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Hi everyone. Travis Robertson here. Have you ever finished a listing presentation or a
bio presentation knowing in your hear that you nailed only to not have that person move
forward with you as their realtor? Ever wonder why? Well, typically speaking, there are five
reasons somebody went out and forward with you as their real professional. What are those
five reasons?
Number one, likeability. You know what, you could have done everything absolutely right
but if they just didn't like your personality, like your style, like your approach, like
you as a person, it doesn't matter because at the end of the day, we work with people
that we like, not just people that we think are going to do a good job.
The second reason somebody may not move forward with you is you haven't established trust
or rapport. Now, don't misunderstand. This doesn't mean that you're not a trustworthy
person. It just means that you haven't shown them that you're trustworthy. Now, how do
we establish trust? Generally speaking, it's not by talking. I know, shocking right? We
like to think that if somebody doesn't trust us, we just need to convince them more and
more and more that we're the right person, that you can trust us.
Here, let me give you another reason. Instead, the better way to establish trust or rapport
with somebody is to ask them a question and then show them that you heard them with your
ears, not just observe what they were saying and moved on. So you want to ask them questions
and then you kind of want to repeat back what they said to you in the form of another question.
So if somebody says you know what I'm looking a 3-bedroom, 2-bath house. Your response should
be "Oh, really, a 3-bedroom 2-bath house? I think we can help you with that." You're
repeating back letting them know that you heard and understand and thereby establishing
trust and rapport.
The third reason somebody may not move forward with you is that you haven't found their need.
Now, this doesn't mean that they have a need necessarily, but it does mean that if they
do have a need, you haven't discovered and you haven't found a way to entrust their specific
need. Now, maybe they don't have a need, maybe it's not the right time for them but one of
the best ways to do this is going back to number two, ask better questions. Why are
you looking at moving right now? What's your motive? Where are you looking to move to?
You're trying to figure out is it something that's urgent is it just something that maybe
for them, a nice to have. Maybe it's not something that they're looking at doing right now, maybe
it's something that they're looking three to six months down the road. So you have to
know upfront do they actually have a need to move, to purchase, to make a decision right
now or is there something that maybe just a little further down the road or may not
even be a need.
If you haven't found their need, if you haven't discovered that or help them discover that,
you very likely will not get them to move forward.
Number four is there's no sense of urgency. We kind of established this in the need but
it's something a little bit different than the need. Look, they may have a need to move.
Somebody maybe getting transferred but it may not be happening for two more years. So
the urgency factor isn't the same as their need factor. Again, coming back to asking
better questions also helps you establish the trust, determine the need and determine
the urgency.
Number five and the very last reason somebody may not move forward with you even though
you feel like you nailed it is that you did a phenomenal presentation but somewhere along
the line, you didn't establish the confidence in your personal ability. Look, sometimes,
especially if you're a newer agent, you have to sell around the lack of experience that
maybe you have compared to some of the other agents that they might be interviewing. So
this comes down to establishing confidence in your personal ability.
Now, a new agent might say, well, how do I do that? I don't have the experience as some
of the other agents. You know what, you're right. You don't. But here's what you do have:
an ability to work harder, an ability to draw from maybe other people in the office, maybe
pull somebody else into the deal and maybe cop them in on it just to start building up
that experience and helping people understand that it's not just you who will be working
on this. Maybe it's a broker who steps in or a manager or a more experienced agent to
kind of lend their experience, lend their ability to what it is that you're doing and
further raise the confidence of the people that you're working with.
There you are the five reasons. I hope you enjoyed it. If you did, click like down below
or that side whatever side it is and click subscribe because we'll be bringing more of
these videos to you shortly. Take care.