smashing the real estate myth with Agent Dynamics
Opening doors vs closing windows
agentdynamics.com.au
Thank you for taking the time to read our e-book series, “smashing the real estate myth with Agent Dynamics.”
This series was written to give you, Agency Principals and Agents, an alternative approach on how to manage ourselves and our teams and how to recruit better.
The Agent Dynamics system applies to all facets of Real Estate and all types of real estate professionals - Salespeople, Property Managers, Business Owners and importantly support teams.
Our goal is to promote alternate, or lateral, thinking and for readers to see that the “perfect” sales person or property manager does not exist, they just think they do.
To be fair, each book in the series was not written to be a quick fix ‘How To” guide or instruction manual but rather as a study on how our industry is changing and what we can do because of that change.
We hope that you will identify with our little anecdotes, case studies, testimonials and stories and that you will see how we can help you fufill your business and personal goals.
OPENING DOORS VS CLOSING WINDOWS
Julie Davis and Neil Williams
WHAT WILL YOU GET OUT OF READING OPENING DOORS VS CLOSING WINDOWS
Understanding • How to engineer a
Purpose
Reality
• Position your business
• Decent agents have a
business of clients
as the trusted
fair amount of repeat
for life and a winning
advisor and win
and referral business.
culture that incubates
both mindshare and
Great agents have a
advocates and
marketshare.
mind boggling amount
referrers.
of repeat and referral business.
Julie Davis, co-founder of Agent Dynamics, talks about building on your success through repeat clients and advocates.
OPENING DOORS VS CLOSING WINDOWS
You will experience a significant shift in your sales success by moving from “closing” to “opening”...
Opening is when you open (a door) You do this by tuning in to their and invite your customer in, allowing frequency and adapting your them to make their decision with environment to them. you as their trusted advisor. Imagine a nightclub where people In order to achieve this shift in are standing and waiting to get in, because everyone else is wanting to Closing is when you sales approach, the door that get in. The environment is one that rule out the options they are opening has to be one that they want to walk through, they are willing to stand in line and or paths the customer and this happens when you have wait to get in. This is the same kind has, leading them to built the proper rapport and set of environment you want to create the conclusion that up an environment that they feel for your customers, where they feel you want them to comfortable in and actually want to like they are part of an exclusive club. reach - buying your be in.
product.
The door that they are opening has to be one that they want to walk through. Apple does a great job of this, creating a warm environment in their stores where people will wait in line for the product, sometimes not even knowing why exactly they want the new product. They want it because it is a new Apple product, and they trust Apple and the people in their stores. If you can create this type of environment in your business, you will move to another level with your customers and attract many new prospects.
where people expect to purchase something, and so purchasing something is the appropriate thing to do. On the other hand, when someone goes to Facebook, they are there to share or interact, not buy. While there are advertisements on the page, it is not the environment where someone expects to make a purchase. If they see an ad for something that interests them and they click on it, they are taken to a site which is an environment for purchasing, like Amazon. Their mindset has changed when the environment changed.
If, however, you move your arms in a sweeping motion repeatedly, you can cause ripples and currents in the water which will create a flow of water in the direction you are moving, having a much greater influence and effect on the water. As a conductor you have three main roles:
1. The first is like conducting electricity, where you are a point which allows the energy to flow Creating the right environment and controls where it flows to. means more than physical 2. The second role is where you are environment, although physical the orchestra conductor who sets surroundings do play a role in If you are in tune with your the pace and dynamics of the making a customer comfortable. audience, and like we mentioned music or energy. in our previous eBook “Being 3. The third role is one where you Environment is also more than your schooled: Selling for today’s in-tune are like a train conductor. Once words and actions, though they audience” the shift from closing to the atmosphere or environment are extremely important as well. opening is most easily accomplished is set and in place, you are the Creating an environment to buy is by embrasing RADIO strategies. one who says “ticket please”. creating a change in the attitude and In other words, once you have feeling of the customer when they But RADIO is more of a flow than your environment conducive and are in the space you create. While a series of events. If you recall, you appropriate for purchasing, you this is a philosophical explanation are more of a conductor of the flow ask for the sale. that is hard to pinpoint to a few than you are a product pusher. concrete actions, an analogy will When the environment is set help illustrate clearly what I mean. To illustrate this idea of flow versus properly, the buyer is already in the pushing, imagine that you are in a right frame of mind to purchase. When someone goes online to pool. If you try to push the water This means that asking for the sale Amazon’s website, they are looking forward, it just dissipates into the is a logical action to take. When the to buy. That is why they are there. pool, with little effect. environment has genuinely been Amazon’s environment is one set properly - not like a half-set
dinner table - asking for the sale will not bring up the objections and roadblocks that are feared by so many salespeople.
OPENING DOORS VS CLOSING WINDOWS
When the environment is set properly, the buyer is already in the right frame of mind to purchase.
Remember, a passenger on a train would not look at the conductor and try to figure out whether or not they want to give him their ticket, because they have already been prepared for that step by the environment they are in - it makes sense. Now that you have a basic understanding of the RADIO process and what successful selling as a philosophy looks like in today’s world. There are two steps that you must understand and take to implement this selling style as well as a third if you are a manager of people. MANAGE YOURSELF In order to do this you have to understand your own personality type, your own frequency. You can find out what your frequency is through taking our Agent Dynamics Profile. Perception is reality, and this is a fundamentally misunderstood way of seeing things. For instance, if you see yourself as honest and ethical, but the people you interact with see you as slick and insincere, the reality from their point of view is that you are slick and insincere. You tell people all day long that you are honest and ethical, but until
their perception of you is honest and ethical, you are not. So you first have to understand what kind of frequency you operate at, and from there you can move forward in building your plan of interaction with others. You will also come to realize what things are strengths and what things are weaknesses for you. Until you do a realistic assessment of yourself, you cannot be successful to any great extent in any part of your life. TUNE IN & READ OTHER PEOPLE’S FREQUENCY After you understand what kind of personality you are, you then have to learn how to read other peoples’ frequencies (personality types) and to tune in to them. If you move to Japan and try to go about life speaking English on an everyday basis, you will be very frustrated. To flow more effortlessly in a foreign society, you must learn their language to some extent. The better you learn to communicate with them, the easier things will go. This same principle applies to relationships of every kind, including the relationship between you and your potential clients. If you learn how they communicate and adapt to that communication style, your chance for success increases greatly. Tuning into the exact frequency of a radio station produces clear music, while being off just a little will cause static.
It’s pretty simple - the better you can communicate and be understood, the easier things will be to accomlish. So tune in to your audience, learn how they want to be communicated to and what they want to hear about! Refresher course - read all of our eBook’s again: View our catalogue here
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To get more information or to book in a time to talk please contact us in one of these ways: Online julie@agentdynamics.com neil@agentdynamics.com www.agentdynamics.com OPENING DOORS VS CLOSING WINDOWS
Tel: 0412 752 366 Julie 0417 249 688 Neil
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