If you missed my blog on Step #1 here it is... http://actvra.in/4hbX
Now that you have completed Step #1, it is time to present Step #2 to the Luxury Home Seller.
Step #2 - Why You? Why Now?
1- Nobody wants to invest time or money into an old idea or strategy that has been heard or done before - This is why you need to introduce a “Why Now?” frame. It’s vitally important that the client knows that your idea and strategy is new, created by new market opportunities and that it’s not some relic left over from bygone days. The client needs to know that you are pitching a new idea that came to life from new market forces that you recognized, seized, and are now taking advantage of. And the cient needs to know that you have more knowledge about these things than anyone else.
2- Three Market Forces Pattern - What has changed in these three market forces? Economic, Social, and Technology. Economic - Briefly describe what has changed financially in the market for your strategy. Social - Highlight what emerging changes in people’s behavior patterns exist for your new ideas. Technology - this is changing on almost a daily basis, so what are you doing that is ahead of or better than everybody else. Once this story is told, everything you say in your presentation will be legitimized by it.
3- "Movement" - A huge part of the brain is devoted to detecting movement. This is what makes it so hard to find things you have lost. Your keys, cellphone, or pencil do not move. You can look right at something and not see it because it is still. You can't just explain "that is the old way and this is the new way". That is static it won't work. The formula I’ve just given you, the three changing market forces, overcomes the potential for them tuning you out. You are literally showing the mind’s eye how the market is moving to benefit your new ideas and strategies.
This part of the presentation shouldn't take 15 ninutes, more like 5 minutes or less. Don't explain your new ideas in great detail, that is for Step #3...
Coming soon Step #3 ... Real Estate Training – Luxury Home Seller Presentation - Introducing Your Big Idea...
To your success,
P.S. Please feel free to check out all my other training and blog articles...