Real Estate 1
Define Income Statement?
What is shows profit and loss of company over specific period (P&L)
What does SPIN in Spin selling stand for?
What is Situation, Problem, Implication and Need-Payoff
Four things an owner can do with property?
Hold, Sell, Buy, Loan
Name the two types of Needs in Need-Payoff
Implied & Explicit
How many surfboards are in this office
3
Give Example of implied Needs
(prompts headaches and sighs) ex. we spend too much money on maintenance
Name two things you should do in your intro during a cold call?
what is Power statement, leverage success of your team
The 4 key points of a cold call
What is Introduce yourself and firm, generate interest, ask a question, set up a meeting
Type of question you should ask client during a cold call
7 services FS provides
What is Finance your property, Buy or Sell property, Insure property, Lease your property,Tenant representation, Manage your property, Develop your property
Ryan said not to say this when introing a cold call
what is "I have a buyer"
give example of explicit needs
(Prompts action and is more likely to result in a purchase Goal is to take implicit and turn it into an explicit need ) ex. I need an easier way to manage this property
How should your implication in Spin Selling sound
What is Neutral
define continuation
When discussion ends without any advance
Name our 7 office locations
Tampa, Atlanta, Fort Lauderdale, Miami, Jacksonville, Orlando, Chicago
Name our CFO
Andy Zahn
Which two FS offices are arguably the coolest?
what is FTL and MIA