How to spot
Good Location for your Real State Investment?
* Every body wants a good location! There are so
many good locations but the question is, is the
price right? In most cases, they are over priced!
Your paying Capacity the moment the location was
offered to you? Can You afford it? You Must define
your object in investing in that particular location.
Is it immediate? Short term or long term?
If you’re a beginner or a small time Real Estate
Investor, Don’t position yourself in a developed
Business District already. I would be best to
position your investment in an area where there
is a very positive massive development in the near
future. Meaning, the area that you have to look for
is still undeveloped.
Let says, if the area is not yet fully developed,
but Mall operators are starting to position due
to Government’s Program in developing the Area
like the infrastructures, The Transportation like
the Railways,(MRT) Metro Rail Transit, (LRT) Light
Rail Transit, Air Port, Sea Port, ETC. Another thing
you must consider, will it bring in cash to your
pocket? What’s the time table? If not, consider it as
a liability specially that investment will take out
money from your pocket due to Real Estate Taxes!
Consider also the (FAB) FEATURES, ADVANTAGES AND
THE BENEFITS! Always consider the short term and
the long Term! Let’s say, your cash is limited,
but the location that was offered to you is an easy
installment plan, meaning very affordable and a
perfect location as far as all aspects were considered!
Like travel time to the Church, School, Hospital, malls
and work place or from your Business!
If the present value is still very low, and there is
the probability of hitting high due to future developments,
then this could be a niceinvestment. Always put it in mind
that Real Estate Investment is a long term Investment.
You should project a time table no less than 10 years.
Meaning, the way you look at the projected Development
is to ask yourself what will happen to this area 10yrs.
or 15 yrs. or even more from now? If you have good
information about the future Development, then it's a
BINGO! That would be a perfect location for Investment.
There are Big opportunity in Real Estate Investments
where in sellers/land owners don’t have the idea on the
value of there properties! You have to spot on these!
The most important aspect in Real Estate Investment is
on your Part, The Due diligence! You must check the
documents, Go to the register of Deeds first
and check it if it’s a clean title? If you’re talking
to the right owner?
See to it that your payment should go directly
to the property owner or Developer. Always remember
that stories can be created just to get your
cash/payment! Don’t Rush! If possible, Make it a habit
to use check in Real Estate Payments. It’s easy to trace
when problem occur if there’s a paper trail!
I hope you learn something on this...
Thanks for Your time,
Peter E. Cadorna
Thursday, March 5, 2009
Tuesday, March 3, 2009
INTERNET MARKETING AND REAL ESTATE!
Unlike in 20 years ago, if you want to operate an
International in Real Estate Marketing, It’s very
costly. You need to deploy your man power like the
support staff, Marketing Head and the Sales Head to
organize abroad. Just take my experience operating
in the Middle Estate way back 1985. For a company
to operate fully in a certain country Like Saudi Arabia,
you must have a a local partner for you to be able
to operate. This means, you will share your income
to your partner. Usually a 60/40 arrangement where
in your partner will get the 40%. Although he will
participate in the processing of the required
papers/documents needed for your business to operate
like permits, visa for your people etc.
There are partners that will go the short way,
Just like our experience, we enter the Kingdom
of Saudi Arabia carry a tourist visa, once we were
there, it was converted into a working visa. I was
issued a visa of an engine mechanic with out me knowing.
The point that i’m trying to drive at is the risk that
we were facing but we don’t have the knowledge about it.
We just go on with our sales operation. Since both parties
were committed to operate the business, the show must go!
I’m discussing heavily on my Saudi experience in in my
other blog entitled Experiences and Insights.
Now a days, with the use of the computer technology, you
don’t need to spend much on International operation. If you
have a website, it’s just like you’re tripping your client
to the project itself. But having a website is not enough!
It’s how you do it with the website that matters. The method
of selling has changed dramatically specially in the aspects
of prospecting and closing a sale. Let’s discuss first the
prospecting. On line marketing has so many way on how to
advertise your website. The how to get traffic to your site
plays an important role. In short you need technical people
to do the job in increasing the traffic to your site. Very
minimal expense on the part of advertising compare to the
old way of advertising, And yet your market is global! It
should be the technical people and the marketing head should
be in the front like to discuss for the success of the traffic
and the conversion of the traffic into a sales transaction.
