The document provides strategies for real estate agents to convert more leads into deals and close more sales. It recommends focusing on making appointments, using goal setting and accountability. Other tips include asking leading questions, using presumptive closes, resolving issues upfront, adding value through storytelling and guides, and communicating in person using persuasive scripts and body language. The overall aim is to minimize lost opportunities and maximize conversions at each stage of the sales process.

1. Conversion Strategies
to Close More Deals
with
Sherri Johnson

2. Keynote Speaker &
Real Estate Coach
Sherri Johnson

3. You Are The CEO Of
Your Company.

4. ● Write Down & Review Goals Daily
● Focus - MAKING APPOINTMENTS
● Accountability Coach – (other than yourself)
● Use Daily Activity Sheet & Weekly Call Tracking
● Tracked & Measured Exponentially Improves
Work On Your Business
Not Just In It!

5. Who Has a Listing
Appointment?
You have a new listing this week…
You just don’t know the address.

6. strat·e·gy
/ˈstradəjē/, noun
1. a plan of action or policy designed
to achieve a major or overall aim.

7. The Successful Sales Cycle
How to convert your prospective contacts
and past customers into closed
commissions
The Sales Conversion
Process™
CONTACTS/
PAST CLIENT
LEADS
CLIENTS
APPOINTMENTS
WRITTEN
CONTRACTS
CLOSINGS
$$$
COMMISSIONS

8. ● 80/20
● How I Work Best For You
● Lead Conversation with Questions
● Enthusiasm wins….every time
● Obviously….Problematic, Interesting
● IN YBFI
Value Added
Persuasive Scripts
Tone
38%
Body
Language
55%
Words
7%
Communication

9. They Go to Someone Else
Opportunities
Aren’t Lost

10. 1. Ask Leading Questions
● Control the conversation
● Natural progression
Avoid: Over-Mirroring the client,
following their lead
Strategy
©2018 Sherri Johnson LLC

11. 2. In your best financial interest.
● State risks and benefits
● Use as a statement or question
● Creates doubt / pain
Avoid: Over-mirroring clients unreasonable plan
©2018 Sherri Johnson LLC
Strategy

12. 3. Presumptive Close.
● Working together, when I list
● I’m going to need a key.
● Thursday at 5 or Saturday at 10?
Avoid: If, when, can
Strategy

13. 4. The Sandwich Theory
● Begin and end on a high note.
● Good, Bad, Good.
Avoid: flat note or waiting
Strategy

14. 5. Pre-Negotiation
● Offers and Inspection repairs
● Rip the bandaid off now, not live
● Focus on the property, not personalities
● More offended by the...
Avoid: Doing it in real time or not doing it
Strategy

15. 6. “The” Client vs. “My” Client
● Less adversarial
● Promotes separation of clients
● Let’s ask “the” client before we
Avoid: Possessive Pronouns and
Boxing Ring or the Court Room
Strategy

16. 7. Obviously...
● What we focus on E X P A N D S
● Non-offensive, non-insulting
● Minimize & Marginalize
Avoid: Doing nothing & lost opportunity
Strategy

17. 8. Homebuyer Guide adds value.
● Value Driven Converting tool
● How I work best for you
Avoid: Lost opportunity
Strategy

18. 9. Anecdotal Story Telling
● Your pace, your speed
● Extreme examples of home search
Avoid: Waiting or Let me know when you
want to...
Strategy

19. 10. Inspection Resolution Process
● Issues vs. Problems
● Proactive Solutions
● Not a second round of negotiation
Avoid: Client controlling process
Strategy

20. 11. Add Value in Prospecting
● Formula for why your home isn’t sold
● Thursday at 5 or Saturday at 10
Avoid: Just featuring & benefiting
Strategy

21. 12. Communicate in Person
● Higher level of success rate
● 55% body language
● Less margin for error
Avoid: Email & text
Strategy

22. ● Convert more leads
● Close MORE deals
● Keep more deals together
● Less stress and drama
● ADD Value
● Life/Work Balance
● Success Rate Increase
Strategies the Create High
Impact Results

23. ● Minimize & Marginalize
● The Art of Storytelling
● Role v. Identity - The Client vs. MY Client
● Deal Maker vs. Sales Prevention
● Personal Relationships = Personal
● Start & end HIGH note - Sandwich Theory
Value Added
Persuasive Scripts
Tone
38%
Body
Language
55%
Words
7%
Communication

24. Make $50,000 At Your Next
Open House
The Most Profitable 2-3 hours of
Your Week!

25. Add Value to Convert Leads
Communicate Value-Added Scripts

26. Save the Seller Time and Money

27. Help in Home Search Process

28. You May Have a Buyer for Their
Home Before You List It

29. Offer a Homebuyer Guide or
Information Packet

30. Included:

31. Local Connect
● Advertising within
search results
● Click to Call on Mobile
● Potential Sellers
Requesting a CMA

32. City Sponsor
● Combat banner blindness
● Always third spot
● Found with the search results.
Right where the
consumer is looking!

33. ● Advertise your
listings and your
business
● Customizable
call to action
New City
Sponsor

34. Custom Examples

35. Lead Concierge
All phone and email leads
screened and transferred
to you.
● < 1 Minute average response time
● All your leads for one flat fee
(limited time offer)

36. Simply Smarter Home Search