Shon Kokoszka founded Icon Coaching and is an expert in how agents can attract clients and convert sales. Here is some of the great advice he offered in our latest interview for agents who want to close more appointments:
"The three most important words about your dialogue with your potential client are, 'So, tell me.'
'Would you like...' does not work in sales because it's a simple yes or no question. Rather, assume they want you to do that for them by saying, 'So, tell me: how many bedrooms would you like to have? How many bathrooms?'... In essence, what you're doing is positioning yourself to possess something that the prospect wants. When you've done that effectively, it's very easy to close for an appointment.
Most agents really don't close for the appointment. In fact in the book No Bull Selling, the author outlines that 44 percent of agents NEVER ask for an appointment. Meaning, they're simply order takers. And of course a blind squirrel will even find a nut — you'll get that call when a buyer says, 'I want to see this home, when can you show it to me.' Now, 22 percent of agents quit after asking just one time for an appointment. Another 34 percent quit after asking twice, 14 percent quit after asking three times, and 12 percent quit after asking four times. Now, that adds up to 92 percent that have quit after asking four times for an appointment. The thing that the author outlines is that 60 percent of buyers say yes after the fifth time you ask. So, that tells me that 8% of the agents are ending up with 60 percent of their business JUST based on their ability to close for their appointment."
LSoak up the rest of Shon's wise words by listening to the whole podcast, which is available here.