What are the 7 steps to handling the seller’s answers?
- Know the scripts so well that… even distractions can’t get me off script.
- Be truly interested in their answers because they need to feel heard and understood.
- Enthusiastically Repeat
- Enthusiastically Approve
- Ask Next Question on Script
- Close for Appointment once I have their motivation
- Repeat, Approve, and Close Again
What is the first question I need to ask?
- …And I just wanted to check and see… when are you going to be interviewing a new broker… to help you sell your home?
After they answer when they will be interviewing a new broker?
- What specifically caused you to want to sell this home?
After they tell you why they want to sell this home?
- How soon do you have to be there? (Already) Ouch!
OR - Ideally, when would you like this sold by?
After they tell you when they need it sold by?
______… what do you think stopped your home from selling? (The agent) Really!
After they tell you what stopped their home from selling?
- How did you happen to pick the last agent you listed with? (Referral) Great!
After they tell you how they found their agent?
- What did that agent do… that you liked best? (Nothing) Ouch!
After they tell you what they liked about their agent?
- What do you feel they should have done? (Sold my house) Really!
After they tell you what their agent should have done?
- What will you expect from the next agent you choose? (Sell my house) Terrific!
After they tell you what they will expect from their next agent they choose?
- Have you already chosen an agent to work with? (No) Wonderful!
After they tell you if they’ve already chosen an agent?
- Why don’t I stop by and take a quick look at your home and I’ll give you some ideas on what you can do to get it sold? Are you available this afternoon or would this evening work better for you?
What are the first 3 questions?
- …And I just wanted to check and see… when are you going to be interviewing a new broker… to help you sell your home?
- What specifically caused you to want to sell this home?
- How soon do you have to be there?
OR - Ideally, when would you like this sold by?
What are the 3 questions after they tell you how soon they need to be there?
- ______… what do you think stopped your home from selling?
- How did you happen to pick the last agent you listed with?
- What did that agent do… that you liked best?
What are the 3 questions after they tell you what their agent did they liked best?
- What do you feel they should have done?
- What will you expect from the next agent you choose?
- Have you already chosen an agent to work with?
“Why don’t I stop by…”
- Why don’t I stop by and take a quick look at your home and I’ll give you some ideas on what you can do to get it sold? Are you available this afternoon or would this evening work better for you?
Focus on…
What they Want. What they need. It’s all about helping them get what they want.
Order to Master.
Study These Flashcards
- Learn expired Script word for word.
- Say them as quickly as I can remember them; be competitive.
- Master tone and pauses.
- Master Repeat and Approve
- Master ALL objections, especially ones I hate.
- Master Closing techniques.
- Don’t be upset when someone who isn’t closable tells me, “no”.
