Great post from my new real estate coach. If you are seriously considering some coaching, check out Real Estate Inner Circle coaching. I've been refreshingly surprised with how much I'm enjoying it. Thanks John!
Most people know that they can take control of their client from the first moment they speak, but there is one critical time when you must take control or they will fight you until the day the home closes (if it ever does).
When is the exact moment to take control?
Until you take the following approach at your next listing appointment, you will continue to lose listings (or sales) that you should be getting.
If you lose just 1 listing per month because you don't take the following advice, that could result in a lost of $50,000 or even $100,000 or more a year for you.
1. After you enter the prospects house for a listing presentation you should find out which room they are most comfortable in and start the meeting there.
2. Then you should ask them a set of pre-determined questions to get to know them better and qualify them.
3. Right after that you must establish yourself as an authority and an expert that they can trust to represent them. If you succeed, you will be able to easily get more listings and close more sales.
This moment is so important because if you move on to a tour of the home or into other details without establishing your control on the relationship, you will ultimately lose a ton of commissions.
What Might You Want to Say?
Now, most people ask me what exactly they should say to take control at this moment and I have the absolute best script that is guaranteed to work 99% of the time.
However, the best information I have is only available to my best clients (though be on the look-out for more blog posts with free advice on this topic).
When you've convinced yourself that you want to become one of my best clients, the first step is to schedule a free training call with me here ------> Free Coaching and Training Call ($997 value)
Dedicated to your success,
PS - You can get some free persuasion techniques like this one here -----> Free Real Estate Persuasion Report