loro cadono proprio su questo punto. È necessario stabilire regolari comunicazioni con i clienti per tenerli aggiornati sullo stato del loro incarico. Ci sono due ragioni fondamentali to do this:

1. when customers do not feel anything, you automatically think two things:

1) are not doing anything to sell their home, and 2) Is there a connection between the fact that you are not doing anything to sell their home and the poor results you're getting. Regular communication is the cornerstone of your current assignment. It 's also a great way to search for references.

2. In about 60-70 percent of your assignments, you will be asked to speak with clients sellers to reduce the selling price of their property. It will be harder and you need more time to convince sellers to lower their selling price itself does not establish regular communications periodically for updates on the status of their assignment.

We strongly advise you to implement two standard systems in your practice starting today. These are:

1. Program in your agenda of regular meetings with the owners vendors, personal or telephone, to update them once a week on the status of their assignment. Make sure your customer receives a standardized report on marketing activities that are done to sell your property so you can review together. Some real estate agents actually write nell'incarico that the customer agrees to meet with the agent once a week to discuss of this assignment, talk about the best marketing strategies for selling the house and the results that you are getting. You (or your partner) should also call the customer to the seller at least once a day each week, in addition to the meetings. If you do not know what to say, you talk about a marketing strategy recently that you just used to sell your home, or the results you're getting.

2. Make a standardized report of marketing activities used. Note the word "standardized". I use this word because it provides, from week to week, about selling the house in a consistent format. The vendors will more easily understand what you are by every week to sell their home. Use a standardized report will also allow you to better manage relationships with vendors to manage their assignments. I have included an example of this standardized report of marketing activities that show you here below. Your report of marketing activities should be divided into two sections as follows:

Section 1: Market Value. Create a simple form where you can show the activity of real estate in the area. The market activity shows an overview of current transactions, pending completion and closed for the area in question. E 'can also show the average time of sale, % reduction in the selling price than the original request of the owner of the seller, the price per square meter, etc.. The real estate agent or the employee can easily generate a weekly basis this data via their MLS.

Section 2: Marketing strategies and results. This section simply lists the marketing efforts you made to sell the home seller and the results of each effort. This list relates directly to the marketing action plan that the seller had promised to implement when you had given the job in writing and exclusive. Be sure to list the strategies they use, results that take you and the comments received regarding the home. For example:

Appointments for sale: the numbers of visits, the second of the visits and comments from potential buyers
outgoing calls to contacts database: numbers and comments
Incoming calls from advertising: numbers Comments and
Any serious buyers or offers: Issues and comments

Wishing your success in real estate,

Salvatore Coddetta , trainer, expert real estate

Final Tip: Salvatore organizes training courses for professionals Estate. For information and registration visit www.formarealestate.it info@formarealestate.it or write to or call 06991969 54

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7 rules to show and sell real estate

Salvatore Coddetta, trainer

The ability to show and sell their homes is critical to success in real estate. Here are 7 rules that you should learn to show and sell homes with success rules that will make your sales efforts rewarded and will allow you to have a bank account richer.

Rule 1: Always be ready. Do not neglect this statement. Have you ever been in this situation: You're showing homes to buyers throughout the day. At about 16:00 arrive at a house where the customer begins to measure the rooms, placing furniture in his mind and emitting some kind of whining ... oooh and aahh. You're thinking: "This house is sold." While going through all the rooms of the house for the fourth time, you're thinking about that trip to Hawaii that could allow the commission you earn from this sale. You see already lying on the white sand beach, see the 'clear water ... life could not be better! Then the prospective buyer tells you that you want to make the proposal and at that moment you remember you forgot to bring with you a form to the proposed purchase. If you have not made this mistake, you will do at some point in your career. And hopefully you'll do it only once.

Some real estate agents when they see the homes to potential buyers are not mentally ready to make a deal. When you launch your potential buyer of the buy signal, you better be ready to sell a house. For example, some estate agents have known better than they do by offering buyers a commission for the purchase of their new home. Just as the sales office for the seller, they also make an appointment to purchase for the buyer. Moreover, if the potential buyer is committed to sign an agreement with a real estate agent to buy, have the expectation of buying a home very soon, do not you think?

R Egola 2: Define your priorities. Yes, I know, you want to sell ai vostri potenziali clienti una casa, ma per riuscirci dovreste pensare anche a qualcos'altro. Ecco un piccolo consiglio utile quando si fanno vedere delle case a dei potenziali compratori: Date delle priorità al vostro programma delle visite. Non fate vedere a questi signori tutti gli immobili che avete acquisito, ma mostrate loro solo le case che ragionevolmente corrispondono ai loro desideri. Se sarete in grado di rispondere a tutte le domande del compratore sulla casa, le vostre possibilità di negoziare e concludere una vendita saranno maggiori e potreste davvero prenotare quel viaggio alla Hawaii.

Regola 3: Qualificare, qualificare e qualificare sempre di più. Sapete già come qualificare, facendo domande! Nelle the following pages I'll show you what questions to ask, but for now, set the goal to qualify your prospect in your mind. Qualifying is the key to show houses to prospective buyers, because it keeps you from wasting time and money. Qualifying is the strategy to explore the motivation of potential buyers.

But remember this: the most important advantage is that you may qualify to say goodbye! You decide who to work with, on the grounds that the purchase will emerge from your work qualification. Working with unmotivated buyers is like having one of those dreams that follow for a lifetime, but never attained! The difference is that this time you're awake, you and the buyer is making a living nightmare from hell!

