The Heart of the Deal summary

It shouldn’t be a surprise that success requires the help of others. This was one of the toughest lessons Lolli learned on his path to becoming a successful business owner. Look at it this way: your business is something you built from the ground up and it’s incredibly hard if you have no one to help you look after it.

To develop a prosperous business, you need a trustworthy team around you. These people are your workplace family – folks you can entrust with your career mission and life’s dedication. Trust is important because the distribution of responsibilities isn’t easy.

Imagine a beautiful four-bedroom house, located in a great neighborhood and surrounded by excellent local schools. To top it off, the price is significantly below market value. A property such as this doesn’t need any help in being sold – it basically sells itself!

The reality, however, is that most properties aren’t perfect, and this means you’ll need to consider how to make them more attractive to buyers.

Want to know a secret about the perfect property? There isn’t one. Every house or apartment you sell could be a little better – whether by having more space, better natural light or being closer to public transport. Perfection doesn’t exist in the real world, and neither does the perfect home. Knowing this will help you develop the right mindset to deal with any doubts your client may have.

One of the most common objections from clients is that a property is too small. Fortunately, this doubt can be easily alleviated by focusing on the property’s upsides.

Negotiation is the bread and butter of real estate. A typical day as an agent involves you wanting something from your client, who also wants something from you. With a little discussion, bargaining and good will, both parties can walk away satisfied.

To obtain this win-win outcome, you need to hone your negotiation skills.

After working long enough in the real estate business, you’ll start to see some familiarities between clients. Being able to identify a type of client as soon as they walk through the door will help you quickly determine the best way to help them.

One common client type is the out-of-towner.