| #31 | |
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Originally Posted by Thomas
I do ask park managers for referrals but not as consistently as I should.
| You might write down a list of all the people who routinely come into contact with a large number of your target clients and prospect "them". The Park Manager was a good example. More examples could include Appraisers, Lenders, Service Companies, Insurance Agents, etc. :wi __________________
"The beatings will continue until morale improves." | | |
| #32 | |
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Originally Posted by Jolly Roger
You might write down a list of all the people who routinely come into contact with a large number of your target clients and prospect "them". The Park Manager was a good example. More examples could include Appraisers, Lenders, Service Companies, Insurance Agents, etc. :wi
| I like the idea of working from the top down. I guess I'll have to come up with something of value to offer.  | | |
| #33 | | Great New Ideas
The vast majority of people that get Real Estate Licenses fail to make a living in the industry.
Most highly successful Realtors utilize marketing and sales methods that are customized for the Real Estate Industry. Many of them first developed basic marketing and sales skills in another industry. Others learned by participating in good training programs.
It is seldom that a successful agent learned their skills on-the-job. Unless you emulate what the most successful agents are doing, you will probably be emulating what failing agents are doing.
"Great New Ideas," typically take a lot of time and effort to perform and seldom produce more than a fraction of the results that you need.
Most new real estate agents try many "great new ideas" in the hope of getting business - as long as there is no cost to them except there time. Since it is very rare that any of those schemes produce enough business to sustain them, they eventually run out of time. By then, they are a lot worse off than when they started. At some point, they may even come to the realization that time poorly spent is not worth very much.
Top salespeople make crazy money because they have acquired the skills necessary to produce sales consistently – at very at high levels.
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| #34 | |
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Originally Posted by JacquesWerth
Most highly successful Realtors utilize marketing and sales methods that are customized for the Real Estate Industry.
| Which marketing and sales methods are those?
I just finished reading your book Mr. Werth and thought it was really good. 
I see the value in only finding and working with the "High Probability" prospects.
I am still trying to get a handle on the "Conditions of Satisfaction" language. If I am working with a manufactured home seller who says she wants to use a broker service like ours how would I ask her what her "conditions of satisfaction" are? Would I say something like, "What do you expect from a broker service?" | | |
| #35 | |
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Originally Posted by Thomas
Which marketing and sales methods are those?
I just finished reading your book Mr. Werth and thought it was really good.
I see the value in only finding and working with the "High Probability" prospects.
I am still trying to get a handle on the "Conditions of Satisfaction" language. If I am working with a manufactured home seller who says she wants to use a broker service like ours how would I ask her what her "conditions of satisfaction" are? Would I say something like, "What do you expect from a broker service?" | At that point, you say, "Now we will discuss what we do and whether we can meet your conditions of satisfaction. If we can, what will you do?"
If the prospect says that they will buy if you can meet her conditions of satisfaction (CoS), then you take out your list of CoSs and you read them off. A CoS consists of a Feature, the Benefits of that feature, the Detriments of that feature, and a request for a Commitment. After you have received commitments on all of your CoSs, ask whether there is anything else that is important to her. If not, the prospect will create the close for you.
You should be able to present at least two CoSs per minute. So, if your product or services has 16 features, it will take you about 8 minutes to cover all of them. | | |
| #36 | |
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Originally Posted by JacquesWerth
At that point, you say, "Now we will discuss what we do and whether we can meet your conditions of satisfaction. If we can, what will you do?"
If the prospect says that they will buy if you can meet her conditions of satisfaction (CoS), then you take out your list of CoSs and you read them off. A CoS consists of a Feature, the Benefits of that feature, the Detriments of that feature, and a request for a Commitment. After you have received commitments on all of your CoSs, ask whether there is anything else that is important to her. If not, the prospect will create the close for you.
You should be able to present at least two CoSs per minute. So, if your product or services has 16 features, it will take you about 8 minutes to cover all of them.
| Thank you for the help. That cleared that up for me.
Do a lot of people ask what you mean by "conditions of satisfaction"?
What other marketing and sales methods did you find the top real estate agents were using?
Thank you again for all of your help. I WILL put it to good use. :co | | |
| #37 | | Conditions of Satisfaction
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Originally Posted by Thomas
Do a lot of people ask what you mean by "conditions of satisfaction"?
| A lot of salespeople ask, "Do a lot of people ask what you mean by "conditions of satisfaction? "
Prospects hardly ever ask. | | |
| #38 | |
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Originally Posted by JacquesWerth
Prospects hardly ever ask.
| Good to know. I'm working on those five offers right now. Easier said than done. | | |
| #39 | |
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Originally Posted by JacquesWerth
At that point, you say, "Now we will discuss what we do and whether we can meet your conditions of satisfaction. If we can, what will you do?"
If the prospect says that they will buy if you can meet her conditions of satisfaction (CoS), then you take out your list of CoSs and you read them off. A CoS consists of a Feature, the Benefits of that feature, the Detriments of that feature, and a request for a Commitment. After you have received commitments on all of your CoSs, ask whether there is anything else that is important to her. If not, the prospect will create the close for you.
You should be able to present at least two CoSs per minute. So, if your product or services has 16 features, it will take you about 8 minutes to cover all of them.
| What would an example be of requesting a commitment?
How will the prospect create the close? If they don't should I go ahead and ask? | | |
| #40 | |
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Originally Posted by realtor
What would an example be of requesting a commitment?
How will the prospect create the close? If they don't should I go ahead and ask?
| Here is an example of a commitment request.
CoS: "I market my clients' properties through my relationships with the top real estate agents in our area. They will bring their highly qualified buyers to see your house,and I will help them close the sale. I don't advertise to the general public because it seldom gets a home sold, but it does waste a lot of time and money. Is that acceptable to you?"
After you have received commitments on all of your CoSs, ask whether there is anything else that is important to the prospects. If not, you ask, "What do you want to do?" In most cases the prospects will create the close for you. | | |
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