The job description does not stop once you have established the grounds for your account. You must also describe their desires and also the ability to purchase. The desires of your customers are different for each customer you meet. Listen carefully to your wishes. Do your best to give them what they want. If a house with four bedrooms is on top of their priority list, you will see that every house will have 4 bedrooms. I know this sounds simple, but you can not imagine how many realtors fall on this point! There

un altro punto: la cosa più importante è che è necessario comunicare agli acquirenti che l'acquisto di una casa comporta sempre dei compromessi. Non troverete mai una casa che corrisponderà esattamente ad ogni desiderio che rientra nella lista dei desideri di un acquirente. Gli acquirenti devono capire quello di cui non possono fare a meno e e essere flessibili con le caratteristiche a cui possono rinunciare. Vi mostrerò un modo sicuro per superare questo problema a breve, ma è necessario rafforzare nell'acquirente il bisogno di accettare dei compromessi. L'assegno per la vostra provvigione è a cavallo su questo aspetto!

Dovete anche sapere se hanno la possibilità di acquistare la casa che gli state descrivendo. The best thing is to find the house can be bought and the financing options available to them.

Rule 4: Know and understand buyers. Knowing and understanding offers buyers a large number of advantages. You need to know as much as possible on them to help them. From where? What is their occupation? bought a house in the past? their experience was good or bad? buyers do not know will not help you just to sell a house, but you will be extremely useful to continue to provide a service over the years.

know an agent that categorize occupations and hobbies of its customers in its database. When reading an article of particular interest for its client, the copy and sends it to its customers who have an interest in this field, always, of course, with a request for records of their relatives and friends who might need its services. About 85% of its clientele comes from its own customers reporting!

Rule 5: the more you communicate, the more you sell. is necessary to educate buyers on two issues. First, it is necessary to bring it to the buyers of all the details of the proposed transaction. Buying a home is one of the largest purchases in a single lifetime. Buyers add value to the information when faced with this process. Take time to educate buyers on how things work, what is the sequence of things to do, and what results to expect. Guide them in the completion of the purchase process.

Secondly, you need to educate buyers about the unique advantages to working with you than with anyone else. How? Refer to your Unique Selling Proposition, that unique selling proposition. They are not just words. You must convert the actions defined in USP. Ask yourself: "Why should a buyer choose to work with me than with anyone else?"

Rule 6: rationalize and support the decision to purchase. Never forget this (I said in primo capitolo): le persone prendono le loro decisioni d'acquisto sulla base delle emozione, quindi razionalizzano la loro decisione di acquisto con la logica. Come agente immobiliare, si ha più influenza sulla logica che sulle emozioni. Potete solo influenzare parzialmente il parere di una persona che ama una casa. Ma se decidono che a loro piace, potete essere un grande sostenitore della loro decisione di acquisto facendo notare le molte caratteristiche positive di quella casa. Ricorda, i benefici (ciò che una cosa fa) sono collegati alla parte emotiva, le caratteristiche (ciò che una cosa è) sono collegate alla logica.

È possibile influenzare la vendita di una casa coinvolgendo i venditori nel processo d'acquisto. Oltre to influence the sale by the conditions under which you are shown the house, real estate agents can provide buyers with examples of first-hand the benefits of the lifestyle of a home. Remember the last time you entertained anyone? or when all your family has gathered for Christmas, or when your friends are in love with your kitchen? Share these benefits with your customers.

Finally, make easier the task of selling to buyers. The sales transaction is easy when buyers are felt important and special. The company is trying to make us become a commodity, to make us all equal. Everyone and everything in life we \u200b\u200bhave become standardized. But people want stand, wants to be special. When you recognize the uniqueness of a person, you feel important.

Rule 7: Close the sale. The closing of the sale goes through the performance of the house and its features, handling objections, the signing of contracts, financing, etc.. The closing of the sale becomes much easier when you watch the first 6 rules to show sell the property.

's an important tip for working with buyers: let them take the decision to purchase. A lot of times we wonder if the buyers can afford a house, or take for granted that a certain house does not fall in their style of life. This is wrong. Guide them through the process, but they do take their purchasing decisions (by helping to carry out the decision, of course!)

Wishing your success in real estate,

Salvatore Coddetta, trainer specializing in real estate

Tip final form of organized courses in real estate sales. For information and registration visit www.formarealestate.it

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Greetings from FormaReal

The year 2010 draws to a close and a new and exciting year ahead.

Our thoughts turn with appreciation to those who made possible our success by supporting our training. E 'with this in mind we say simply and sincerely, thank you!

FormaReal Estate team wishes you and your family a merry Christmas and a Happy New Year. we believe that 2011 will bring many blessings, the housing market recovery and we are all waiting for a world of opportunity!

Happy holidays!

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Estate Selling real estate by the method AREA

E 'was published online in the new format at the web site

www.vendereconilmetodoarea.com

This is the site of one of the top courses in our training school. A course that you can attend only with us. In the site you will find information on what the method AREA, enriched with live footage taken in the classroom during the previous edizioni del corso, e conoscerai i benefici e i vantaggi che avrai dal frequentare questo corso.

Inoltre sul sito www.vendereconilmetodoarea.com potrai leggere le testimonianze di ha già partecipato alle edizioni precedenti, iscriverti direttamente al corso ed acquistare l'ebook sul metodo AREA

Vai ora a vedere il sito www.vendereconilmetodoarea.com e scopri come massimizzare le tue vendite diventando un venditore irresistibile

