How You Can Overcome Objections in Luxury Real Estate

bjbjz Hey everyone this is Jack Cotton, luxury real estate expert standing outside my luxurious and not totally ostentatious Cape Code office. We are talking about the 12 deadly business planning sins and we are just past the half way point now as we talk about number seven today which is not having a strong enough why. Not having a strong enough why. You know the why is only going to get you to your destination. The whys will power you to destination. The whys will assure you of obtaining your goals. Because why is the translation of what does it mean to you, to your family, to other people when you obtain the goals you have set. Just having a goal all by itself and not having a why behind that goal, it is going to be really difficult to attain. It is sort of like having a goal of taking a trip to Paris, then achieving that goal by going to Paris, looking around having a Big Mac and then coming back. I mean, there is no why there. You need to understand, When I get to Paris, what am I going to do? What am I going to experience? Who am I going to become as a result of this trip? What will it mean to me, my family, and to others that I was able to make this trip? And then we have a really strong why you can ask yourself, What difference will I make? How will I be different and how will my life be different as a result of achieving this goal that I had? Who will I become as a result of achieving this goal? The why is what is important. You have got to have a strong why to power yourself to your goals. So here is your action item. Think about your goal and think about why is it important to you to attain that goal. What will it mean to you, your family, to other people whose lives you may be able to change in addition to your own by attaining this particular goal. The why is critical. Now just a couple of things to talk about. First of all, I hope you will take an opportunity to forward this email, this video to a friend of yours who might be in real estate. I think it can help other people. The gift that keeps on giving so to speak. I also want you to note that when I send out this newsletter each week, on the bottom of the email part is one of my listings that I have featured. And you know this group of realtors is around the world virtually who are receiving these e-zines now is large enough where we can start to do some referral business back and forth. So think about your list of potential buyers who might want to come to Cape Cod and look at my listing and think about who you could refer for that particular property. Secondly, think about your own listings and which one would you like me to put in front of this whole group, and what I will do is if you send me a picture and a brief description and your contact information, I will put your listing up on my newsletter next to mine and try to get some referral business going among our little group here. As you learn stuff each week, we can try to do a referral each week. Can you imagine if we did 52 referrals a week as a result of this newsletter? Next thing I m going to talk about is that last year when people bought my book, Selling Luxury Homes, I was giving a free one-on-one telephone consultation, and it was a lot of fun, I learned a lot, and I think a lot of people gained a lot from that. At the same time, towards the end of the year, it was getting to be so hard to keep up with all the phone calls that we had to discontinue it for 2013. But here is what I am thinking about. Starting in February, we are going to just try doing a luxury unplugged webinar. It will be live. People can dial in or, what do you call it, tap in or log in I guess, to a luxury unplugged and ask me a question live, and I can answer your question in front of all the other people who are participating in this luxury unplugged. It s like one-on-one coaching in a group setting. So be thinking about your luxury real estate questions and as the weeks unfold towards February, I will give you the information about how luxury unplugged will work. It would be a great way to build our community, do some referral business, and learn. Most importantly now as you progress into the week, I want you to make it a great one. Commit your action plan. Think about your why and make your goal come alive. Thanks so much for your time and attention. [Content_Types].xml _rels/.rels theme/theme/themeManager.xml sQ}# theme/theme/theme1.xml w toc'v )I`n 3Vq%'#q :\TZaG L+M2 e\O* $*c? Qg20pp \}DU4 hsF+ ,)''K K4'+ vt]K O@%\w S; Z |s*Y 0X4D) ?*|f -45x /Y|t theme/theme/_rels/themeManager.xml.rels 6?$Q K(M&$R(.1 [Content_Types].xmlPK _rels/.relsPK theme/theme/themeManager.xmlPK theme/theme/theme1.xmlPK theme/theme/_rels/themeManager.xml.relsPK Normal Microsoft Office Word Title Microsoft Word 97-2003 Document MSWordDoc Word.Document.8