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Learn from the mistakes of others.. We can't live long enough to make them all ourselves
Eleanor Roosevelt
Mistake #1: Lack of Timeline Context
Mistake #1: Lack of Timeline Context
Mistake #2: Absence of Reason + Result
Mistake #2: Absence of Reason + Result
Clients and Prospects don’t know why we do something
This is what we do and this is why we are better….. Don’t stack the “COOL”
The reason I do this is …. Because… result
Mistake #3: Diverging from Three Pillars - A Compelling offer is 10x more powerful than a convincing argument
Mistake #3: Diverging from Three Pillars - A Compelling offer is 10x more powerful than a convincing argument
If what you are presenting is not covered in one of these pillars it probably does not need to be there
Mistake #4: Not Calling Out Average The Agent
Mistake #4: Not Calling Out Average The Agent
There are two ways to call out the average agent - Use the words average agent as many times as you can .. the Average agent will do or tell you this. Use low hand signals - right to left not left to right … minds are wired to work left to right but when you present it's backwards
What is something that an average agent says that you know they will say?
“Your home is only worth what a buyer is willing to pay for it “( takes all control away from you).. That is not true - Your home is worth what you are willing to accept for it
“We are really good at marketing because I will get your home on 120 different websites” … Do you know what that means? IS THAT THEIR ONLY USP
“I'm a really good negotiator” .. Let me show you
“If I can't negotiate my own commission .. how do you think I can negotiate for you?” -
“I can Appreciate that” - Disingenuous, your lying ….. You know that the next thing out of their mouth came from a script book
Mr and Mrs Seller .. I guarantee that the average agent will say something like this … Text me when they do
You only have to cause reasonable doubt ONCE - Its not about the other agent its about their process
Track record, Feeling, Process, USp = calm and safe
Are they a good Prospect?
What is a 5-Star Prospect? The reason we do consultations is to figure this out
Willing to engage in a dialogue
Friendly and collaborative
Know what they want
Know when they want it
They want you to help them.
Mistake #5: Mistake on Flow, Show, or Demo
Mistake #5: Mistake on Flow, Show, or Demo
Everything that you present should have a Flow, Show, or Demo
It makes people remember
The Calendar Close is good because it uses Flow, Show, and Demo
Mistake #6: Forgetting the 3 Ways to Influence
Mistake #6: Forgetting the 3 Ways to Influence
You need all 3 to get people to Listen to you
Your goal in all communication
Mistake #7: Great Content But Wonky Transitions
Mistake #7: Great Content But Wonky Transitions
Keep it in order !
What happens when you get the transitions right?
Keeps you smooth
Keeps them in frame - They know what to expect
What do we think?
Recap of the 7 Mistakes
Lack of Timeline Context
Absence of Reason + Result
Diverging from Three Pillars
Not Calling Out Average The Agent
Mistake on Flow, Show, or Demo
Forgetting the 3 Ways to Influence
Great Content But Wonky Transition
Which one stood out for you?
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