When you sit down for a pitch, there are probably a few things you’re doing to make it harder on yourself than you think.
I know this because I know you…
- You have 91 things you want to tell them about
- You over explain marketing that they don't understand
- You use too many “REALTOR” terms and acronyms
- You have a flip book
You leave it all on the field. You gave it your all and you are super proud that you finally articulated everything the way you wanted to.
And the clients says…
Thank you, you have given us a lot to think about. Let us get back to you…
You leave the appointment asking yourself, what did I not say that I should have, to get that deal?
It wasn't what you didn’t say. It is that you said to much.
For starters, try this.
Get them the process and the marketing before you meet.
Then spend the entire time making the meeting all about them. How do you do that?
Simple… (here is my one peice of advice)
Do nothing but ask questions. When you ask questions, a few things happen.
- They will answer
- They will talk more (when they talk. more they believe they are in control)
- You’ll know exactly what their motivations are
- Often times, they will even close themselves.
Here is the even better reason… There is no objection to a question, only answers…
Think about that. If you have a fear of rejection. Then just ask questions.
If you are in a listing pitch, do yourself a favor and start with these questions.
- Have you ever sold a home before?
- How was the process?
- How was the REALTOR?
- Did you get what you wanted?
- Why not?
- What wil you do different this time to make sure you don’t repeat those same issues?
“So it sounds to me you’re looking for a REALTOR who…. “Then rephrase everything they just old you. The rapport will set in deep at this moment.
Those simple 6 questions will set you up for success 10 times more than the perfect ad funnel you want to explain.
I am building a nationwide real estate team here at REAL. I am only partnering with Real Estate Agents who want to get to 35+ transactions without working 7 days per week and sacrificing their health. If that is you, you can learn more here.
See you on the next one.
//Steve