Brought to you by Corcoran Consulting & Coaching Presented By: Eric “Bubba” Mills
DefinitionDefinition of an Asset Manager = An employee of a company thatmanages the liquidation of a non-performing debt.Did you know that Asset Managers put their pants on; one leg ata time, just like you do.Don’t get me wrong, they probably do it faster and with betteraccuracy, but they are going towards the same common goal thatyou are.
How to approach an Asset ManagerWhen speaking to an Asset ManagerNever:• Put another agent down in your market, just to make you look better!• Over promise and under deliver!• Complain that you have not received a property from them and you have been registered for years!
Agent EtiquetteDo NOT wear so much perfume that they can smell you coming,before they even see you!Dress professionally – Remember what you are sellingBusiness Cards stay in your pocket/purse until an Asset Managerasks you for one! “If they didn’t ask, that means that they don’twant it”How you act at a conference is how you act in public!
Top 10.5 Things It Takes to Be #1 And Stay #11. Contagious Positive Attitude2. Excited at Prospect of Helping Others3. Self-assured- Not Arrogant4. Like People AND Get them to like you5. Not just book smart – Street Smart
Top 10.5 Things It Takes to Be #1 And Stay #16. If you are not having fun, What’s the point7. Do everything Full Force8. Unspoken Integrity – Visible Honesty9. Concentrate on Details without getting caught up in them10. Be Kid Like Happy on the inside10.5 Remember every success – Focus on that each time you walk in the door
30 Second Elevator SpeechThink back to that one property that was a completenightmare;What happened?What did you do to resolve the problem?What was the result?What are you better at than your competition?
30 Second Elevator SpeechWhen you are in any type of sales job, the conversation has to be:EngagingInterestingRelatableTrueHappy Ending
30 Second Elevator SpeechConversation has to include 3 major parts:Problem = Define a certain situation and choose out of the entire situation whatthe exact problem (unsolved opportunity) was!Solution = Now that we know the exact problem, what did you do Solve theproblem “Out of Judgment and into Curiosity”Pleasure = We know the problem, we solved the problem and now we need torelay the pleasure “If you did business with Bubba, then this solution wouldhave benefited you like this”
30 Second Elevator SpeechEffective Story Telling is the best sales tool.Memorable stories are priceless sales tools.Value propositionExample: Good Neighbor Policy!
30 Second Elevator SpeechTrigger PointsConsumer:ValueFamilyProtectionAsset Manager:Decrease in CostSecurity
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