Listening to this may make you RICH:
In fact the information contained may be worth a million bucks...
It was to the agent interviews that we took furious notes on...
The below is from my secrect vault from a agent on my team to really listened and took the best notes,....
So far below the info has been worth about $250,000 in gross commissions in the last 2 years alone and I have only been an agent for 3 years.
So read every inch of the long excellent notes below,...
Linden.
Your mentality is simple: YOU NEED TO GET THE PERSON IN FRONT OF YOU!You can't sell a house over the phone. Ppl want/ need a face 2 face relationship. We need to say everything we know legally, ethically, and morally to get these ppl to agree to a face 2 face meeting.
If you can't get them to agree to a face 2 face in the office take them to see a house and establish your face 2 face on the road. Either in the car on the way to the appointment (ride together) or go back to the office after the appointment, or spend extra at the property.
The more time you spend with them the better rapport you build with them. The objective is to create a mutually beneficial relationship with the buyer that will last a lifetime...a relationship t for leads them to always call YOU for any future business, concerns and referrals. Create a genuine relationship/not to look at them as $$$ signs!
They need someone to guide them out of their Unconscious Incompetence or their Conscious Incompetence. When you meet for the first time, what you want to establish is: Mr & Mrs Buyer, this is a process not an event.
There are hundreds of steps and many things to accomplish in order to get the house you want and close on your home.
The main thing I want to do today is tell you what your options are, let your decide what's best for you, give you a free list of properties today, and then you can tell me if this is what you want.After about 15 or 20 minutes they should start thinking that you are the right person for them.
Buyer Counseling document, Buyer Agency Agreement, and Buyer's Advantage Agreement can be used for first face 2 face apt.The docs are there to help you and add value to you, your service, and help you build rapport with them.
It justified why someone should give allegiance to you and refer their friends/ family. (... just letting you know their position on these docs. Do you actually use these??)You can always get more money, but you can never BUY more time! - using all the buyer agreements/ system helps you to not waste TIME on buyers who can't or won't buy...
Your TIME is extremely valuable and the longer you have been in the business, the MORE VALUABLE you are.Most purchases are based on emotion and not based on necessity. So, you want to tap into this emotion. "even though I need it, I am emotionally attached to the vision I want to make."
Help make their vision happen for them. This is why they are so greatful at the end of the process.Once you meet them, ask them what works best for them... what they prefer and how you can do the best job for them. "what works best for you? Phone? E-mail?
What are you looking for from ME?...How can I provide you the best service? What things are important to you in this process?" ... We KNOW they want 1)selection 2) best price/deal 3)ease of business , but what else are they looking for?
What do you want to tell your friends and family about your new home? about the process?You have to believe that if you succeed in making the buyer happy, there is a lifetime of opportunity waiting just from THEM
.Never show a buyer just 1 house, BUT you can use 1 house as a way to get a buyer face 2 face for the 1st time. Sometimes you have to do your face 2 face on the road, but you have to be smart about it.
Drive together to the property this way you can introduce yourself and get to know each other in this time... (**I just thought of this one... maybe you can tour the neighborhood a little bit if they are not that familiar with the area or you can point out where the shopping district is, the banks, the supermarkets.... Just a thought. I think it would help!) also,
spend as much time as possible at the property so you can establish rapport and build a little more on your relationship with them. Bring them to the office after the showing so you can discuss getting them financing, and show them more properties that they can see.
Qualify them as buyers to see if you want to work with them. "...listen, next time I want to show you 2 or 3 houses." You can continue to build rapport this way also. This is a good way to do this if meeting in the office doesn't work for you. There is an agent he mentions who sells 8-10 houses a month following this method.
You can still be very very successful following this method! But it is important to follow up this appointment with meeting with them at the office or their house afterwards to qualify them properly and find out what their needs are.
You have to believe that if this person contacted you, you show them a property, start to establish a relationship and go back to the office, THEY ARE GOING TO BUY A HOUSE FROM YOU!
When you meet with your buyer for the 1st time, you have to "put your best foot forward" and do your best to follow the techniques because if you do not do this properly, it may be the last time you hear from them/ see them. This may be a one time shot...its up to you not to miss it!Establishing rapport is finding out more about the person as well as the other person finding out about you..."where do you live?...
Oh, I used to live in that area myself." "Any kids?... I have kids also!" Pick any thing, an observation, and try to find out what you have in common with them. *You can also mimic their body language! If their arms are folded, fold yours!...
If their hands are in their pockets, put your hands in your pockets!...If they slouch, you can slouch! There is a certain power and psychology to this!Break the ice!... Be genuine! Don't seem desperate, in-genuine, deliberate. Give them a compliment!Tony Robbins sales training suggest that you should build rapport with COMPLIMENTS.
"Building rapport is the most important element of influence in the sales business. The most essential aspect of rapport is TRUST! **PEOPLE DON'T CARE HOW MUCH YOU KNOW, TIL THEY KNOW HOW MUCH YOU CARE!!**
(If you want to find and refer to this section of the recording it was around the 33:00 minute mark on the recording I thought this part was really GOOD!) This is the reason why people buy from their friends even if their friend is a lousy sales person. Because they trust them and their friend cares about their needs.
Quickest way to bond w/ ppl is through compliments... An effective compliment makes ppl feel important, appreciated, noticed, but not flattered.1) State the compliment: Pick something to compliment. (their car, that they seem like a nice person, their demeanor on the phone.)
"I could tell on the phone that you were a pretty nice guy. You are pretty easy to talk to. How did you become so effective on the phone?" 2) Tell them something you sincerely like about them. Then ask them something about it. (Hey, how do you feel about the newer model of this car?"
If they are a referral or a 3rd party that helped you find this buyer you could say "you know____ had nothing but good things to say about you."More pointers for 1st face 2 face... You should ask them and inform them about buyer agency. "Listen, I really appreciate you coming out here to meet with me today.
You guys have plenty of options when it comes to buying and I just wanted to share about 5 or 6 minutes explaining to you what's available to you. Are you familiar with buyer agency?" If yes... "Good this will be a really good reminder for you." If no, " well... this will be helpful for you. Prior to 1994 buyers had to purchase homes through listing agents. Listing Agents are obligated to look out for the best interest of the seller.
How would you feel if the person who you are relying on to help you buy this house is actually using your hard earned money and information against you in order to close a deal? Is this what you want? (shake your head NO... they will shake their head no too or agree with you)...
"Good news is that since 1994 they created buyers agency, now you can have someone working on your behalf and finding you the best price, deal, terms, conditions and limiting your liability. Best part for you is that I get pd out of the transaction so you never have to write me a check.
"Never say its FREE... "Its pd out of the transaction. It comes out of the purchase price for the home... its part of the deal. The selling agent can help you but its very limited. They can show you the home, get you financing, and draw up contracts, but that's about all. They can't negotiate on your behalf. Their interest is for the seller and they certainly won't talk you out of buying the home because they won't get pd.
I can get you as much info as I can on the property as possible, make sure you get the property properly inspected, get you comparables to ensure the property is worth what you are paying. I will give you reasons NOT to buy the house if I feel there are issues that will not be in your best interest.... see why its more beneficial to work with a buyer's agent than a seller's agent? well, let me show you what's involved
.(I got up to 47:00 minutes out of about 58:00 minutes... i need to go back because I didnt understand what he was discussing in terms of some collecting transaction fee and their forms. I think! I think I really got it all but i have some doubts ... do you know ??)
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