In this Real Geeks training with Dirk Zeller included a lively discussion of the topic, “Taking Command of Your Prospects and Success.” Zeller challenged listeners to use performance metrics to help clients reimagine their image of a salesperson and book more appointments. “We need to remove that in a dynamic way to get to an appointment,” he said.

Part of the challenge is that agents need to value the appointment more by recognizing it’s worth. Zeller explained that attitude and mindset shifts when we see the appointment valued at $2500. “If you got that cash at end of appt would it change the way you act and behave?” he asked listeners. Zeller encouraged agents to track the number of interactions they have on a daily or weekly basis to drive their goals.

Using his Pyramid of Persuasion found in the workbook that accompanied this session, Zeller shared that the most effective persuasion tools were listed at the top and that its important to use those to convert more leads.

“We have to persuade more than ever before,” said Zeller as he explained that historical bias, too high of price, and a defeatist mentality cause clients to turn away from buying and selling homes in this market. He explained that historical bias is when “we feel that something is going to happen based on our previous history” and that the history of the housing crash of 2008 is shading buyer and seller thinking. “The only way to deal with it is getting face to face,” he said.

The Art of Having the Conversation

At the same time Zeller cautioned against using the wrong approach. “When you say, ‘how are you today?,’ you think you are creating rapport. You think you are creating dialogue,” Zeller said. “What they are really thinking is ‘ugh, a sales person’.”

“What is the choke point for you?” Zeller asked, pondering why agents are afraid to engage clients.He then went on to present the importance of practicing the art of conversation by listing four must haves to client conversion.

 

Zeller’s Core Four to Effective Conversion:

1. Have the right sales process.

2. Create or purchase the right system (Real Geeks).

3. Learn the right skills.

4. Use the right scripts.

Recognizing that “you're going practice one way or the other,” Zeller suggested role playing with friends, co-workers, family instead of real prospects. “I wouldn’t be practicing on prospects,” he said. “Taking command right now is really about being an authority.” As an agent, Zeller believes in educating clients and making sure to “give them steps and access that they don't have.”

Citing that a six month inventory pattern is a balanced market and that the current market needs 3-4x more inventory to balance the market, Zeller also reminded that historically real estate tends to appreciate at or above the inflation rate. These are the statistics Zeller uses to educate his clients and reduce fear of the unknown and potential inaccuracies.

Published on Jul 8, 2021 under ,

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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!