Lo staff

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SOSTIENI REFERENDUM PER UN NUOVO REGNO DELLE DUE SICILIE INDIPENDENTE

main purpose of this page is to spread the historical truth of the unification of Italy: Returning to the history, honor the dead of the peoples of the south, is a necessità.150 years ago the state of the Piedmont was the most debt in Europe, their money was waste paper, while the Kingdom of the Two Sicilies was at that time one of the biggest world powers. The enormous wealth of the south, was the only real reason for the unification of Italy. Were dismantled all activities, even the smallest, from the paper mill in Sulmona Mongiana ironworks, shipyards Torre Annunziata .. All dismantled and brought to nord. Bombrini disse di noi “che non debbano mai più intraprendere” fu il fondatore dell’Ansaldo dopo aver fatto chiudere Pietrarsa. fabbrica metalmeccanica di Napoli. Gli appalti per i lavori pubblici nel sud, furono affidati ad imprese lombarde, piemontesi, pagate col drenaggio fiscale del sud. Dal 1861 il sud è vittima di un esodo di milioni di persone che lasciano le nostre terre, mai nella storia millenaria la gente dal sud emigrava. Il nord ci ha defraudato, della gloria, della ricchezza e della storia, sono passati solo 150 anni possiamo riprenderci ciò che ci spetta. Il Kosovo ci è riuscito con soli due milioni di persone… Dalle ceneri di un glorioso regno rivendichiamo L’appartenenza alla nostra storia, onore ai nostri partigiani (Briganti) deportati e massacrati dall’esercito piemontese. Onore alle genti del sud, vittime di genocidio! Che i vivi abbiano memoria dei morti. Quando mi soffermo a pensarci mi viene normale sentirmi più di questa patria che dell’Italia unita. Il nostro scopo è divulgare a chi ignora.

E Sappiamo invece rispondere ad un'altra domanda;
c’è mai stata “rivolta” in questo narcotizzato oblio di un paese?
Ebbene, Signori lettori
quantunquamente,
il 21 ottobre 1860 a violent popular reaction to Prata,
yeah, yeah,
certain historical memories, speak clearly
with the help of a column of masses Bourbon
the oppressed people of Prata rose.

Newest to have dignity, your ancestors ... ..

Links http://www.facebook.com/pages/REFERENDUM-PER-UN-NUOVO-REGNO-DELLE-DUE-SICILIE-INDIPENDENTE/383956586857

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The 10 strategies by which real estate agents can find customers from the web - PART

di Salvatore Coddetta , formatore & coach

Nella prima parte di questo articolo abbiamo svelato le 6 strategie per trovare acquirenti e venditore on-line. Ora spostiamo la nostra attenzione ad una zona ancora più important part of web marketing real estate ... convert customers in commissions. The first step in the conversion process is to capture the contact information that leads it to follow you and give you more reasons to become your customer.

INTERNET STRATEGY 7: Make a specific offer for an e-book or video for free in exchange for the email address of a person, the address of residence or address or phone number.

Remember that 99% of your visitors will not fill out the form "contact me" just because it's on your site. You need to offer visitors something of value and then ask them to fill out the form for this to work. What could you

offer?

free search
allow visitors to see two ads, the first to sign up (it is shown that this method takes 14 times more contact information for other options)
allow visitors to save their searches - if there are
Create a listing Alert for a service for automatic updates via e-mail on the houses that they like
Video "introductory" to your services
The handbook with the 10 tips for buyers
The handbook with the 10 tips for sellers
Articles on developments in the housing market and
Local Moving tips
Reports full of useful information to buyers or sellers who sponsor your services
A virtual tour with a video of homes in specific areas of your city
free news and updates on real estate market
A free subscription to the newsletter Real Estate
You can also offer advice, market information, on local events, reminders, and real estate news

How do I create a custom form to get in touch?

Most web site providers know how to create contact forms and add them to your website. At a minimum, these forms require the person's name and email address. It 's also true that you can get a higher quality of contact if you get the address complete and the phone number. After visitors have left their data continue to keep in touch with them to convert them into active customers.

INTERNET STRATEGY 8: track what visitors do on your site. In the past, you should speak with a buyer before discovering what they are looking for in a home. Now, the right technology lets you know immediately what a buyer is looking for when performing a search of a house. With tools like Google Analitycs you can get information before having a conversation with buyers. This allows you to be more efficient and will allow you to make a better impression when you talk to them.

esempi di informazioni utili che puoi ricavare dal monitoraggio dei tuoi visitatori:

1. Non sempre è possibile parlare con un compratore. Ogni volta che si chiamano dei compratori, non sono disponibili. Beh, quando si conosce l'ora del giorno in cui un acquirente è solito fare la ricerca per le case, è possibile personalizzare la vostra strategia per riuscire a parlare con un compratore chiamandolo in un ora in cui sapete che sono disponibili.

2. Un compratore ha visto la stessa inserzione più volte. Vi accorgete che un compratore è tornato a fare una ricerca di immobili sul vostro sito ed è tornato su una pagina che ha già visto in passato, è tornato a visualizzare la stessa inserzione che aveva saved a week ago. This means they are obviously interested in that specific house and gives you the opportunity to contact them with an offer to start negotiations.

INTERNET STRATEGY 9: send personalized email. If you have a system of monitoring your website you can know if a buyer is looking for houses with very specific characteristics. The more emails you send is focused on the buyer and the more likely you are to buy. You can send photos or other items that you know that match their search criteria. These emails are a valuable service to offer a buyer!

There are two ways to implement this strategy:

1. First, you can send in your regular email notices of new properties acquired to date listings, properties that have suffered a reduction in selling price and properties on offer this month, all of which may be of interest for a buyer
2. Second, you could use a system that automatically sends some information to buyers. When visitors save a search on your site have the opportunity to receive an automated message via email to update them on the latest properties added with features similar to those they have tried.

All emails should include your photo and link to your website, to make sure that your name remains impresso nella loro mente. Queste email sono un ottimo modo per fidelizzare i vostri visitatori e farli tornare sul vostro sito per convertirli da clienti potenziali online a clienti attivi reali.

