A lot of people in real estate underestimate what it means to do it all. What are the three things you need to dial in to succeed with listings? Why are profits better than wages? How do you find common ground and build rapport with sellers? On this episode, we are joined by real estate top producer, coach and author Hoss Pratt, who answers these questions.
Three Things We Learned
One-to-many conversations are the most profitable
Salespeople take steps with their skills, starting with being able to master being on the phone, then having one-on-one conversations with people in and person, and then finally making a leap towards one-to-many conversations like training and speaking engagements. This is what is most profitable.
However you’re most comfortable is how you should present
People make the mistake of thinking there is one way to present, but what makes the most sense is doing what makes you comfortable so you can be your best. What you need, more than anything is a framework, and being able to build rapport.
A confused mind doesn’t buy
Don’t get too technical in your listing presentations because a confused mind won’t be able to buy from you. Learn to dumb down your presentation so that it can actually convert.
When it comes to systems, it’s important to remember that there’s no need to reinvent the wheel. The systems you need already exist, all you have to do is plug into them, turn down the noise and do the work. When it comes to listing presentations, remember that rapport trumps everything, and rapport is built on commonality. A confused mind won’t buy so make sure your presentation is clear.