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Two Tip Tuesdays Week #22

Tip #1

Keep listing prospects focused on their goal.

Every seller wants the same three things: The most money … the quickest sale … and the fewest problems. 

You can put it as a question: ‘Is it fair to assume that you want the most money … the quickest sale … and the fewest problems?

Or you can make it a statement: ‘What you want is … the most money … the quickest sale … and the fewest problems, isn’t that right.

You can also build the phrase into another thought to make a great test question. Suppose you have just presented a CMA and shown the prospects several recent sales, several current well priced listings, and a couple of expired or reduced listings. When the sellers look up from the CMA ask: Folks, to you want the most money … the quickest sale … and the fewest problems?’ They will always say yes. Then say, ‘The best way to do that is to price your home right in the first place. Does that make sense?’ Most sellers will say yes again. Finish with: ‘Based on the information I have just given you, what price do you think will get you the most money … the quickest sale … and the fewest problems?’

Remember, it’s their house. They have the right to decide. In fact, it’s their job, their responsibility, to pick the price.

 

Tip #2

Every word Counts

The challenge of ‘winging it’ and just saying whatever comes to mind is that people often misunderstand what we are attempting to say because we have not used the precise words that minimize the chance of misunderstanding what we mean. 

If you catch yourself say ‘in other words’, or ‘what I meant’ tells you that you didn’t say it right it the first place.

It may seem like a lot of work to memorize precise words and phrases, but it definitely worth the time when you discover that you get more appointments, more listings, better prices and full or bonus commissions faster and more often.