All you do is win, win, win no matter what. Win the SELLER, win the
listing, win your business. INITIAL CALL - listen; give them an
assignment, which means send them an email, but also ask them to send
something back to you; have them promise not to list with someone else
before you can get a chance to show them your marketing plan
THE WALK-THROUGH - ask who is going to show you the house because this
reveals the decision maker of the process. Work with them in mind.
Don't tell them what you think adds or takes away value from the
house.
THE SIT-DOWN AT THE TABLE - ask: On a scale of one to 10, what has to
happen today in order to leave you with no doubt that I am the agent
you should hire? This question re frames their intention and plants
the seed that if you hit the points they mention, they’ll hire you.
"There are approximately [X number] potential buyers that match the
exact profile of the type of person that would buy this house. I’ve
already prepared for you what the ad will look like, and my marketing
team is ready to go the moment you decide to list with me.” If you
do this, they will be much more likely to hire you because they
won’t want to lose what they already feel like they have — your
targeted ad that nobody else is using.
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27/02/2020 Last update