Do not discount the power of the I. T. people in your
organization. It is the technical people who can do the
miracle for the product movement. The traditional way of
marketing is still there, however, you can’t let your
website function well with out the I.T. personnel. For
example, you have the website, how are you going to
advertise the website? If you do the traditional way,
it’s very costly. this is were the Marketing Head should
explain to the I.T. personnel with regards to the type
of target market that the company is targeting so
that the I.T. personnel know on what type of program he will
use to increase the targeted traffic to the site. The use of
search engine and the right keywords would be of great help.
Take care of your I.T. personnel if you want your business to
grow fast globally in the arena of technology. It would be
better that the I. T. personnel should be oriented on the
movement of marketing so he link his technical know how to the
world of marketing. In this aspects, the I.T. personnel will be
more creative in using the tools of technology to position the
product globally. The key to the success of the website is traffic,
traffic, traffic!
I hope we learn some lessons on this topic.
Thanks, for your time,
Peter E. Cadorna
International in Real Estate Marketing, It’s very
costly. You need to deploy your man power like the
support staff, Marketing Head and the Sales Head to
organize abroad. Just take my experience operating
in the Middle Estate way back 1985. For a company
to operate fully in a certain country Like Saudi Arabia,
you must have a a local partner for you to be able
to operate. This means, you will share your income
to your partner. Usually a 60/40 arrangement where
in your partner will get the 40%. Although he will
participate in the processing of the required
papers/documents needed for your business to operate
like permits, visa for your people etc.
There are partners that will go the short way,
Just like our experience, we enter the Kingdom
of Saudi Arabia carry a tourist visa, once we were
there, it was converted into a working visa. I was
issued a visa of an engine mechanic with out me knowing.
The point that i’m trying to drive at is the risk that
we were facing but we don’t have the knowledge about it.
We just go on with our sales operation. Since both parties
were committed to operate the business, the show must go!
I’m discussing heavily on my Saudi experience in in my
other blog entitled Experiences and Insights.
Now a days, with the use of the computer technology, you
don’t need to spend much on International operation. If you
have a website, it’s just like you’re tripping your client
to the project itself. But having a website is not enough!
It’s how you do it with the website that matters. The method
of selling has changed dramatically specially in the aspects
of prospecting and closing a sale. Let’s discuss first the
prospecting. On line marketing has so many way on how to
advertise your website. The how to get traffic to your site
plays an important role. In short you need technical people
to do the job in increasing the traffic to your site. Very
minimal expense on the part of advertising compare to the
old way of advertising, And yet your market is global! It
should be the technical people and the marketing head should
be in the front like to discuss for the success of the traffic
and the conversion of the traffic into a sales transaction.
Do not discount the power of the I. T. people in your
organization. It is the technical people who can do the
miracle for the product movement. The traditional way of
marketing is still there, however, you can’t let your
website function well with out the I.T. personnel. For
example, you have the website, how are you going to
advertise the website? If you do the traditional way,
it’s very costly. this is were the Marketing Head should
explain to the I.T. personnel with regards to the type
of target market that the company is targeting so
that the I.T. personnel know on what type of program he will
use to increase the targeted traffic to the site. The use of
search engine and the right keywords would be of great help.
Take care of your I.T. personnel if you want your business to
grow fast globally in the arena of technology. It would be
better that the I. T. personnel should be oriented on the
movement of marketing so he link his technical know how to the
world of marketing. In this aspects, the I.T. personnel will be
more creative in using the tools of technology to position the
product globally. The key to the success of the website is traffic,
traffic, traffic!
I hope we learn some lessons on this topic.
Thanks, for your time,
Peter E. Cadorna
IT'S ALL ABOUT NUMBER'S GAME!
THE POWER OF ORGANIZATION:
When you are involved in real estate business, the most
powerful tool for you to make income in real estate is,
develop your network. Network development could be
either way, It can be traditional or develop a network
online. This is where you have be active in joining any
social Networking Sites. One of which is friendsters
where there are more than 90 million active members
worldwide.
The beauty of this friendster is, you can
see the complete profile of the members including their
profession. Meaning if you want to have more friends on
this site, Just go the search bar then type Doctors,
then you'll find all Doctors who are members, Then click
on add as a friend, Then you'll just wait for the approval
of the Doctor, If approved, then you have a new friend who
is a Doctor. In some instance, It is set on an auto approval.
This would depend on how his setting is being made.
The Face Book, Direct Matches, Yuwie, MySpace, Tagged Etc.
