I typed in ‘Real Estate News’ into Google this morning. I often do this while doing research for our consumer-facing newsletter. (feel free to register to it to see how we run it – click here)
The second ‘top story’ was from Yahoo that headlined:
2023 has been a year of two different agents.
Those that put the blinders on and went to work, and the ones that didn’t.
Which one are you?
Back to your sales process. I won’t tell you what to do, but I’m very glad we revamped our process when we did.
Some big changes from the norm… stop asking questions like…
- Are you pre-approved?
- Are you working with another real estate agent?
- When are you going to buy or sell?
Stop saying things like…
- Let me know when you’re ready
- Call me for all your real estate needs
First, a change of mindset:
‘How can I convince (or convert) this lead?’
‘I will provide as much value they feel stupid NOT working with me’
How do you do that? That’s up to you. I’ll share exactly how we do it. I made an entire training on the subject. Go to OnyxConversion.com to check it out.
Second, follow a proven process. Add value at every step with every lead. Doing this now will increase conversion and prepare you for the future.
All of this is on top of the looming change in our industry. How prepared are you?
Have you changed your sales processes to get ready for whatever changes come our way? We changed our processes almost two years ago (when we first heard about this lawsuit). Has it got us ready for the changes? Probably… who knows.
What it has done, for sure, is increase our conversion across the board.
Consumers are not only wanting more, they’re demanding it. Especially in a hard market, we need to be a lighthouse (of knowledge) for our clients.
PS – Note: Google, ‘housing market’ – see what your clients are dealing with. They want to know what is going on. It’s our job to tell them exactly what we’re seeing. (this is why we do our newsletter weekly, and our clients love it)
Be the lighthouse (of knowledge and expertise) for your clients. You won’t have to worry about your pipeline.