INTERNET STRATEGIA 10: Rispondi al più presto alle richieste che ti arrivano dal sito. Questa è forse la strategia più importante di tutte per aumentare il numero di di visitatori che ti seguono e convertirli in clienti attivi. Se non si contattano subito i contatti che hanno inviato una richiesta via email, non diventeranno vostri clienti. Se non ricevono da voi una risposta gli acquirenti di case si andranno a trovare qualcuno che sia più sensibile alle loro esigenze e tenderanno a mettere in relazione di causa-effetto l'assenza di risposta their request with a poor quality of services offered by your agency.

Because it is a critical factor in responding to requests quickly? Why

communicate how you respond to their needs if they were your customers. A slow response time sends the message that you can not provide the support they need. Nobody wants to work with an agent who is too busy to not even have time to talk with him. In addition, if the person who fills out a form on your website must wait a week before receiving a response to its request, it will most likely not even remember that he had sent a request. According to a study by the buyers on Of Realtors ® California, when asked why they were met by their agent, the most common answer was "because he was always ready to respond." So, make sure to always respond within 12 hours whenever a new request comes to you from your website. Also, and this is really important, most of your contacts will not be ready to buy or sell when you send a request. Most of them will need weeks if not months to decide their next move.

How can you stay in touch with these potential customers, at least once a month, without spending a lot of time managing the process?

Error largest real estate agents who are after the initial contact with potential buyers is not enough to keep in touch with them by converting them into actual customers. The important point here is to continue to stay in touch with potential buyers ... offering them additional information and resources to help them in their research, or simply be the first that comes to mind when the time is right for them to buy a house. Here are two ways to contact these people without spending a lot of time

1. After you have had a request from your website, add these contacts to an automated e-mail. You can submit market information, real estate news, real estate you've just acquired e venduto, consigli di vendita per i privati o qualsiasi altra cosa che è pertinente a ciò che essi ti hanno richiesto. Mostra le tue competenze e l'alto livello di servizio che offri. Queste e-mail possono essere inviati giornalmente o settimanalmente in un primo momento e poi mensilmente chiedendogli loro in quale altro modo si può aiutarli.

2. Inviate loro una newsletter immobiliare mensile (e-mail o stampa). Sia che debbano comprare o vendere la stragrande maggioranza delle persone darà il benvenuto alle informazioni utili sul mercato immobiliare che saranno contenute nella vostra newsletter mensile. Sarete sorpreso di come questo può costruire la fiducia e pre-vendere i vostri servizi, soprattutto se si continua ad offrire una pluralità motivation to wait for your monthly newsletter.

So, now you also have the last 4 of the Internet real estate marketing strategies of our "top list" of 10 online contact strategies to convert into actual customers. If you already have a website you can begin to implement these strategies now, or speak to a webmaster this week to add these functions to the right of yours, because it was discovered that the human eye tends to look first to the right. If you're looking for a web marketing company to contact us and we'll put you in touch with our trusted partners.

Wishing your success in real estate,

Salvatore Coddetta , formatore & coach

Suggerimento finale: FormaRE organizza corsi di formazione sul web marketing immobiliare. Se volete imparare come utilizzare il web per trovare clienti frequentate i nostri corsi. Se volete saperne di più visitate il nostro all'indirizzo www.formarealestate.it oppure scrivete a info@formarealestate.it oppure chiamate il numero 0662208272

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The 10 strategies by which real estate agents customers can be found on the web - PART

di Salvatore Coddetta , formatore & coach

Essere un professionista immobiliare nel 21 ° secolo significa avere un sito web la necessità di fare web marketing. Ma la maggior parte degli agenti immobiliari è molto occupata a lavorare con i clienti e non ha tempo per stare al up with the latest strategies for "web marketing". Fortunately for you, we've put together a format of "top list" of 10 proven strategies, easy and efficient to turn your website into a profit center, rather than a cost. You can use these strategies into your existing site or creating a new web site for your real estate brand. Remember, a good website is a "destination" for both clients buyers and sellers in which customers both find helpful information. A good website provides them with the resources you need, want and that they need to search their home, and provides information on the value of their home as SELLERS and information on how the agency and the agent real estate professional can help you. Then, convert these virtual visitors into real, explains the entire process by which you develop the negotiation and offers customers the tools needed to complete the transaction. The 10 strategies presented below are divided into two categories: strategies to guide users to your website and strategies to convert them into real customers, because even a destination website is useless if it fails to achieve these two main objectives.

Part 1 of this article in two parts will focus on strategies to guide users on your site through the first 6 of 10 strategies (Part 2 will deal with the other 4): Buyers seek

their dream home and sellers will want to control the value of houses in their neighborhood. This means that you are losing business if all you have on your site is your phone number with a text like this: "ask for a current valuation of your property." If you want to take users from your Web site, you must give your visitors something of value for them, in exchange for their contact information. As visitors to the site of an estate agent looking for information on homes for sale, it is critical to the success of web marketing that your website is a tool to search ads by inserting a "Search" button directly nel vostro sito, che sia in grado di fare l'incrocio tra la richiesta dell'acquirente e gli immobili che hai in portfolio e che hai precedentemente inserito nella banca dati del tuo sito internet. In pratica un tasto CERCA, che funzioni come un MLS. Questi strumenti fanno rimanere i visitatori sul vostro sito, creano un'associazione tra la ricerca degli immobili e voi, e consentono in molti modi di convertire il traffico virtuale in reale. Se lo fate, non usate link a MLS esterni al vostro sito; vi consigliamo di pensarci due volte prima di far utilizzare ai visitatori del vostro sito questi link. Invece di convertirli in clienti reali, li stai portando fuori dal tuo sito web e li stai consegnando a qualcun altro!

Una volta che avete una funzione di search on your site, how do you ensure that visitors arrive on your site and use it?

Internet Strategy 1: Add the "Search" button in the preferences on your homepage. By entering a search of properties on the home page, you prevent people from bouncing (ie going out) quickly from your site, because they saw what they were seeking. You're also showing how your site is useful and easy to use, two very important qualities for Internet users. It is advisable to add a search option on top of the homepage so that a visitor does not have to scroll down to see her.