These are big Social Networking Sites. This is also a nice
place to put a paid ads.
Aside from your own connection and contacts, If you
are now engaged in build and sell, start to organize
your own group of agents. Be it traditional way or do
it Online. But, first of all you should the art of
Real Estate Selling.
Your next step is if you still have the time, you can
still handle the training for your sales people. Once
you can develop a good salesman, start to develop him
in the aspects of Management, Leadership, Motivation
and most important is the aspects of Public Speaking.
Once you’ll be able to develop a good manager, your
job will be more easier. Then develop a good leader.
If you can’t find the leadership quality in the
person of your present manager, then look for one.
A Manager and a Leader is two different functions.
Don’t get wrong on the impression that when you have
Manager you already have a good leader!
Once you have both of them, your organization will
start to grow big! It’s the good Leader that inspire
people to work! And most good LEADERS are good
MOTIVATORS! Good leaders can bring out the best
from his his people. When people in the organization
are motivated, It’s like a wild fire than even new
comers can feel the impact and the intensity. The
organization will duplicate fast with all members
are on a high gear mode!
Sales will start to come in, every body wants to have
there our production, and internal competition will
start with in the the group. When every body is on a
high gear, This is now like the power of internal
combustion. Sales will pour in every now and then.
This is were big income starts in the real estate industry.
Start giving promotions to performers but, it should
be based on clear criteria on promotion. You can
design a criteria for them to rally on. In a championship
fight in boxing where both fighters are on perfect
fighting mode, The most very crucial is the the corner
man that coaches the fighter on what strategy to apply
on a per round basis. The corner man who can motivate
his fighter to follow on what strategy to apply will
most likely win the fight.
In any sports like basketball, football games, The same
will apply. The role of the leader or the coach is very
important in the game, may it be in an organization.
He has to have a winning strategy to keep the high morale
of the people with in the organization, So as to a fighter,
or a player who will fight or play i a championship game.
I hope we learn some lesson on this topic.
Thank you,
Peter E. Cadorna
When you are involved in real estate business, the most
powerful tool for you to make income in real estate is,
develop your network. Network development could be
either way, It can be traditional or develop a network
online. This is where you have be active in joining any
social Networking Sites. One of which is friendsters
where there are more than 90 million active members
worldwide.
The beauty of this friendster is, you can
see the complete profile of the members including their
profession. Meaning if you want to have more friends on
this site, Just go the search bar then type Doctors,
then you'll find all Doctors who are members, Then click
on add as a friend, Then you'll just wait for the approval
of the Doctor, If approved, then you have a new friend who
is a Doctor. In some instance, It is set on an auto approval.
This would depend on how his setting is being made.
The Face Book, Direct Matches, Yuwie, MySpace, Tagged Etc.
These are big Social Networking Sites. This is also a nice
place to put a paid ads.
Aside from your own connection and contacts, If you
are now engaged in build and sell, start to organize
your own group of agents. Be it traditional way or do
it Online. But, first of all you should the art of
Real Estate Selling.
Your next step is if you still have the time, you can
still handle the training for your sales people. Once
you can develop a good salesman, start to develop him
in the aspects of Management, Leadership, Motivation
and most important is the aspects of Public Speaking.
Once you’ll be able to develop a good manager, your
job will be more easier. Then develop a good leader.
If you can’t find the leadership quality in the
person of your present manager, then look for one.
A Manager and a Leader is two different functions.
Don’t get wrong on the impression that when you have
Manager you already have a good leader!
Once you have both of them, your organization will
start to grow big! It’s the good Leader that inspire
people to work! And most good LEADERS are good
MOTIVATORS! Good leaders can bring out the best
from his his people. When people in the organization
are motivated, It’s like a wild fire than even new
comers can feel the impact and the intensity. The
organization will duplicate fast with all members
are on a high gear mode!
Sales will start to come in, every body wants to have
there our production, and internal competition will
start with in the the group. When every body is on a
high gear, This is now like the power of internal
combustion. Sales will pour in every now and then.
This is were big income starts in the real estate industry.
Start giving promotions to performers but, it should
be based on clear criteria on promotion. You can
design a criteria for them to rally on. In a championship
fight in boxing where both fighters are on perfect
fighting mode, The most very crucial is the the corner
man that coaches the fighter on what strategy to apply
on a per round basis. The corner man who can motivate
his fighter to follow on what strategy to apply will
most likely win the fight.
