Got Stuck Prospects? Master Getting Them Unstuck!
Are you a little behind on your targets? Whatever the case may be, it’s only June, which means you still have plenty of time to catch up or exceed your goals for this year. If you're facing stuck prospects, don't worry! Let us help you master the art of getting them unstuck. In this blog post, we will share some valuable tips and tricks that can help you succeed in your business.
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Understanding the Success Ladder
If some of your prospects seem stuck, the first step is to figure out the gap that is holding them back. Determine whether it’s a high-level or low-level discomfort, so you can devise strategies to move them from the "maybe" zone into the "yes" zone. The goal is to keep prospects consistently moving up the ladder.
It all begins with leads, such as prospects registering in the Real Geeks system. Once you have their information, you can start personalizing your approach. Interact with them and try to understand their desires, needs, abilities, and authority. Establishing a personal meeting is crucial. Whether it's a face-to-face appointment or a virtual one via Zoom or FaceTime, book a meeting to move the prospects forward.
Remember that the number of appointments you book is the deciding factor for the health of your business and the revenue you’ll generate. While this may seem obvious, it's essential to internalize this philosophy and prioritize it in your day-to-day activities.
You can also leverage virtual showings to showcase properties and overcome any barriers that may exist. As a real estate agent, you are aware that obstacles will arise, but the key is to help prospects realize the value of scheduling an appointment. Offer them dozens of reasons why a Zoom meeting or virtual showing is beneficial to them.
What To Do Next
If you've provided value and the prospects still seem stuck, don't be afraid to move on. The four-letter word "Next" becomes crucial in this situation. Qualify or disqualify prospects based on their responsiveness and interest. Emphasize your value as an agent, highlighting how you differentiate yourself from others in the industry. Educate your prospects about the marketplace and establish your credibility.
However, be cautious not to give away free advice or counseling. Just as lawyers don't reveal their strategies until you sign a retainer, you should only provide in-depth counsel once you have a commitment from the prospect. This commitment doesn't necessarily have to be a signed contract; a verbal agreement or loyalty agreement will suffice. By asking for commitment, you open the door for prospects to voice their concerns and objections, allowing you to address them effectively and move closer to success.
How You End the Call Makes a Huge Difference
Before concluding a call with a prospect, take a moment to recap the discussion. Spend about 20 seconds summarizing what you've talked about, what the prospect wants, and what you've agreed to do. Emphasize what will happen next, including the data you'll be sending them, the timeframe for sending it, and how long they'll need to review the information. This way, you establish a low level of obligation and continue to move them up the ladder.
DNA² stands for desire, need, ability, and authority. Desire represents the prospect's willingness to solve a problem and take action. Identify their needs, whether it's an upgrade or a downgrade, and connect those needs to their pain points. Next, evaluate their ability or financial capacity. Do they have the necessary funds for a downpayment or a strong credit score? Additionally, assess their authority by determining if they are the ultimate decision-maker or if others are influencing their choices.
Don't let stuck prospects discourage you. Master the skill of getting them unstuck! Increase the number of appointments by leveraging Zoom, virtual showings, or face-to-face meetings. Focus on understanding your prospects' desires, needs, abilities, and authority. Keep them moving up the ladder or identify if they are not the right fit early on, giving you more time to find higher-quality prospects. Keep pushing forward and reach your sales goals with the resources provided by Real Geeks. You've got this!
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