Internet Strategy 2: Have a stress and you point out your "Search" button. Add a search form to your homepage is important, but you should also do something to make it stand out. It is not enough to include it as the navigation option. On the contrary, include an image or text that focuses on "Search" button, so visitors can not be wrong. It 'also important for your visitors the option of searching for properties is present on every page of your website. Guide visitors to navigate your site improves their experience and show that you understand their needs. Visitors to your website are interested in the property sector, which is why they are on your site ... so do not be shy with the search option to enter the property.

INTERNET STRATEGY 3: Add button "Properties most wanted" to attract the attention of your visitors. Another great way to capture the attention of visitors is to have links that take them directly to the property they are looking for, without even using the "Search" button. How is this possible? By using links to "Saved Searches". Let's say you know that 7 out of 10 homebuyers, looking for a home on your site, find 3 bedrooms, 2 bathrooms, less than € 300,000. Because these studies often do not collect a list that the next visitor to your site can look at? In this way attract the attention of visitors and keeping them on your site is easy.

Add a button to search for property listings and links to save is a good start, but what else could be done in a way that visitors find your site interesting enough to prompt them to contact you or register on your website? Remember our goal? Make your web site, the reference site in your area. Here's an effective way to engage visitors, before adding a lot of content to your site ...

INTERNET STRATEGY 4: add widgets to your Web pages in the online world, a widget is a small application or a dynamic content that is intended to facilitate user interaction with your website and can be easily inserted into a web page. There are sites that offer a list of search widget that are available in a variety of sources, such as Widgetbox (which has a ton of widgets to choose from, including many mortgage and loan calculators, and you can quickly add them to your site) and Reevent. These two sites not only provide its database of search ads to include in your site, but they have their own forum and dozens of widgets to choose from. E 'can also use their widgets to add slideshows, calculator, currency exchange, lists of contacts for research, listings of houses sold recently, weather, and much more. For more

informazioni su questi widget, visita queste pagine web:
http://www.widgetbox.com
http://www.reevent.it

I widget possono anche essere utilizzati per migliorare i contenuti del tuo sito web . Ad esempio, è possibile anche utilizzare un widget per fornire il valore delle case, calcolare i mutui, fare sondaggi e quiz interattivi, e altre cose divertenti in grado di attrarre compratori e venditori sul tuo sito.

AVVERTENZA: tenete presente quanto segue durante l'aggiunta di widget esterni al vostro sito web - hanno sempre un piano!

Non aggiungere mai i widget sul tuo sito web solo per il gusto di avere un widget. Pensate a quello che state cercando di raggiungere con il widget and how it will help you achieve this goal. Are you trying to increase the value of your site in the eyes of your visitors using the widget? Or, you're giving your visitors the opportunity to leave your site? Be careful, a widget is a link to another website, and may steal your visitors!

Returning to our main goal - apart from other real estate agents in your area with the creation of a web site requires that your site is unique and its original content. The operational problem is ...

"How do I bring visitors to my site, instead of making them go to the site of another agent in my area?"

If any other agent in your area has a simple website, with no unique content will not get a high ranking in search engines of your website

By offering information and opinions that make you think are relevant and the information that buyers and sellers looking for a website of a real estate agency also your services stand out. This type of unique content can be found in many forms, from blogs, original video on youtube, and links to other resources.

This brings us to the next set of strategies that focus on how to quickly create original content for your website ...

INTERNET STRATEGY 5: create unique articles on tue pagine web. Per venire fuori in una ricerca sul web, quando un acquirente o un venditore di una certa località cercano sul motore di ricerca "case a Roma" o "appartamenti in vendita a Roma"… è necessario fornire informazioni di qualità sul vostro mercato immobiliare locale, che contengano i termini di ricerca più comuni. Per i professionisti del settore immobiliare, questo significa fare un brainstorming per individuare le principali "parole chiave" con le quali pianificare una "Strategia di contenuto" per creare un contenuto editoriale unico (articoli, post) intorno ad un manciata di parole chiave che consentiranno ai questi professionisti di avere un posizionamento più elevato nei motori di ricerca. Una volta che avete trovato your most important keywords, you create and write content directly focused on these issues. You sound like a threat? It is, probably, but not necessarily be so difficult. Everything is in starting. Content that focuses on your specialty (residential real estate, tourist, commercial, industrial, etc.), the surrounding environment, highlighting your experience and industry knowledge are a good starting point. When you write, think about your target audience - prospective buyers or sellers of real estate in your area. As the content of what you are writing may help in buying or selling them? Be specific, enter details and examples.

INTERNET STRATEGY 6: add video to web pages Here are 4 reasons why you should use the video on the site of an estate agent:

1. Online video creates a personal touch.
2. Online video is exciting! It 'easy to distinguish itself in the market with an interesting and interactive site.
3. Online Video shows a knowledge of experts in real estate is that of the Internet and suggests that this knowledge will be extended to help the visitor to buy or sell a home.
4. An online video increased visitor traffic to your website. This is a simple truth: the video is a great way to get more visitors dai motori di ricerca e dalle ricerche direttamente su YouTube, che conta oltre 300 milioni di utenti e molti di loro si collegano a youtube dalla vostra zona per ricercare informazioni ogni giorno.

Ora che sappiamo perché l'aggiunta di video su un sito web è buona per generare nuovi d'affari, parliamo di alcune strategie di contenuti che vi permetteranno di ottenere il massimo risultato dal vostro video ...

Tre grandi Strategie per realizzare video nel campo immobiliare

1. Inserzione virtual tour

Gli acquirenti amano gli annunci che contengono dei tour virtuali della casa e non c'è modo migliore per presentare un tour di un video. Alcuni agenti immobiliari si filmano di fronte the house, introducing the property, and then talking about and describing the property as the video goes through the house. Or if you're not, if you are not photogenic or video, you can only show the apartment!