In any sports like basketball, football games, The same
will apply. The role of the leader or the coach is very
important in the game, may it be in an organization.
He has to have a winning strategy to keep the high morale
of the people with in the organization, So as to a fighter,
or a player who will fight or play i a championship game.
I hope we learn some lesson on this topic.
Thank you,
Peter E. Cadorna
Strike the Mind, Touch the Heart and Dig up the Pocket!
Strike the Mind, Hit the Heart and Dig up the Pocket!
This is what Selling is all about! Building up
Relationship, Helping the Client solve his Problem
is the process of setting the mind of the Client.
Once trust and confidence is build up, What ever
you suggest to the client it is easy for the client
to give you feed back.
For Example, If you would ask the client, How would
you like to position your House if you will construct
it? Would it be facing the Morning Sun or Afternoon
sun? I'm starting to use a combination of question
method, alternate of choice and a yes close technique.
Here's how it goes! I throw a question asking the
client on the how will He position His House once
He will construct it? But i gave him also an
alternative which is answerable by a yes and a
yes answer. Any of the answer, the answer is
favorable to me. The Client could not even notice
that i'm starting to use closing techniques here.
If i'll follow up with a question like, if you buy
your Real Estate Investment now, to whom shall the
investment be named after? would it be name after
You and you Husband? or to your Children? It's the
same techniques that i'm using but little by little
i'm cornering the client already.
Another follow up question like; If the company would
offer a bigger discount let say 10% if you pay it in
cash, Are you going to avail the discount or take the
longer term without discount. Again, the same technique
was used and i can still get the positive answer.
In a situation where there is an objection such as:
The price is too high!, The Place too far! Etc. You
can use a closing technique like, History feed back
with a combination of 4 F's (feel, feel, felt, found).
Here's how i goes; I could really feel what you feel,
the same way our previous clients felt that way before!
But you know when they found out that price of real
estate really shoot up when there's a development in
the area, they did not regret on the decision they've made.
Watch for more techniques here.
(To be continued)
Peter E. Cadorna
This is what Selling is all about! Building up
Relationship, Helping the Client solve his Problem
is the process of setting the mind of the Client.
Once trust and confidence is build up, What ever
you suggest to the client it is easy for the client
to give you feed back.
For Example, If you would ask the client, How would
you like to position your House if you will construct
it? Would it be facing the Morning Sun or Afternoon
sun? I'm starting to use a combination of question
method, alternate of choice and a yes close technique.
Here's how it goes! I throw a question asking the
client on the how will He position His House once
He will construct it? But i gave him also an
alternative which is answerable by a yes and a
yes answer. Any of the answer, the answer is
favorable to me. The Client could not even notice
that i'm starting to use closing techniques here.
If i'll follow up with a question like, if you buy
your Real Estate Investment now, to whom shall the
investment be named after? would it be name after
You and you Husband? or to your Children? It's the
same techniques that i'm using but little by little
i'm cornering the client already.
Another follow up question like; If the company would
offer a bigger discount let say 10% if you pay it in
cash, Are you going to avail the discount or take the
longer term without discount. Again, the same technique
was used and i can still get the positive answer.
In a situation where there is an objection such as:
The price is too high!, The Place too far! Etc. You
can use a closing technique like, History feed back
with a combination of 4 F's (feel, feel, felt, found).
Here's how i goes; I could really feel what you feel,
the same way our previous clients felt that way before!
But you know when they found out that price of real
estate really shoot up when there's a development in
the area, they did not regret on the decision they've made.
Watch for more techniques here.
(To be continued)
Peter E. Cadorna
HELPING THE CLIENT SOLVE HIS PROBLEM!
Helping the Client Solve his Problem
This is the Process:
1. Listen to the client's Objection:
In listening to His/Her objection, You show respect!
In return, you'll gain also
His/Her respect. The Common problem is, most people
don't know how to listen! A lot of people are good in
talking. In a family, usually when there's a argument
between husband and wife, Nobody wants to listen,
Everyone wants to talk first. You know what happen with
the argument? It always end up to a Divorce or
separation.
There are lot of schools that teaches public speaking,
But there's no school that teaches the art of listening.
You know? When you listen, you get all the information,
And information is POWER! When you have all the information,
you know where to position yourself. You might loss the
argument, but win the sale!
