Back to Basics – 8 Steps

By · Friday, May 18th, 2007

MP3 File

1. Prospect with vengeance – Dig Deep! Prospecting your sphere of influence – I am talking about prospecting with a vengeance. Don’t just ask them if they are thinking about buying or selling – really have a conversation letting them know that you are looking at other friends, family, acquaintances that they can turn you onto. Take 15-20 minutes to have a conversation with your sphere. I promise you will get business if you go through your sphere with a vengeance.

2. AAA – Appearance, Attitude & Aptitude
Appearance – Dress for success and ready to do business. If you ever look in the mirror and wonder if this is o.k. to wear today – change! Be ready to do business.
Attitude is everything. If you are down on this market, the market will be down on you. The average production of RE agents in the country is 8-15 closings per year – our market can support any sales executives achieving their personal goals. There is more then enough business to go around.
Aptitude – understand and really think about what you are trying to accomplish. What is your pre-meditated plan of attack? What are you trying to do? Are you just floating? Floaters flounder and focusers flourish!

3. Ask open-ended questions – Dig Deep!
Asking questions is the key to sales. If you think you have to be a good talker to be a great salesperson you are wrong. Ask open-ended questions. Let them talk, ask more questions, take detailed notes. Dig deeper so that you really understand your clients! People do not care how much you know until they know how much you care.

4. Do you truly know your client – DBM – Dominant Buying Motive or DSM – Dominant Selling Motive. Know their reasons and then it makes your life easier.

5. Must bring into the office. If they are buying a house they need to come in. Shows their commitment and gives you the opportunity to do a buyer’s interview.

6. Pre-approve with MJM Home Loans powered by Countrywide. When you have the Countrywide name and our company behind you it let’s your clients know that the transaction is going to close. Don’t show homes without a pre-approved client. This will help you save everyone time and money!

7. You must lead the process or they will. Only 2 choices – they lead or your lead. I would suggest that you lead the process. Lead them to the promise land! Let your clients know what is going on.

8. Be persistent with a plan. They need your help. They need you to be on your game. You are not bothering them Ask – On a scale of 1-10 what are the chances that you are going to buy a house in the next 60-90 days? Dig deeper and get the full story. The reality is that information is king! The more truth you deal with the better job you can do.

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