2. Getting to know you and your services

This is a great strategy if you want the visitor to know you. Set the speech talking about your knowledge of the local property market and how your real estate experience can save him time and money.

3. Place important local news and updates on real estate market

If you want to place in the minds of your potential customers as a market expert local real estate, you can create short videos that talk about events in the city and offer a quick and real estate market updates.

These are just some ideas about topics for your new video, but there are endless possibilities! Create a video tour of your neighborhood, the show features local parks and other things in your area. Or, create a tour "business" of your town or city where the shops shown where to shop, the demographics of residents, activities such as annual or weekly markets, fairs or hiking trails. Be creative, talk to your specialty and your area.

At this point you can say, "OK, I learned how to add unique content in the form of articles and videos to my web pages to get a high ranking in search engines for searches on the local property market, but I am not yet clear how to bring the people on my site? "

Here are 6 ways found to bring visitors (traffic) on your site without spending a lot of money:

1. Print the URL of your website on all letters, postcards, and letterhead of your agency
2. Include the URL of your website in the digital signature of your e-mail (e-mail)
3. Include the URL of your website in your monthly newsletter
4. Create postcard campaign to communicate the address of your website and distribute them in your area, send them to your past clients, friends, family members and strategic partners
5. Word of mouth - if you provide great content on your site, people will tell his friends
6. Link to your website - again, if you create valuable information on your site, other sites will ask you to put links to your website generating new traffic flows unique visitors

So now you have the top six strategies for finding customers from the web. If you already have a website you will begin to implement these strategies, or you can speak to a webmaster in this week and tell him to add these features to your site immediately. And if you're looking for a web marketing company to contact us and we'll put you in touch with our trusted partners.

In the next section of this article you will have four major strategies to convert your online contacts in real contact.

Wishing your success in real estate,

Salvatore Coddetta , trainer & coach

Final Tip: an organized training courses on the internet real estate marketing. If you want to learn how to use the web to find customers to attend our courses. If you want to learn more visit us at www.formarealestate.it info@formarealestate.it or write to or call 0662208272

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How is the market in Italy. The new poll

Pierpaolo Molinengo

The survey on the housing market in Italy, launched in January 2009 by the Bank of Italy and Tecnoborsa, starting from this edition will seek the cooperation of the Agency of Natural Resources. Between 6 and October 28 were held interviews for the third quarter of 2010 edition, which was attended by 1066 staff, providing information on sales and prices in the reference quarter (July-September 2010), and prospects of the sector.
Estimates of the number of homes sold are based on the observation of intermediate transactions. From the perspective of real estate agents, the transaction is generally ended with the signing of preliminary contract of sale, which may precede, even several months, the transfer of real property registered in the deeds (deed). These aspects may explain the discrepancies observed when comparing the estimates presented here with those based on deeds.
house prices.

The share of agents who report a fall in prices in the third quarter fell to 31.6%, compared to 37.9% recorded for the previous quarter, compared to an incidence even small indications of an increase (3, 6%) increased the stability of the reviews (from 60.6% to 64.9%). The negative balance between the percentages responses to rising and falling was reduced (-28% to -36.4% in the previous quarter). The pattern in all geographic areas and is more pronounced in the regions of Central and North America, where the incidence of reviews of increase rose to 4%.

number of transactions.
In the third quarter of 2010, the share of workers who say they have sold at least one property was 65%, down two points from the previous survey. The number of trades intermediated by the agencies has increased by about 8% over the same quarter of 2009, concentrated in Central and South
Appointments to sell. The

balance between economic decline and reports of increased stocks of positions in sales remained positive, a little less than 20 percentage points, confirming the trend observed since the survey in early 2009.
Also with regard to the new positions, the balance between indications of an increase and reduction is still positive (16.1 percent), it is an increase over the previous survey to 12.4% of the summer, when he recorded a temporary downturn. The lack of buy orders when requested the seller to be too expensive is confirmed as the main cause of termination of the tasks (61.6% of cases was 62.9% in July).

format has drawn on this article da: Newspages - informazione immobiliare gratuita

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Orgoglio Aquilano

Dalla terra al territorio: un progetto ideato per la promozione, la conoscenza e la valorizzazione delle produzioni agricole di qualità del cratere sismico,nella consapevolezza che la ricostruzione non è fatta solo di cemento. L'idea illustrata nel corso di un primo incontro che si è svolto in un tendone allestito nel quartiere del progetto Case di Paganica 2, è quello di organizzare e far crescere anche nel cratere sismico la filiera corta, attraverso la consolidata esperienza of buying groups solidale.Ovvero a market without the 'merchants', which has as its basis a real and immediate relationship between producers and consumers based on direct contact, mutual trust,' meet and respect. From farm to fork, without intermediaries here is a way forward to allow local farmers to recover from the enormous difficulties they are facing after the earthquake. company that marries the commitment to care for local handicrafts. Pride of Aquila, the consortium created to give impetus to local small businesses, has won as part of the Ravenna Festival, the prestigious National Business Ethics and 2009, this year dedicated madness. A reward the consortium a scientific committee composed of professors of the most prestigious Italian universities. The project aims at establishing a network of restaurants "99" for accuracy in different parts of Italy and the world will have to use the products of the consortium, as shown in Dott.sa Anna Bonanni President of the consortium together with the Head Food Pecille Paul. The strength? Saffron Navelli

http://www.abruzzo24ore.tv/articolo/Orgoglio-aquilano-prodotti-locali-per-il-rilancio-del-cratere/1262.htm

Listen gentlemen, was born the first "Red Gold" Location Sassa industrial area managed by the great Fabio Climastone, that of Quintana to speak. Finally something new, true and genuine. A particular curiosity is the presence, in each room, the reproduction of a stone monument of the 99 masks of the 99 Spouts in which the project was inspired. Jamo nnanzi between ....

greetings De Santis

Can't Find Solution Center

innovative ideas for greater success in real estate!

