Converting Open House Prospects to Clients<\/strong><\/p>\nFirst, understand the apprehension of your prospects BEFORE they walk in the house.\u00a0 They\u2019ve already been \u201cattacked\u201d by a few Salesy Slicksters at other Open Houses, so they\u2019ve got their guard up. \u200d\u2642\ufe0f<\/p>\n
Knowing this, the dumbest question you can possibly ask is, \u201cAre you working with a REALTOR\u00ae?\u201d.<\/p>\n
You\u2019ve just handed them an easy out on a silver platter, \u201cYes, we are, thanks!\u201d<\/p>\n
I suggest you avoid the subject of \u201cthe other REALTOR\u00ae\u201d altogether and instead look for ways to demonstrate your knowledge and expertise, in a casual, friendly, and authentic way.<\/p>\n
Even if it turns out that they are \u201cworking\u201d with another REALTOR\u00ae, the chances are high that there is no formal arrangement, and that agent is doing nothing or very little to assist them.\u00a0 When you demonstrate your superior expertise and helpfulness, they\u2019ll dump that unknown mediocre agent, like a hot potato.<\/p>\n
Hey!\u00a0 If the other agent is doing an excellent job of keeping in touch and providing useful information, their clients will remain loyal.\u00a0 If not, and if you\u2019re a great, customer-service-focused agent, you\u2019re doing these prospects a massive favor.\u00a0 After all, who\u2019s going to deliver a better result?\u00a0 The low-skill mediocre agent? Or you?<\/p>\n
That said, it\u2019s completely unnecessary and counter-productive to be aggressive about it.\u00a0 When you\u2019re SKILLED, you pick up clients very naturally, seemingly with little to no effort.\u00a0 Rather than chasing after new clients, if you do this right, you\u2019ll become a client-magnet.<\/p>\n
Understand that building a relationship is a process. You don\u2019t propose marriage on the first date, and neither should you be asking a person you\u2019ve never met to make an instant decision on who\u2019s going to represent them in a Real Estate transaction.<\/p>\n
Just like on the first date, you\u2019re playing it cool and doing your best to demonstrate why you\u2019re a good catch. More importantly, you\u2019re using active listening<\/em> skills to learn what they like and dislike.<\/p>\nFor example, are they an introvert or an extrovert?\u00a0 Do they value relationships more, or do they value facts and figures more?\u00a0 The answer to those two questions alone will determine which of the four key communication styles they prefer (Analytical, Driver, Expressive, or Amiable).<\/p>\n
Hint: EVERY high-producing REALTOR\u00ae has thoroughly studied the science of Communication Styles.<\/strong><\/p>\nWhen you become highly skilled at connecting with all four communication styles, your entire life becomes infinitely easier and more productive!<\/p>\n
This isn\u2019t about being \u201cfakey\u201d by the way.\u00a0 It\u2019s about accessing the different natural traits that are inside all of us and bringing them to the surface. This makes you a much more well-rounded and authentic person who will naturally and easily form better relationships with all different personality types.<\/p>\n
Authenticity is not about stubbornly sticking with only your strongest traits.\u00a0You\u2019re a much more complex person than most people realize. Learning how to access and bring your weaker traits to the surface is an empowering skill that we should ALL get better at.\u00a0The more you practice this, the more natural it will become for you.<\/p>\n
On that first date we talked about, if you want to pursue the relationship, your goal is to get a second date, right?<\/p>\n
DO NOT PROPOSE MARRIAGE! \u00a0No matter how much you like the person! <\/strong><\/p>\nSimilarly, your goal when you meet prospects at an Open House is to get their contact information and be able to follow-up with them later.<\/p>\n
If you\u2019ve got a good rapport going, it\u2019s now 50X easier to get their contact information, as compared to when they first walked in.\u00a0But the timing and HOW you ask is critically important.<\/p>\n
For example, it\u2019s a mistake to blurt out too soon to a buyer client prospect, \u201cWould you like me to set you up on an auto-notification system?\u201d\u00a0If you find yourself holding your breath and anxiously waiting for the response when you ask this question, you\u2019re doing it wrong.<\/p>\n
Chances are, the answer is, \u201cNo thanks.\u00a0We\u2019re already receiving that information from someone else.\u201d\u00a0You blew it.<\/p>\n
You just asked for a second date before the server brought the wine. <\/strong>\u2639\ufe0f<\/strong><\/p>\nOn the other hand, have you ever had a conversation with potential clients where you had an instant connection, and they just naturally volunteered their contact information?\u00a0You can make that happen WAY more frequently if you\u2019re willing to invest the time in developing your skills.<\/p>\n
We\u2019re running out of space, so I\u2019ll continue this next week with some practical suggestions on how to get that elusive contact information and what to do with it afterward.\u00a0Hint:<\/p>\n
Don\u2019t blow the second date!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"Becoming a Trusted and Authentic Advisor is a BIG and important subject that interweaves throughout every module in the Real Estate Master\u2019s Program. For now, and in the interest of brevity, let\u2019s look at a single example of how to improve your interactions.<\/p>\n","protected":false},"author":1,"featured_media":60,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-59","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-3-the-open-house-expert"],"_links":{"self":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/59","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=59"}],"version-history":[{"count":0,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/59\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/media\/60"}],"wp:attachment":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=59"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=59"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=59"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}