Debbie Hanlon

Debbie Hanlon

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Anyone who has been in this business for any length of time knows how precarious our careers can be. If we don’t sell we don’t make money. Unfortunately, that kind of uncertainty makes us an easy target for scammers.

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I’ve been through stuff that people who aren’t in this game wouldn’t believe, let alone understand. A story comes to mind of a showing that ended up showing a lot more than expected.

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How do you turn FSBOs into your biggest fans? Don't attempt to scare them by citing all the facts and figures about how poorly FSBOs do. You want to help them, and gain their trust.

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Ah, the dreaded cold call. Dialling a phone number to speak to someone you’ve never spoken to before doesn’t rank very high on most salespeople’s list of favourite things to do. But, do you want the business or not?

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So, you’re driving down a street looking cool and wondering where you can possibly find perspective clients. Should you advertise more, you wonder, as you drive by a For Sale By Owner sign?

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I developed a For Sale By Owner System based on the psychology of selling. The truth is, people don’t make decisions based on facts; they make them based on emotions and then justify them with facts.

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So let’s look at that process as a habit. The cue is the need for a new listing, the routine is to sell it and the reward is the money she made by doing so. So which of these can we change?

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A habit is not as simple as it seems and actually has three separate parts: the cue, the routine and the reward. To break this down, let’s look at one of the first habits we form as children, lacing our shoes.

Maintain balance and productivity

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We've talked about how regular cleaning of your database is an important part of maintaining it. I recommend cleaning it up four times a year. Here are some tips on how to organize your database.

database

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Just like a closet or shoe rack, your database is going to collect contacts you’ll use time and time again as well as those that are simply no longer useable after a while.