Tutti abbiamo commesso degli errori. Ma alcuni errori possono rovinare il vostro business. Per esempio, lo sapevate che fare alcune domande innocenti, durante una presentazione dei servizi della propria agenzia, può effettivamente innescare inaspettatamente RABBIA nel cliente venditore e costarti migliaia di euro in commissioni perse? O prendiamo in considerazione gli adeguamenti del prezzo di vendita. Gli agenti guardano gli annunci sui giornali, prendono il telefono e fissano degli appuntamenti con i venditori e non sanno come convincerli a mettere in vendita la loro casa ad un prezzo di mercato adeguato per riuscire a vendere quelle case anche nel difficile mercato di oggi. I proprietari of houses would you smuovessi heaven and earth to sell their home. It humiliates you, saying, "If you were a better real estate agent, you would be able to sell our house at the price you want!" The average real estate agent usually takes the job even if the request of the seller is greater than the market value of hard work and after months of running ads, to show the property and potential buyers, create virtual tours by publish on the web, photos, flyers, letters and e-mail, stress and frustration owners call and say: "It 's all your fault." Then you do not renew their office and they give it to another real estate agent who would persuade them to sell their home to fair market price! And 'one of the worst feelings that a real estate agent can try. But the truth is that you did not have the right tools. In this situation you are disadvantaged because they do not have the right tools to deal with customers today and in the market today. Because none of the guys that start the profession of estate agents are told these facts? Almost no one teaches beginners to this job strategies to address real situations and scripts that can help them close without any effort the quality of negotiations with customers. Even the most experienced real estate agents know these strategies, or are too busy to show them. The publications on marketing are rare and real estate agents who know them best if they keep secrets close to his chest near. It may take decades and millions of lost commissions to learn everything yourself through direct experience in the field.

But now you can learn the most powerful strategies used by top officials to close all types of real estate transactions with the precision of a laser. This is a comprehensive approach, full of practical advice and simple at the same time, scripts and strategies which all estate agents desperately need to succeed. If you want to get more assignments from clients vendors, establishing databases of quality, help more buyers get the adjustments pricing by sellers, publish and sell more effective advertising homes with minimal effort ... now finally have a resource for this resource and it is the method they teach in the school of training format. Salvatore Coddetta are, and if you do not know me, I can safely say that I have taught thousands of real estate agents the same strategies that you can find in my books (Strategies for buying and selling real estate, Franco Angeli editions), in my classes, in my articles . The strategies that I teach I could not find altrove.Negli last 15 years of my life I have taught real estate agents several strategies to achieve results, including:

• Principles of marketing and web marketing immobiliare
• Come fare presentazioni ad alto impatto al proprietario venditore per ottenere l'incarico
• Come effettuare una valutazione professionale
• Le strategie chiave per pubblicare inserzioni pubblicitarie efficaci
• Scoprire cosa motiva veramente un acquirente e come vendere case a tempo di record
• Ottenere l' accettazione delle proposta d'acquisto, senza dover andare avanti e indietro cento volte
• Aumenta la tua percentuale di chiusura con tecniche collaudate… e molto altro ancora!

Leggendo i miei libri (Strategie di acquisizione e vendita immobiliare, edizioni Franco Angeli e Come ridurre i tempi di vendita nel settore immobiliare) aumenterete la vostra capacità di produrre reddito pagina dopo pagina. Imparerete semplici modifiche ai vostri comportamenti per migliorare notevolmente il modo di lavorare nel settore immobiliare e il profitto come mai prima. Avrete anche tutte le domande e gli script per gestire l'acquirente e il venditore e per ogni tipo di obiezioni che il cliente potrà farvi. No, non c'è bisogno di avere particolari talenti innati per godere di un business redditizio nel settore immobiliare. I migliori agenti immobiliari sanno vendere (e chiudere) senza avere talenti innati, quindi anche tu potrai farlo. Ecco un piccolo esempio di quello che imparerai nei nostri corsi o nei miei libri:

PUNTO 1: Principi fondamentali per un marketing immobiliare di successo

• Gli ingredienti per una buona pubblicità
• Come motivare i potenziali acquirenti a chiamarti dopo aver letto la tua inserzione pubblicitaria
• Come utilizzare le caratteristiche di una casa per fare emergere la tua inserzione rispetto alle altre
• Come gestire il cliente venditore
• La preoccupazione primaria per gli acquirenti - capire questo ti permetterà di vendere le case che hai in portfolio più in fretta, ricorda che non è il prezzo di acquisto della casa ma la gestione delle emozioni dell'acquirente che ti faranno realizzare o perdere la vendita

PUNTO 2: L'ostacolo più grande that you have before you when you work with sellers to establish who is boss. If not you, then the seller will decide all the moves and then will blame you for his bad decisions. In this session of our courses or part of my books you will learn:

• how to establish who's boss with the sellers during the presentation of your agency and your services (and we will tell you the exact words to pronounce)
• How to avoid the 'biggest mistake that can be made during the presentation of its services to the seller (it happens every day in many real estate agents)
• What are the questions to ask the seller to understand her true motivation to sell its property and to see if it's a good customer or just a time waster
• How to make a professional assessment of the property
• How to get the job in writing and exclusive
• The most common objections we hear from owners to vendors, and answers to be used for reshaping

STEP 3: how to sell homes fast. In this session of our courses or part of my books will be revealed the secrets that the best real estate agents keep for himself.

