Getting Past What You Can’t Get Over

Getting Past What You Can’t Get Over                                                                                                         by Mike Pallin, Floyd Wickman Master Trainer  Let’s say you have been showing houses to Mr. and Mrs. Buyer for months. They are eager, cooperative, qualified and motivated. They show up on time and look to you for advice. And then out of the blue they call to share their good news. They just bought a For Sale By Owner and knew you would be happy for them.  Let’s say your admin gets an offer from a title company at twice what you are paying and she bolts. The next day your

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Dare to Compare

DARE TO COMPARE                                                                                                                                      by Floyd Wickman Master Trainer Mike Pallin  During Floyd’s real estate career he went on over 1500 listing appointments, and the comparison objection was the one he had to handle most often to get the listing in one stop. And so he created the Comparison Shopping Analysis, which is a hesitation handling tool that gives you the perfect blend of logic and emotion. Like all hesitation handling tools, it works most effectively when used at the right time and with the right dialogue.  ON THE PHONE, AFTER YOU GET THE APPOINTMENT AND BEFORE YOU HANG UP  OK,

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OVERPRICED LISTINGS                                                                                                                                    By Floyd Wickman, National Speakers Association Hall of Fame Member and CEO of The Floyd Wickman Team, LLC Let’s listen in on a recent round table discussion with some better producing agents.  Jeffrey “My partner and I are starting over in a new location, and we need to build our listing inventory back up quickly. We have been on half a dozen or more listing appointments we could have taken, but they weren’t realistic with their price. Our #1 question is – If we’re trying to build our inventory quickly, when is it okay to take an


If You Had No Choice

IF YOU HAD NO CHOICE                                                                                                                                 By Floyd Wickman, Founder and CEO of The Floyd Wickman Team H.B., my second broker, was the broker who “sold” me on learning sales dialogue. He suggested I take STI Training. Keep in mind, when I say HB suggested something, that’s like saying Moses came down the mountain with The 10 Recommendations. Nothing was optional with this guy, and I am forever grateful to him for that.  Even though learning dialogue was uncomfortable for me at first, the foundation of my success was built on knowing what to say and how to say it

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Setting A Goal                                                                                                                                                      By Mike Pallin, Floyd Wickman Team How do I go about setting an income goal for next year?  Each of us begins the year with a hope, or a wish, or a dream, or a desire, or an expectation – but only 5% of the general population actually begins the year with a specific, measurable, written goal. And, if the experts are to be believed, only 5% of that 5% actually track activity and results throughout the year, stay on track, and achieve their goals.  So if the odds are that slim, why even bother? Why not just start

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