2. The 3 “YES” answers:
1.Do I trust you?
2.Are you good at what you do?
3.Do you really care about me?
3. 10 presentation tips:
1) I, robot 2) The success swing 3) Have fun! 4) Educate 5) Practice
6) Influence, don’t sell 7) The best 8) Burn the ships 9) Create need 10) Feel good & energize
10. Three CRITICAL key phrases!!
1. “I want you to know a little bit about me and my business. I run a
business based on reputation and referrals. For me, a good
transaction is not simply a sale, but more importantly – a satisfied
client”
2. “You are about to make a very important decision – who is going
to be the real estate professional in charge of the most important
transaction you will be making in the next few years. I urge you to
make this decision carefully”
3. “Our goal and my challenge today is to demonstrate to you how
can I get you the best possible price for your property. Does that
sound interesting?”
11. Qualifying
1.Ask questions and more questions…
2.Listen carefully and follow up
3.Silence is a prime sales tool
4.Assessing motivation
12. Questions bank:
1. Why are you selling?
2. How did you come up with the asking price?
3. What did you enjoy most about living here?
4. What are you looking for in your next house?
5. Tell me about the experience of buying this house
6. How much time will you need after the sale?
7. What is the minimum price offer you’ll be willing to look at?
8. What is your experience of working with realtors?
9. Do you see yourself selling within 3 months?
10.What are your expectations from a real estate agent?
14. Marketing
1.Create a printed MAP (marketing action plan)
2.Step 1 – display the MAP and commit to it
3.Step 2 – highlight the key marketing features
4.Emphasize unique advantages
15. Possible unique advantages
1.RE/MAX website
2.Global RE/MAX website
3.Video + social media
4.RE/MAX co-op selling
5.National co-op selling
6.International co-op selling
17. Working with buyers – the knock out!!
1.Pre-qualifying
2.Safety
3.The buyer as a question mark
4.The seller is the usual suspect
5.Higher closing percentages – the slide effect
6.Competition for maximum price
19. Trial closing and closing
1.Use rhetorical questions:
1. “Does that make sense to you?”
2. “Can we agree that…?”
3. “Did I explain myself clearly?”
2.The closing sentence:
1. “Considering everything we spoke about today, I believe that
through my hard work we can make a very nice deal
here, and therefore I’m willing to commit to everything I
showed you today. What I need from you is your faith in
me, which means an exclusive listing agreement. So let’s sign
it and start working!
20. Things are not difficult to make; what is
difficult is putting ourselves in the state of
mind to make them.
Constantin Brancusi
