Language Of Sales
What kind of questions do you ask a prospect?
open-ended
What MUST you have before showing property?
Have a signed agreement
True or False. We are still in a sellers market...
It depends on which markets but by definition in inventory, true.
Is the market down or up from last year?
slightly down
What's Coach P's favorite color?
Mint Green
What are the 3 rules of objection handling?
acknowledge, isolate, ask an open-ended question to navigate the narrative
What are the 4 major contingencies in a sales contract?
Home inspection, appraisal, financing, & HOA/Condo Docs
What are the 3 top priorities for sellers?
Sell for the most amount of money, in the least amount of time, with the least amount of problems
What are Lead Measures of the market?
# of showings, # of listings, # under contracts
What is Coach P's favorite cuisine?
Peruvian
Who makes up the decision parties?
Decision Maker & Decision Influencer
What are the top 3 focuses for buyers?
Price, location, and condition
What 4 tools do you take to a listing presentation?
CMA, seller net sheet, market trends, personal/brokerage value proposition
What are the Lag Measures of the market?
Days on Market, sales price, and closed sales
What is Coach P's favorite kind of music?
Bachata
What does the FORD script stand for?
Family, Occupation, Recreation, & Dreams
Handle the objection, "the interest rate is too high" using the objection handling formula
opposing team is the judge
Handle the objection "Your commission is too high"
How real estate agents have left the industry YTD?
Over 100,000
What is Coach P's middle name?
Esperanza
What are the 4 elements of a needs analysis in order?
Positive present, negative present, negative future, positive future
Handle the objection, " I think I'm going to wait to see what happens in the market."
Pamela decides if you pass!
Handle the objection using the formula "I am going to interview multiple agents."
Opposing side decides if they pass.
What are 3 sites to find accurate market data?
brightmls.com/research, brightmls.com/weeklystats, US Bureau of Labor & Statistics
How many recruit appointments did Coach P hold to be in the Top 15% of recruiters?
4,678