Elite Agents Real Estate Podcast with Debbie De Grote
About This Show
If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you! Every week, Master Sales Trainer and coach Debbie De Grote interviews the real estates industry's best, brightest and most profitable.
Most Recent Episode
Power Persuasion # 276
2 days ago
Hello and welcome to Debbie’s Daily Tips. So today we’re going to talk about Power Persuasion. You know it’s interesting that not too long ago, I did a little promotion for a webinar that I was planning to do on closing 98.2% of your prospects. Now the reason I pick that percentage is because of course, we will never close 100% because quite frankly we may not want to, right? We've all been on that listing appointment that once we got there, we kind of wished we hadn’t even arrived. So you know what I mean. And yet if we think about it, whatever your record is, whatever your closing ratio is, whether it’s 75, 80, 85%, records can always be broken, right? We should always be striving to close a higher percentage of the prospects that you meet. Because of course, I would assume you'll do a great job and they would benefit tremendously from having you as their agent, we just have to convince them to choose you. And that’s where the power of persuasion comes in. You know what’s interesting, that someone sent me an email and said, “Well I don't believe in manipulative tricks and techniques, I give fabulous service and do an incredible job for my people.” And my response was, “I agree 100%, no tricks, no gimmicky techniques, and yet we have to be able to persuade them at a high level to choose you or you never have the opportunity to show them what a great job you can actually do.” So when you think about power persuasion, the main tip I wanted to get across to you today is this: let go of the golden rule. You know the golden rule, do unto others the way you would have them do unto you. And instead, embrace the global rule. Do onto others the way they want you to do onto them. So pay attention, show up, ask questions, stop talking about yourself. You know, mirror match their rate of speech, be well prepared, make it all about them. Make them feel that you are important, that you are focused and that you are there to customize your approach to selling their home. So in other words, persuade them the way they want to be persuaded. Not a gimmick at all. In fact, it's really giving up who we selfishly would like to be or how we would like to perform or close or more - let's use that person’s word - manipulate a client into making a decision, and instead, are meeting them where they're at, graciously with integrity and with a very high level of persuasive power and skill.