Powerfact: Top producers COACH, not CLOSE. The priority when meeting with a customer or client is to build trust, connection, and a relationship.
This week, I wanted to share with you part two of our conversation about how to have more successful face-to-face presentations. I shared part one recently, which was all about the “R” part of the REAL presentation — or Rapport building. You can read about that and watch my coaching video here.
Today I want to share the “E” part of that acronym which stands for Engage. A big part of building rapport and engaging people in a listing setting is to ask questions. The key, I believe, is to ask the RIGHT questions, however. I’m not a big fan of the old school — probe for a problem, create pain, offer a solution means of selling. What I coach our Power Agents® to do instead is to ask questions so that they can determine the consumer’s commitment. What do they really want? What are they committed to? What will take their live to the Next Level? Is their goal or commitment to move to Florida and play with grandkids? Is it to get to the next job? Find out what the commitment is and then make it your mission to help them honor that commitment.