Adam’s Prospecting Affirmations (learned from Tony Robbins)
The most important area to work on in your business is the conversation to appointment conversion.
(most agents are below 1%. 5x your results!)
Our job is to identify where the contact is in the process and communicate in a way that brings them value where they are.
Most of the general public will avoid talking to “agents” by they are looking to be served.
Call yourself the “Customer Care Centre” the “Resource Hub” or here at Redline “The Concierge Team”
Most other agents who call (and you contact is getting other calls) will ask them about their home search, a specific home, etc. - BE DIFFERENT
AB: Ring Ring… “Darren!”
DL : “Yeah…”
AB: “This is Adam Bailey from xyz realty, real quick, I see here that you had registered on our website and I personally wanted to call and say thank you for that….” [pause]
AB: “I saw you were looking at a few homes…. Didn't know if I could answer any questions you may have…. Or if I could really just understand your situation. [shut up]
Assume the name - “Hi Darren” not “Hi is this Darren” or “Hi can I speak with Darren”
Thank them first and pause. It’s a pattern interrupts.
Close with their situation - your goal is to find a problem you can solve for them - the more you know their situation/story the closer you are to having a client.
Whoever talks first after "situation" loses.
30% of people will give you a real pain point of issues right here - SKIP AHEAD :)
70% of people will give you the same basic answer: “just looking”, “I was forced to register”, “I don't need help”
Don’t let this answer drain your energy and enthusiasm - expect this answer!
We need to come from a place of contribution and value - and we need to sound different.
“I’m just looking” - “Fantastic! - Most people that create an account with our Concierge Centre are 6-12 months out from buying just like you…. what I can do for you is customize your site, price range, areas, so you are seeing all the homes from every company that match your needs instantly….
Remember - Assume the close here - don't ask for permission to improve their account - this is the next step in the process for their account. Mindset maters.
Of course to properly setup their account you are going to need to learn even more about them…. slide into your standard qualifying script.
The ultimate motivation question.
Now if you had a magic wand… how soon would you like to move into your new home?
Now if you had a magic wand… how soon would you like to have you home sold?
Now if you had a magic wand… whatever pain point you are solving for them.
They answer will be pretty honest. Whatever they answer follow up with - well what needs to happen?
This will uncover their real objections and conditions.
One of the things I specialize in is [their specific pain point and situation], we've been taking for a few minutes here, if I can show you how too [get the result they want], would it be worth a few minutes of your time to see how this could work for you and your family?
The more specific it is to them the better.
You always specialize in what they are trying to accomplish. Pain points, goals, etc.
Then you need to tell them what they will experience (specific result) when they take action.
One of the things I specialize in is working with first time home buyers in Brantford, we've been taking for a few minutes here, if I can show you how too get pre-approved for you purchase and actually win a house in this market, would it be worth a few minutes of your time to see how this could work for you and your family?
One of the things I specialize in is selling homes in Wyndfield for the top price, we've been taking for a few minutes here, if I can show you, what you would need to do to get $700,000 for your home, would it be worth a few minutes of your time to see how this could work for you and your family?
4 Things To Close For
Close for the thing right before the thing you really want.
Sound and feel different!
“Hey - do you know your credit score?” - then you get their info for a pre-approval
“Do you have time this weekend to see the house?” - then close for the buyer consult.
“When was the last time your home was apprised?” - then close for the selling consult