What Makes Someone Reveal Their Most Confidential Information?

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Real Estate Agent with Sterling Fine Properties
https://activerain.com/droplet/4GMG

My good friend Oren Klaff, author of Pitch Anything just did an interview with Simon Treselyan, a former British agent and interrogator...interesting guy...

I am always looking for things that relate to making you better at Luxury Home Sales or just real estate sales in general...

I also summarized what reinforced my own practices when dealing with Luxury Home Clients below...

Here is link to the interview...

 

Done Deal With Simon Treselyan

 

 

Gather Intelligence - I use Google and research every new Luxury Home Client to truly understand who they are and so I can speak intelligently about and to them...shows a sign of respect I feel...
 
Build a relationship with strength…Not fluff and rapport building garbage...
 
Don’t go through a shopping list or scripted interview of a potential Luxury Home Client…they will read this and get defensive and think “what are they trying to sell me"...
 
Structure meets with resistance .. Be more casual and in a flow...
 
If you ask the right person…for the right thing…at the right time…for the right reason…in the right way…you are going to get a YES…do one of those wrong and you will get push-back...
 
To your success,
 
Hugh
 
P.S. Is selling a few Luxury Homes every year a good fit for you?    Free Luxury Home Sales Consult
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Topic:
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Tags:
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Anonymous
Terry S. Smith

What an amazing interview. Picked up a TON of information to sell Luxury Homes

Aug 01, 2015 02:23 AM #1
Rainmaker
61,616
Scott Thompson
Columbia Mortgage Plus - Blue Springs, MO
Commerical Finance - Blue Springs, MO

I always started with How Is Your Credit ... and it pretty much all flowed from there.  

Think Ad Nauseam and Beyond  WOULD YOU PLEASE SHUT UP NOW PLEASE GOD MAKE IT STOP :)

Mortgage broker war stories over here.

 

Make it a Great Day.

Aug 01, 2015 02:26 AM #2
Ambassador
4,103,504
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hugh- there is an art to interviewing/interrogating someone.  In a previous life, much of what I did was interview people and it has to flow like a conversation. 

Aug 01, 2015 04:22 AM #3
Rainmaker
358,256
Hugh Thomas Lorch
Sterling Fine Properties - Phoenix, AZ
Luxury Home Sales Training

Kathy Streib Agreed...Exactly what they said in the interview...

 

Aug 01, 2015 04:59 AM #4
Rainmaker
908,388
Pamela Seley
West Coast Realty Division - Murrieta, CA
Residential Real Estate Agent serving SW RivCo CA

Hugh, nice blog post. Fascinating interview. My take away is "out-perform the competition." Second, don't make the same mistake twice, make a different one. Thanks for sharing. Have a great weekend. 

Aug 01, 2015 05:35 AM #5
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Rainmaker
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Hugh Thomas Lorch

Luxury Home Sales Training
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