2. Agree with the Client's Objection:
When you agree with Her/His objection, You show the Client
that you're not an opponent, You are an alliance or partner.
Here, you start to gain Trust from your Client. When you agree,
the client would feel that you are concern about his
Investment. He feel that he is safe and protected with you.
He is at ease when you're around and feel confident he decide
because you are there as an expert, An Adviser or a Consultant
for that matter.
3. The only time that you can question the objection:
Here's how i goes; By the way, You told a while ago regarding
the high price! May i know which part you feel that the price
is high? Is in on the price per square meter or the Down Payment?
At this stage, I'm isolating the problem now. If He/She says, Price
per square meter, I will response to Him/Her, Aside from the
price per square meter is there any problem that you see on
this property? If none! then proceed to the answer. If i can show
you reasons that this price is just a competitive price, will you
decide it now?
4. Time to Answer the objection now:
Go back to the briefing process where you discuss the (FAB)
features, advantages and benefits of what you are selling! Once
the client would be reminded all of the positive aspects of your
product, then the Client will decide to buy.
Decision now is just a result of the entire process.
5. Trial Close the Sale:
This stage is your barometer whether or not, the client is
ready to buy! Test it if your transaction is already fully
cooked by throwing closing questions, Like: Which unit you
finally choose? Unit number one or Unit Number two?, Which
term do you prefer, The Cash with big discount! or a longer
term with out Discount. Take note that, Trial Closing may
happen everywhere, anywhere in the entire process. Trial
close too often for you to determine that the client is
ready to buy.
6. Closing the Sale:
When everything is handled properly, Sales is easy to
close! Closing a Sale became easy now, it's because you
now have the knowledge. Develop this knowledge
into skills and the everything will happen the easy way.
We can come up with more than 30 closing techniques, It can
be use in combination in closing a sale! Follow this
topic on this post.
(to be continued)
Peter E. Cadorna
This is the Process:
1. Listen to the client's Objection:
In listening to His/Her objection, You show respect!
In return, you'll gain also
His/Her respect. The Common problem is, most people
don't know how to listen! A lot of people are good in
talking. In a family, usually when there's a argument
between husband and wife, Nobody wants to listen,
Everyone wants to talk first. You know what happen with
the argument? It always end up to a Divorce or
separation.
There are lot of schools that teaches public speaking,
But there's no school that teaches the art of listening.
You know? When you listen, you get all the information,
And information is POWER! When you have all the information,
you know where to position yourself. You might loss the
argument, but win the sale!
2. Agree with the Client's Objection:
When you agree with Her/His objection, You show the Client
that you're not an opponent, You are an alliance or partner.
Here, you start to gain Trust from your Client. When you agree,
the client would feel that you are concern about his
Investment. He feel that he is safe and protected with you.
He is at ease when you're around and feel confident he decide
because you are there as an expert, An Adviser or a Consultant
for that matter.
3. The only time that you can question the objection:
Here's how i goes; By the way, You told a while ago regarding
the high price! May i know which part you feel that the price
is high? Is in on the price per square meter or the Down Payment?
At this stage, I'm isolating the problem now. If He/She says, Price
per square meter, I will response to Him/Her, Aside from the
price per square meter is there any problem that you see on
this property? If none! then proceed to the answer. If i can show
you reasons that this price is just a competitive price, will you
decide it now?
4. Time to Answer the objection now:
Go back to the briefing process where you discuss the (FAB)
features, advantages and benefits of what you are selling! Once
the client would be reminded all of the positive aspects of your
product, then the Client will decide to buy.
Decision now is just a result of the entire process.
5. Trial Close the Sale:
This stage is your barometer whether or not, the client is
ready to buy! Test it if your transaction is already fully
cooked by throwing closing questions, Like: Which unit you
finally choose? Unit number one or Unit Number two?, Which
term do you prefer, The Cash with big discount! or a longer
term with out Discount. Take note that, Trial Closing may
happen everywhere, anywhere in the entire process. Trial
close too often for you to determine that the client is
ready to buy.
6. Closing the Sale:
When everything is handled properly, Sales is easy to
close! Closing a Sale became easy now, it's because you
now have the knowledge. Develop this knowledge
into skills and the everything will happen the easy way.
We can come up with more than 30 closing techniques, It can
be use in combination in closing a sale! Follow this
topic on this post.
(to be continued)
Peter E. Cadorna
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