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How Preparation Helps You Reap While Sluggards Sleep.
“Spectacular achievement is always preceded by unspectacular preparation.”
~ Robert Schuller
Every day, no matter the location and market conditions, people choose a real estate agent, and properties are listed and sold. When the market is lush with green grass and low hanging fruit, even the lazy and unprepared reap oodles of opportunities. When the market is drought dry, opportunities are scarce, and civilian expectations are lofty, only the poised and prepared plow deep, and succeed.
In any real estate market, especially a challenging market, when an opportunity presents itself, you’ll want to be prepared.
Questions Are Opportunities.
Because you’re cool, attractive, hard working and perceived as trust worthy, people are going to ask you real estate questions.
Some of the questions will be asked in a casual setting and spur of the moment, others will be deliberate and direct, like questions asked on a listing appointment. Whether casual or deliberate, for the prepared, these questions provide conversational opportunities to out shine the average an unprepared and demonstrate your value.
The key to turning conversational opportunities into business opportunities and commission checks, is knowing how to confidently, accurately and attractively answer question(s).
Simply stated, preparation is the difference between and unpaid amateur and a paid professional. If you’d like to become a well paid professional, please read on and ask yourself this question.
Am I PREPARED to answer their questions in a relaxed, confident, persuasive, and attractive way?
Your future in this business is sealed by your Yes or No answer. Specifically, the more prepared, and perfect your conversation, the greater your success, even in tough times. Bottom line, to fly high, you must know what you’re going to say BEFORE you say it. You must be prepared.
About now, you may be thinking that being prepared and knowing what your you’re going to say BEFORE you say it, sounds like I’m promoting scripts, and you detest scripts. Let me assure you, I understand “script-aversion”, and I know, including you and I, nobody will sit still if we feel our ears are being stuffed with canned-cornpone. I get it.
Behold the Underlying Truth, we both know that the highest paid speakers, communicators, connecters, entertainers, and presenters, they all have one common denominator. Even geniuses prepare, perfect-practice, drill, and rehearse. That’s why what they do looks impressively effortless. They know exactly what they’re going to say and do, before they say and do it. Do we?
Let’s face it; everyone knows the difference between professionally polished and awkwardly amateurish, when they see it. We don’t hire, or recommend the awkwardly amateurish, and neither will they.
The question we have to ask ourselves is this. . .
Are We Perfectly Prepared To Answer Commonly Asked Questions?
There’s a laundry list questions commonly asked by homebuyers and sellers, before and during the transaction. The questions are asked with different words, but the concerns that spark the questions are similar.
The average and ordinary agent will answer commonly asked questions lazily. Their answers are routine, impatient, uncertain, nervous and stuttered in uninspiring fashion.
The high paid professionals answer commonly asked questions as if it’s the first time they’ve heard it, and it’s the most important question of the century. Because they practiced delivering their answers before they’re asked it, their answers are delivered and received as confident, persuasive, informed and professional. When people feel their important questions are being answered effectively, they relax and move forward.
For Example, Here Are Eight Questions I’d Be Prepared To Answer In A Relaxed, Confident, Persuasive, and Attractive Way?
1. How’s the real est