"Yea. . . You're in Sales"

If you're a Realtor you're in sales.  Yes, you are a sales professional. One of the highest paid professions in the world.  Now wouldn't you agree it would be wise to learn as much as possible about people since they are the ones buying homes.  Learn our movements, personalities, ways, actions, tone and inflection.  Listen with 2 ears and one month.  Here are a few tips I share with my buyer agents. 

Tips for Selling Homes:

Who, What, When, Where, Why, Whom and Which . . . These are open ended questions that engage conversation.

If I could show you how to buy a home with only $500 would that interest you?

If I could get the sellers to__________________ could you see yourself living here.

If there were a way_____________________ would you buy the house?

I’m going to find you a property you we be excited to call home.  Now, I just need you to describe it for me.  What do you see in your new home? What can you not live without? ___________________(People have a vision of their next home.)

Calling a Prospect for the First Time – Be happy, Smile, read your goals and affirmation plus think of something you’re looking forward to doing the next month.  Do this before making calls.  Get hyped up.  Happy Excited people make tons of money in sales. 

Script:  That home is nice would you like to see it today or would tomorrow be better?  Great!  Which local mortgage company have you been approved with?  (always assume each person has been approved)  This is a simple way to find out without asking point blank – Hey you got any money?   

Say This - You Know… I believe we just listed a home that you might want to see.

How About we meet on Sat. at 10:00 or you know, I have 9:00 Friday available.

What do you say we make them an offer?

What  is it about this home that you don’t like?

What  do you think needs to be changed with this home?

If someone gave you $3,000 what  improvements would you make?

of the 3 homes we’ve seen, which home can you see yourself living in?  (this creates a visual)

Homes are selling at a rapid rate.  Let me ask you this.  How would you feel if I called you tomorrow and told you it’s been sold?  If your immediate thought is oh no – You need to just put an offer in now to prevent that stress. 

Wouldn’t you agree?  I use this all the time.  It’s called gaining agreement. 

Ex: This home has everything you want, wouldn’t you agree? What you’re telling me is.  If I hear you correctly, you need to be moved by next month…right? 

Can you see how this home would work for you?

Will you need to sell your home before buying another?  Just assume everyone owns a home.

People Buy with their Hearts and Justify their Purchases with their Minds. 

For more helpful tips go to www.CallWayneTurner.com/blog  - Go Sell the World!