Friday freestyle Framework to crush your meetings personalgrowth realestate

>> YOUR LINK HERE: ___ http://youtube.com/watch?v=i9AugvBJpno

Over the last 20 years of selling, leading, and coaching real estate companies, and #realestateagents I’ve seen quite a few versions of buyer and seller consultations (latter formerly known as listing presentations). One thing that’s served me well over the years is to ditch the notion of scripting and the one-size-fits-all mentality. • Instead, I focused on developing and implementing a framework that allows for both creativity and flexibility to the prospective customer’s needs and wants. The framework I developed for buyer and seller consultations looks like this: • Preparation • Energy • Connection • Value • Commitment • Expectations • Persistence • It may not be a catchy acronym, but you’ll notice it is a palindrome (initials are the same forward and backward), so that could help you remember it. • Let’s examine each step. I know that when you apply this strategy, you’ll find your conversion rates soar. • Step 1: Preparation • This is what happens before the meeting. Preparation is the antidote to fear. Get your materials together, practice the questions you will ask, and anticipate the challenges. And keep in mind — the better you know the local market and your contracts, the more confidence you will bring into the meeting. • Step 2: Energy • Read the room. Energy doesn’t mean that you always bring charisma and excitement. These can be appropriate in some circumstances, and yet, at other times you are dealing with death and divorce. Always bring gratitude, confidence, and empathy. • Pro tip: Life happens, and many times we have lots of things on our minds. Before you enter into any meeting, pause, take a deep breath, and remind yourself that your mission is to serve another human being in their objective to buy or sell a home. • Step 3: Connection • This is the most important step of all. Preparation and bringing the right energy will set you up to properly focus on building connection and likability with the prospects. They need to feel that you care about them before they will care about what you offer. Asking great questions, listening, and truly caring about the answers is a great start to forming a connection. • Step 4: Value • This will determine what you are able to charge for your services. Explain how you can help them and how working with you will solve their challenges. A focus on what makes you different (USP or competitive advantages) is OK. But focusing on what you do that will make their chances of success higher is even better. • Step 5: Commitment • Don’t forget to ask for the agreement! If the prospect wants to think things over, at a minimum get an agreement to follow up. Make a bilateral commitment for some sort of action moving forward. • Step 6: Expectations • Set the stage for what happens next, every single time. This should happen once the commitment is signed and you have a listing or buyer representation agreement. This is a critical and oft-overlooked step. Note: Even if it is a friend or family member and you are getting the business no matter what, do not skip this! • Step 7: Persistence • It is professional (as long as you handle it professionally) and logical to follow up with intention after the meeting until the prospect agrees to move forward with you or tells you no. Don’t you think a potential customer would value persistence in their Realtor®? • Visit momentorsllc.com resource page for full blog including tactical guidance for Buyer and Seller consultations and a worksheet to prepare for your next meeting

#############################

New on site