Regardless of how someone may have found you, one day you get an email or a phone call from them. Assuming they’re not a referral, you’ve already developed a modicum of credibility in their eyes — why else would they be talkin’ with ya? So the first phone conversation begins with them introducing themselves and the reason for the contact. They’re serious campers, but haven’t decided which pro, if any, they’d like to use.
How does that first chat usually work out for ya?
This was the question with which I was pounded daily as a newbie, and one I often ask of those I occasionally mentor.
Those conversations, in my experience, are what makes or breaks real estate agents/brokers. If that first conversation doesn’t gain traction with the potential client, it’s highly unlikely a second chance will present itself. So, what approach do you take? Are you Zig Ziggler using 1,001 closing questions? You realize cars don’t have carburetors any more, right? (And the first 20-something who asks what a carburetor is gets booted.) 🙂
I has a suggestion — try makin’ some sense.
How are you comin’ across to potential clients — like every other ‘TopProducer’ they’ve been bored by the last 10 days? Folks come to pros for one main reason among many — they want you to have forgotten more than they know about the subject at hand. Most of what passes for intelligence from the typical agent in these ‘dialogues’ is exactly what Charlie Brown heard when his teacher was talkin’ — blah blah blahdy blah — BS BS BS.
It’s not about us. Everyone says that, but from where I sit, and what new clients actually tell me, is that the agents with whom they’ve spoken simply haven’t walked that talk.
It’s about the hands-on difference we can make when the Firestones hit the pavement. Most of the time, early in my career, I was embarrassing myself more than I can possibly imagine, and I thank the Lord I was blissfully unaware. “We’re the best” “We sell SO many homes…” “Our ad budget is ginormous” And Read more