Your potential client knows someone in real estate and feels obligated……..

“Your (sister/friend/other family member) is a real estate agent. I understand that you feel an obligation to that person. However, help me to understand. Is it the obligation that you have that keeps you from moving forward with me and my company, or is it that you feel (he/she) would do a better job achieving your goals?” If they say it is the obligation and not their service, follow up with, “If I could show you a way to handle that obligation and still list with me, would you consider doing so tonight?” Offer to pay the other person a referral fee.

MARK LEADER AND THE LEADER’S CHOICE PROGRAM WILL BE COMING TO WINNIPEG THIS SPRING, STAY TUNED FOR MORE DETAILS AS THEY DEVELOP.

Buyer Presentation:

“Let’s make a list of all the things that you would like in a home. Your wish list. Now that we have the list down on paper, we have an important job to tackle. Knowing that unless you build a home from scratch to your specifications, you will have to make compromises when buying a resale. Let’s go through the list and zero in on only those items that are MUSTS. In other words, you would not even consider purchasing a home without them.”

Be Honest With Your Client:

“My job is not only to tell you what you want to hear, although that would be great.  My job is to tell you what you need to know in order to make a sound business decision.”

We at Leader’s Choice International would like to congratulate Kirk Spangler on ranking in the top 10% within the Real Estate One Family in Michigan and the nearly 1 million Realtors across the country.

Kirk is a Leader’s Choice Alumni Student and a Leaders Elite Member.

WAY TO GO KIRK!!!

Jackie is a new voice in expertise for me, and I found her very down-to-earth and direct (this is hard for most people to encapsulate and deliver at the same time, and she presents her thoughts VERY smoothly).  I wish I had her in my back pocket when having to explain positioning in the market today, when so many who have come to me are upside down.  I completely empathize when they ask, “Can’t we at least TRY to list for X and get enough to break even?”  This has been difficult for me, especially when it’s a dear friend I’ve known for 30 years, and their next door neighbor is feeding them promises of how easy it would be to list for $50K higher than what I know their house would appraise for (with so many foreclosures and short sales nearby).  Jackie gave me some dialogue tips (some new, some refresher’s from Leader’s Choice) which were compelling enough for me to text this particular friend in the middle of the webinar with a couple of points.  : )

Mark’s webinar was equally informative, a great refresher and refocus for me from LC.  When I took LC last fall, I hadn’t even received my paper license in the mail yet.  I learned a tremendous amount, and benefitted the greatest from the dialogue coaching in the seminar.  Hearing many of these points again, now that I’ve had some “real world” experience, has given me new clarity.  Very relevant stuff.

Thank you, and I plan to listen in whenever I have time.  This is a wonderful continuing education from the seminar.

Angie Stephens

Ebby Halliday Realtors

Richardson, TX

www.angiestephens.com

469-236-9899

Reassure Your Client You Are There For Them:

“I agree with you that no one likes “pushy” sales people. I am a sales professional, and as such I am never pushy. However, I am always professionally persistent. That’s what is needed to achieve your goals!”