Show:
Setting Expectations
Motivation/Urgency
Rebuttals
Facing Resistance
Road Blocks
100

We set expectation to....

Relieve any uncertainty, fear, discomfort, pressure 

100

The point of pulling motivation is to

Find leverage, increase urgency, get emotional thinking


100

Seller says "Maybe" when you ask if they're still looking to sell now or the near future. 

"By Maybe what do you mean?"

100

Sellers give us resistance because

Fear of unknown, pressure, discomfort, frustration, not interested 

100

It is important to uncover roadblocks to

To overcome anything that would prevent the seller from taking action or moving forward


200

We set expectations with the acronym:

T

A

R

P

200

We uncover motivation with this three step questioning strategy

S. Situation

I. Impact

P. Picture Perfect

200

Sure, i'd sell for the right price. 

Great, other than price, does anything else have you considering selling?

So what would that right price be? 

200

What are the tools in our tool belt for facing resistance

1. Go for no

2. Tactical Empathy


200

The 4 most common roadblocks are

Influencers

Timeline

Discomfort

Money/Price

300

T.A.R.P. stands for

Timeline

Agenda

Result

Permission to say no 

300

We utilize situation questions by asking; 

If you did decide to sell, why would you?

What has you even thinking about selling?

300

Who are you and why are you calling me?! 

This is _____, just calling to follow up with you and see if you were still thinking about selling now or the near future. So were you still thinking about selling? 
300

Sellers react like this when they feel uncomfortable

Fight or Flight


300

When a seller has an influencer we do this to make sure it does not become a roadblock

Hold them accountable to speak to that person and time constraint it
400

We set expectations at: 

The beginning and end of every call


400
Types of impact questions are: 

How does that make you feel?

How long have you been thinking about this?

when you say ___, what do you mean?

"Mirroring" 

400

Yes i'm selling but you guys won't give me what i'm asking for

What's your asking price? And Have you considered listing it?/Why not just list it? 

400

Resistance looks like: 

Short answers

Hostility

Non- committal language 

400

When a seller does not give a price, we ask this many times to try and get the price throughout a sales call

3 times 

500

When we don't set expectations the seller is most likely to

Have their guard up, ghost us, not willing to go through the process 

500

Picture Perfect Scenario questions look like: 

What is your picture perfect scenario here when it comes to selling your property?

You sell your house, in 3 months what does that look like for you? 

What's the ideal outcome when it comes to the sell of your property? 

500

Why I'm selling is none of your business

My apologies, I wasn't trying to pry or get too personal. I hope I didn't offend you or mess this up...

I'm just asking to make sure that we can help you as best as possible. 


500

What are the 3 outcomes possible when going for no

  1. IF IT IS A “NO” THE SELLER WILL TELL YOU.

  2. THE SELLER WILL CORRECT YOU AND UNCOVER AN OBJECTION

  3. THE SELLER WILL CORRECT YOU AND SAY THEY WANT TO MOVE FORWARD.

500

We always do this whenever a seller says "no" to any roadblocks

Double confirm