Tom Panos presented at the One Agency Conference 4th July 2013 - this video is a selection of highlights from his Sales Scripts & Dialogues presentation.I want you to understand that this is what closing is. It's the client saying, "Make it easy for me to say yes." That's what sales is. I want you to understand this. Marketing is about getting noticed. Sales is about closing. You won't be closing anyone if you haven't been noticed to be at the house in the first place. I realise that sales has changed a lot. I realise that we've got database systems, we've got YouTube, we've got Facebook, we've got Twitter, but I've also learned that the best people in real estate still close. I want to give you a piece of dialogue that's going to get you more listing presentations. I want these words to become like a prayer to you, and that is at an open for inspection, when people are coming through, you casually just ask them, "Hi, guys. Are you researching buying or selling today?" That question alone will get you more listing presentations than any other question at an open house.
That's one of the great advantages of being in the group that you are. When you know we're holding a conference here on Independence Day, we are talking about allowing your own personality and DNA to be your business. That's exciting because I've got to tell you human beings are buying you. You are the business. That's what they're buying. Don't underestimate nice and likeability in real estate. Leave your ego at the front door. When there's trust in the relationship the terms become negotiable. When I'm talking to someone, I picture that they've got on their forehead a sign that says, "Make me feel important." I want you to understand that, you know what? Vendors call you out for a listing presentation, but deep down they're looking for a good human being to show up. They don't know how to articulate, but that's what they're looking for. How do I get into their world? How do I get into what they're thinking? What actually happens is you win share of hearts, and the minute to you win share of heart you'll win share of wallet. Most people, you want to do it the other way around. They want to win share of wallet before they win share of heart, and what happens is the vendor says, "It doesn't feel right." People forget the words, but they never forget the feeling.
The blog, the online course, the training seminar you go to, starts working when you do the work. My recommendation is care, but don't care too much because buyers and sellers can smell anxiety a mile away. That many times you should walk away. When I say walk away, I don't mean that literally. Many times realise that walking away is part of the negotiation, and that time heals the negotiation. Guys, girls, thank you so much.
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Video: https://youtu.be/x_7ilH1Rh2U
Tom Panos - Sales Scripts & Dialogues - Real Estate Training of OneAgencyGroup | |
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| Education | Upload TimePublished on 19 Aug 2013 |
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