• how to effectively manage the task exceeding the expectations of the client seller
• How to painlessly obtain the price adjustment
• The sale of the nine best ways to discuss the 'adjustment of the sale price of
• Questions to ask your seller client during a meeting to discuss the adaptation of the sale price
• The two questions to ask the sellers after submitting a 'price analysis for their home
• How to strengthen the confidence of the Seller in your ability to sell their home
• The 6 most common objections and responses more effective during his meeting with the seller for the adjustment of the sale price of
• Proven Tips to improve the interior and exterior of the house to speed risparmiasi sale and a massive dose of headache

STEP 4: buyers can be a vital source of income in your work. They can also be a huge waste of time. In this session of our courses or part of my books will be revealed to you the techniques to find the best buyers and find their dream home quickly. Now, you realize you can not afford to lose these secrets if you work in real estate?

• The 4 types of buyers and the 2 features you need to know by heart if you do not want to spend time working with buyers
• The seven guidelines for open house successfully and make your bank account richer
• The easiest way to avoid "buyer from hell" (the 'nightmare of Estate Agents) using the techniques to describe the' buyer
• How to prevent buyers remorse and negative word of mouth
• 10 Questions to qualify the buyer
• The seven tactics for selling a home quickly
• Avoid common mistakes when you show the houses
• How to discover the "buy signal" verbal and nonverbal to see if the 'purchaser is ready to sign a proposal to purchase
• How to overcome the 10 most common objections of the customer purchasing

STEP 5: How to gain the acceptance of your proposals. Many real estate agents fall for their acceptance of the proposal. There are proven strategies to motivate sellers to accept the (reasonable) amount that the buyer has no use going back and forth and risk jeopardizing the deal. Learn how the best real estate agents have offers from buyers to sellers to increase the closing rate and income!

• One way "bullet proof" to submit your best offer - try this technique and your customers will see vendors start to make notes with approval of the head, as those figures and bambini che si trovano in commercio
• Come preparare prove concrete a sostegno della seria intenzione del compratore e anticipare le obiezioni sulla cifra offerta
• Come creare urgenza nel proprietario venditore. Dimenticati di farlo e tu stesso aprirai la porta alla concorrenza
• 5 domande da fare ai proprietari venditori per identificare immediatamente la loro motivazione a vendere - ti diranno esattamente ciò che li spingerà ad accettare le offerte
• Come ottenere l'accettazione della proposta senza mettersi in contrasto con il proprietario venditore
• La perfetto "sequenza in 7 step" per presentare le offerte dei compratori ai venditori
• Come evitare l'errore imperdonabile in sede di presentazione della proposta d'acquisto al proprietario venditore
• Cosa fare se i venditori dicono "voglio pensarci sopra"
• Quattro strategie chiave per la gestione delle obiezioni del venditore

SEZIONE 6: Tecniche di chiusura. Ecco dove "la gomma incontra la strada." Non raggiungerete ma i vostri obiettivi nel settore immobiliare, se non sapete come chiudere una trattativa in modo efficace. La chiusura di un cliente deve essere un processo "liscio-come-seta". Ma se non si sa quando e come chiedere la chiusura, non otterrete mai l'affare fatto. Qui presentiamo strategie avanzate di chiusura con 5 tecniche modellate da agenti immobiliari Top:

• Come fare in modo che per i vostri clienti l'unica scelta sia quella di firmare il contratto, e velocemente!
• La strategia chiave per motivare i venditori e gli acquirenti a dire "Sì"
• la singola chiave per la chiusura di successo - è così facile, eppure così difficile per molti agenti immobiliari
• I passaggi giusti per far firmare il contratto ai clienti
• Come evitare di parlare troppo e non sapere quando tacere - qui sono le poche parole che devi dire prima di rimanere in silenzio per concludere l'affare e farli firmare
• Come riassumere i punti chiave di una transazione
• Come convincere i clienti che firmare il contratto è nel loro interesse and represents the best choice for them

And much, much, more ... I only "skimmed the surface" of strategies, tips and techniques that are revealed in my books and training courses. And for every situation covered, our training programs give you the main strategies for your work ... no matter what part of Italy worked, if you are novices or experts in the real estate industry or what's happening in your area, even a tomato plant may have more success in real estate by implementing our recommendations.

Wishing your success in real estate,

Salvatore Coddetta, trainer, expert in real estate

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Prelievo chiavi Castello Camponeschi............

by Gigino Costanzi, which I apologize for the delay in pubblicazione.
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21 ottobre 2010, Comune di Prata d'Ansidonia

protocollo n. 1857

oggetto: Prelievo chiavi Castello Camponeschi............

Premetto, con una punta do orgoglio, un pizzico di nostalgia, molta soddisfazione e tanta, tanta voglia di ripartire domani, che ho girato l'Italia in bicicletta in largo e in lungo.

Dalle dolomiti all'Etna, dai parchi nazionali alle città d'arte, musei e catacombe, laghi e riserve naturali, sono veramente tanti, a pensarci, i luoghi della nostra stupenda Italia che I had the pleasure to admire .... great memories.

I paid the ticket, I found brochures, information and courtesy, with souvenir stalls, but nobody, nobody wanted to know why I was there.

Thursday, October 21, 2010, four of my friends have had the 'idea to go to our castle.

I go to the City Council and ask the key.

At my request, on the recommendation of the Mayor, I invite you to drop a line to specify:

1) Name and surname of one of these friends;

2) if it was in a private capacity or on behalf of some body

3) reasons why he came to visit the village, whether for study or for work or who knows What other interests.

Creepy: we exclude a priori that you would want access to the castle just out of curiosity, tourism, or just breathe for a couple of hours, an ancient atmosphere and take some photos.

can not imagine the amazement, the incredulity of my friends in front of that painful spectacle bureaucracy.

So much for tourism promotion and development of inland areas!!

With sadness and a pinch of confidence.

Gigino Costanzi