In today's instalment of our Transform/19 highlights series, coach Claudio Encina helps you find the 20 per cent of people in your database you need to be working with. In this video he looks at how to best categorise your database, suggests qualities to include in your 'A grade' customer checklist and arms you with effective tactics to shift a negative to a positive when it comes to securing a listing.
00:10 Categorising your database by what kind of vendors you currently have
02:20 Understanding the difference between positive and negative tension
02:42 How to best eliminate risks which prevent people from taking action
04:24 How to work with expired listings
05:55 Understanding and defining what the ‘A grade’ buyer and seller you want to work with looks like.
