Think about it. You prepare for an appointment by putting together your presentation(candy bag), then you put on your business attire (costume), and proceed to your neighbors offering your services (trick) to get their home sold (treat).
Making sure you look, present and offer the best, has to be more than a façade.
Now more than ever people are unsure of what tomorrow holds given the
state of affairs and in turn are hesitant to commit to anything even if it's the right
thing for them to do. You as the professional have to be armed with every piece
of information available to you and be able to express it to your clients in various
manners. Translated to real estate terms, your physical materials need to be
accurate and appealing, your scripts and dialogues must be clear, pertinent and
allow for handling objections, lastly and most important you must deliver on
your value proposition.
Start by turning your old and dated CMA style presentation into an eye catching
& educational format that gets clients excited and offers alternatives to the despair
they are feeling. Practice your scripts, dialogues and presentations so you are
prepared when you knock on that door and the homeowner isn't the most
inviting due to recent circumstance, so they get the help they need and deserve.
Agents will often walk away after an objection if not prepped and who wins in that situation?
When you have put the client at ease and they now believe you can bring resolution to their situation, this is where the rubber meets the road and now you must deliver on your proposition. Knowing your numbers, how to effectively market, and maintaining communications are critical to a successful transaction.
So strap in, suit up and transform your business into what you want it to be. You have the ability to make it whatever you want and what better time than now to start, after all it is Halloween. Need a how-to guide, look no further than "SHIFT".
Contributed by Walter Sadowski | 
