Even though I have sold over $100 Million in Residential Real Estate, I feel very lucky to have learned this sales process from someone who closed over $600 Million. It has guided me the last few years in all my presentations especially the Luxury Home Market.
You can use this presentation in any market... not just the Luxury Home Market...it works!
Step#1 - How To Begin
Put Them At Ease - How do you do this? By telling them right up front this presentation will only be about 20 minutes.
Set Status - At this point, you can begin your presentation, starting with your track record of successes. Not a long rundown of all the places and things you have done. Not all the great sales, teams, or companies you were involved with. Not your whole life story. The key to success here is making it about your track record. Things you got really right. Career points or stats that actually worked out. Successes.
Example - I have sold over $100 Million in Residential Real Estate specializing in Luxury Homes specifically Mountainside, Golf Course, and Waterfront Properties. I have worked with many high-profile clients like yourself such as Celebrities, Politicians, CEO's, Doctors and Lawyers. I have also been able to position many of my home listings on the first page of Google through blogs, photos and videos.
Done! Short and sweet and to the point about your track record. This immediately puts you in a position of STATUS...you are now the PRIZE not them. This changes the dynamic of the presention right away.
if you do not have a huge track record, then use any stats of your team, company or past career experiences that show your successes.
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Coming soon ... Part #2 - Why You? Why Now?
To your success,
Hugh
P.S. Please feel free to check out all my other training and blog articles...
http://bit.ly/BrutallyHonestRealEstateTraining
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