A phone call… not sure exactly why that title came to mind as I was beginning to type this post but wow right after I did SO many things come to mind.
A phone call can lead to so much! The reason I chose the title initially was because I got a phone call the other day from The Washington Board Of Realtors asking if I would agree to do a phone interview with them to prepare a video to send to their Realtors about tips on helping them increase and improve their business.
I did the interview yesterday and I wanted to quickly share with you what I shared with him on the interview.
But before I do now that I typed that title I need to share everything that just came to my mind around “A Phone Call”
1. A phone call to an expired listing can lead to THOUSANDS AND THOUSANDS OF $$$$$
2. A phone call can lead to an appointment
3. A phone call can lead to forgiveness and release
4. A phone call can lead to success if its with a coach, mentor, or leader
5. A phone call can lead to ideas and inspiration
6. A phone call can lead to making someone’s day better
7. A phone call can lead to getting over your fears
8. A phone call can lead to learning something new
9. A phone call can lead to mastering something if its with a role play partner
10. A phone call can lead to all kinds of doors opening up to you
Make the calls you know you need to make in your business, your life, and your relationships! Stop avoiding and start answering
So the interview yesterday was really exciting. It was supposed to be a quick ten minute interview and ended up being thirty minutes. He was initially asking mostly about our real estate objection handler book, Now What Do I Say?, a collection of more than 400 answers to over 70 of the most common questions and objections we face in the industry that I co-wrote a few years ago with two other coaches and top producing agents.
We talked some about the book and how helpful and beneficial it can be to Realtors who want to learn how to answer all the objections they face. I told him it is useful and that Realtors can also simply make a list of the most common ones they face and come up with answers for themselves if they don’t want to purchase the book. The key is being prepared and knowing the answers vs coming up with something on the fly. Our clients are depending on us to be the professional and support and guide them through the process of buying and selling. We need to practice and prepare like a professional athlete does.
If you haven’t purchased the book and are interested you may purchase the E Book version and audio version where you’ll discover not only WHAT to say but also HOW to say it when handling each objection from our website at www.yourethedifference.com or you can purchase the published version on www.amazon.com.
So, here are some of the questions he asked me:
What do you feel is the biggest obstacle for new Realtors to get started or seasoned agents to take their business to the next level?
I said creating a plan of what you will do to create business, having a schedule, and being consistent in what you do. I was on a few coaching calls yesterday and with two of my agents that’s exactly what we talked about. There are only so many ways we can produce and create business for ourselves. But there are too many for us to do all of them. I think its important that agents pick the top 3-5 ways that resonate with them and that are activities they feel they can commit to doing for a long period of time in order to experience the results they want.
What is the biggest fear you see agents having?
I said fear of asking for the business and of what the client might say or ask them. They’re afraid of all the questions and objections they might get so they don’t call. They’re afraid of looking and sounding perfect. Guys, no one knows exactly what you’re supposed to say except you and maybe your coach or mentor. Showing up with a genuine care and interest in helping your client is key. I told one of my agents yesterday, forget about it being cold calling or prospecting and just view it as a conversation with someone who’s thinking about buying or selling. Pretend you were talking to your sister, brother, or best friend about them buying or selling. If you were the questions you need to ask them and advice you would give would come to you very naturally and very conversationally. That’s where you want to be with ANYONE you talk to. The clients are just HUMAN BEINGS they are not out to get you
Why did you decide to write the book?
Well it wasn’t to make money. The book sells for $25 on Amazon and $14 on our website as an E Book. It really was to be a contribution to our community and to give back what we’ve learned throughout the years. Since the book was co-written by three top agents and coaches you get three totally different personalities and styles in the answers and key is to pick the one that fits your personality and even more importantly what will work best in fitting your client’s personality.
4. Since so much of our business is over the phone, how can you establish a real connection with the client?
That was a great question and I said being present to the conversation and focusing totally on the client and not yourself. Stop worrying about if you sound good, and what to say next, and how to keep the conversation going and on and on. Listen to WHO your client is and honor them. If they are a fast talker you need to talk a bit faster, if they are a slow talker, you slow down a bit. Match and honor who they are so that you will seem oddly familiar and comfortable to them. I know you’re thinking, what? Well if you’re a slow talker, what do you think of fast talkers? Exactly! And, if you’re a fast talker what do you think of slow talkers? See the key is to gain quick rapport with the client by being like them.
5. Some of the objection handlers are pretty straight forward?
Yes, they are and I’m a huge advocate of always speaking straight and telling the truth vs telling the client what they want to hear just to take the business. But, in order to be straight you must first ensure you do have that connection and that rapport. No one likes to be TOLD what to do they prefer to be ASKED what to do. You can turn any statement into a question with simple tie down. For instance, okay? sound good, doesn’t that make sense, etc. These are part of the NLP language patterns that we use throughout the book. Another thing is to repeat what the client asked and then validate it by agreeing. For example: They say I want you to list high and come down later. You can say, You want to list high and come down later, I understand and almost every seller I meet with feels just like you do and then go on to handle the objection.
Thank you for reading; I hope this was helpful to you. The video will be out soon and I will post it to my website so you can watch it if you’d like. I will be writing more posts very soon. My goal is to write at least 2 or 3 per week and to truly be a contribution to you as the business is beginning to really pick up again.
Please don’t forget about our upcoming course if you haven’t already signed up here are the details:
Now What Do I Say?, The Course
One of the authors of the highly acclaimed Real Estate Objection Handler Book, Now What Do I Say?, Christy Crouch, will personally lead an 8 week course revealing all the techniques and secrets used by she and the other two authors to create the book.
Christy will reveal everything she does and uses to handle the objections she’s faced with in her daily business. She is still an active Realtor in VA and has sold 40 homes already this year, she sold 75 last year and coaches 40% of the time! Christy’s passion is teaching and sharing what she’s learned in the business over the last 24 years.
Christy has immersed herself in the business and in training and coaching to become the best of the best. She’s participated in closing thousands of transactions and has a TON of experience and expertise that she wants to share!
Christy sold 35 homes her very first year in the business in a brand new town where she didn’t know a soul, was six months pregnant with her first child living with her parents while waiting for her home to sell. She barely knew how to get to the grocery store and back. She moved in January and by that June she had 19 pendings!
Christy sold 140 homes a year in the height of her career and was inducted into the RE/MAX Hall of Fame for her production.
If you are looking to take your business to the next level and want to discover the secrets to setting more appointments, taking more listings, and closing more buyers while learning to confidently communicate with proven NLP language patterns and objection handling skills then you will undoubtedly want to sign up for this 8 week tele course with Christy.
If you have recently participated in her Expired & FSBO course then you’ve gotten a small taste of the language patterns, the role playing, and the objection handling that she’ll go much deeper into in this course.
The course will begin on Thursday June 13th 2013 and will run through Thursday August 1st. Each week’s call will be from 12:00-1:00 EST. The cost for this is $199 if you sign up before June 6thth and $249 after.
This price includes a free copy of the Now What Do I Say? Live Role Play audio where she and her other two authors demonstrate how to handle 12 of the most common objections we face in a live role play setting. This generally sells for $20.
Please sign up quickly as Christy is only allowing a certain number of spaces to allow for interaction with minimal background noise.
You can sign up on the website at www.yourethedifference.com by clicking on the products page and choosing Now What Do I Say, The course, or by emailing Christy at firstname.lastname@example.org
Payments can be made on the website, over the phone with a credit card or by check via regular mail. If mailing a check please reference that it’s for the course and make payable to You’re The Difference, Inc. and mail to 5115 Bernard Drive Suite 110 Roanoke, VA 24018.
“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? a collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace”