by Christy Crouch
A phone call… not sure exactly why that title came to mind as I was beginning to type this post but wow right after I did SO many things come to mind.
A phone call can lead to so much! The reason I chose the title initially was because I got a phone call the other day from The Washington Board Of Realtors asking if I would agree to do a phone interview with them to prepare a video to send to their Realtors about tips on helping them increase and improve their business.
I did the interview yesterday and I wanted to quickly share with you what I shared with him on the interview.
But before I do now that I typed that title I need to share everything that just came to my mind around “A Phone Call”
1. A phone call to an expired listing can lead to THOUSANDS AND THOUSANDS OF $$$$$
2. A phone call can lead to an appointment
3. A phone call can lead to forgiveness and release
4. A phone call can lead to success if its with a coach, mentor, or leader
5. A phone call can lead to ideas and inspiration
6. A phone call can lead to making someone’s day better
7. A phone call can lead to getting over your fears
8. A phone call can lead to learning something new
9. A phone call can lead to mastering something if its with a role play partner
10. A phone call can lead to all kinds of doors opening up to you
Make the calls you know you need to make in your business, your life, and your relationships! Stop avoiding and start answering 🙂
So the interview yesterday was really exciting. It was supposed to be a quick ten minute interview and ended up being thirty minutes. He was initially asking mostly about our real estate objection handler book, Now What Do I Say?, a collection of more than 400 answers to over 70 of the most common questions and objections we face in the industry that
I co-wrote a few years ago with two other coaches and top producing agents.
We talked some about the book and how helpful and beneficial it can be to Realtors who want to learn how to answer all the objections they face. I told him it is useful and that Realtors can also simply make a list of the most common ones they face and come up with answers for themselves if they don’t want to purchase the book. The key is being prepared and knowing the answers vs coming up with something on the fly. Our clients are depending on us to be the professional and support and guide them through the process of buying and selling. We need to practice and prepare like a professional athlete does.
If you haven’t purchased the book and are interested you may purchase the E Book version and audio version where you’ll discover not only WHAT to say but also HOW to say it when handling each objection from our website at www.yourethedifference.com or you can purchase the published version on www.amazon.com.
So, here are some of the questions he asked me:
1. What do you feel is the biggest obstacle for new Realtors to get started or seasoned agents to take their business to the next level?
I said creating a plan of what you will do to create business, having a schedule, and being consistent in what you do. I was on a few coaching calls yesterday and with two of my agents that’s exactly what we talked about. There are only so many ways we can produce and create business for ourselves. But there are too many for us to do all of them. I think its important that agents pick the top 3-5 ways that resonate with them and that are activities they feel they can commit to doing for a long period of time in order to experience the results they want.
2. What is the biggest fear you see agents having?
I said fear of asking for the business and of what the client might say or ask them. They’re afraid of all the questions and objections they might get so they don’t call. They’re afraid of looking and sounding perfect. Guys, no one knows exactly what you’re supposed to say except you and maybe your coach or mentor. Showing up with a genuine care and interest in helping your client is key. I told one of my agents yesterday, forget about it being cold calling or prospecting and just view it as a conversation with someone who’s thinking about buying or selling. Pretend you were talking to your sister, brother, or best friend about them buying or selling. If you were the questions you need to ask them and advice you would give would come to you very naturally and very conversationally. That’s where you want to be with ANYONE you talk to. The clients are just HUMAN BEINGS they are not out to get you 🙂
3. Why did you decide to write the book?
Well it wasn’t to make money. The book sells for $25 on Amazon and $14 on our website as an E Book. It really was to be a contribution to our community and to give back what we’ve learned throughout the years. Since the book was co-written by three top agents and coaches you get three totally different personalities and styles in the answers and key is to pick the one that fits your personality and even more importantly what will work best in fitting your client’s personality.
4. Since so much of our business is over the phone, how can you establish a real connection with the client?
That was a great question and I said being present to the conversation and focusing totally on the client and not yourself. Stop worrying about if you sound good, and what to say next, and how to keep the conversation going and on and on. Listen to WHO your client is and honor them. If they are a fast talker you need to talk a bit faster, if they are a slow talker, you slow down a bit. Match and honor who they are so that you will seem oddly familiar and comfortable to them. I know you’re thinking, what? Well if you’re a slow talker, what do you think of fast talkers? Exactly! And, if you’re a fast talker what do you think of slow talkers? See the key is to gain quick rapport with the client by being like them.
5. Some of the objection handlers are pretty straight forward?
Yes, they are and I’m a huge advocate of always speaking straight and telling the truth vs telling the client what they want to hear just to take the business. But, in order to be straight you must first ensure you do have that connection and that rapport. No one likes to be TOLD what to do they prefer to be ASKED what to do. You can turn any statement into a question with simple tie down. For instance, okay? sound good, doesn’t that make sense, etc. These are part of the NLP language patterns that we use throughout the book. Another thing is to repeat what the client asked and then validate it by agreeing. For example: They say I want you to list high and come down later. You can say, You want to list high and come down later, I understand and almost every seller I meet with feels just like you do and then go on to handle the objection.
For home inspection services in the Seattle area, look to Property Inspector, LLC. Call Or Text (425) 985-3289 for immediate service. Click here to take advantage of our online scheduling for your convenience.
Call Or Text (425) 985-3289 to get the most comprehensive home inspection in the Seattle area. Property Inspector, LLC has been perfecting the art of Home Inspection since 2001. The industry has continued to evolve with new standards and more advanced technology to confirm the condition of the home. But one thing has remained consistent: our dedication to providing the best Home Inspection solutions.
