Sales Octane "Questions"

Sales Octane                                               Questions                               Volume 08 - 1

I am often asked how I open a meeting, breakfast or lunch meeting with REALTOR.  Below I have listed open-ended questions that you can use in a meeting with a new REALTOR after the hand-sake and general small talk.

If you want to "get your way" you have to ask questions, list the challenges, provide the answer, and ask for the business.   

Remember "People love to buy, but they hate being sold" - Jeffrey Gitomer.    Position yourself as a problem solver and they will buy from you. 

REALTOR QUESTIONS:

•1.      What are your goals for 2008?

•2.      How do you present your business in your listing presentations? 

•3.      If you could strengthen any phase of your business what would it be?

•4.      How do you stay in touch with your clients after the sale? 

                   Retention marketing*  (I will touch on in a later fuelling)

•5.      What are your costs associated with your marketing strategy?

•6.      Do your inspectors have the ability to add value to your business strategy?

•7.      Are you looking for any contacts that could add value to your business?

•8.      What can I do to earn your trust and business?

•9.      What do you look for in an inspector?

•10.    What has been your experience with other home inspectors?

•11.    What is the deciding factor in choosing your home inspector?

•12.    How do your customers react to your current home inspector?

Think about it!!!  How can you tell a Realtor how you will help him if you do not know what the REALTOR needs? Marketing?  Time Management?  Client Retention?  Risk Management? Ask questions that will uncover this need and you will become their problem solver and their inspector!!   

This stuff is High Octane!!