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Getting a large group of homes from a builder can be massively profitable. How do you beat the competition? Well, one of my coaching clients asked that of me the other day, and I shared some of my secrets.

In my real estate career, I soon found out that there were great ideas and average ideas. Concentrating on the great ideas made me wealthy. Usually the average stuff is promoted by speakers who have never sold much real estate or writers who have never sold any real estate.

Many times, the ability to overcome an objection will buy you a few more moments, allowing you to build a relationship and turning a frustrating call into a money call. Overcoming objections is one of the reasons my coaching clients are getting the deals from the other agents!

Let’s set the scene – you really want the major share of listings in the neighborhood close to your office, and you want those listings at an average sales price 40% higher than your average closed sales price. The catch – you just found that your competition has been hanging out there for 12 years with doggie treats, pumpkins, and door hangers! Well, it’s time to get to work.

Our company provides the best buyer services and value in the nation. If the buyer lead is not convinced and wants to interview more, then this is the interview sheet that my coaching clients give their clients who are gluttons for punishment.

It’s tough when you’ve built your business and your reputation in a town then you move to an entirely different area to start all over again. How do you start over again? Maybe this Q&A exchange will help with your quandary.

Question and Answer with Walter Sanford about short sales and real estate training.

Frustration with internet buyer leads turning into closed business is increasing. With internet leads, you have people who just want to look around but have never really been “sold” on working with you. Once you have their email address, it is time to get these prospects to call you so you can close them into a relationship. Get them to answer some questions. Get them pre-approved. Get them to meet you in the office to sign a buyer-brokerage agreement. You will like them more and do a better job if you are more convinced that they will turn into a commission. This little drip system has been working to generate incoming phone calls from anonymous buyers. Try it!

Well, all the sellers are taking “happy pills.” There are more FSBOs, and they are tougher to talk to now. What are my coaching clients doing right now?

I teach my coaching clients on how to extend their time on the phone with a great prospect. Each client can answer the questions below when they are talking with a prospect. You might think prospects should just melt at the sound of your voice and hang on your every word when you call.