Chris@DavenportGroupGA.com
Logic makes them think, Emotion makes them act
R - Ready. Realistic on what it takes to win in this market
A - Able. Financial ducks in a row
W - Willing. Motivation is high
Create expectations at consult
-”I want to show up in the way you want me to show up, communicating at the level you need”
-”The more we show, the more you start to doubt”
-”The goal is to help you obtain the home, first priority; Then at the best price possible”
-”The next thing we are going to do is…How does that sound?”
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Better Questions = Better Results
Why is that important to you?
What will that do for you ?
Why is that important to you?
Tell me more about that?
What does that look like to you?
How does that make you feel?
What about x is important to you?
What can we say no to, to allow room for you to say yes? Stop water skiing and start scuba diving
What is the upside of holding onto this problem?
How does holding onto this problem help you or give you something positive?
What is most important? Move in faster or finding the ‘perfect’ home that might not exist?
What is the absolute worst thing that could happen?
Are you a Vanna White 2.0?
How are you showing up?
What value are you bringing to showing?
What expectations are you giving buyers to show up at their highest level?
In a time of infinite technology and access to all things, what value are you bringing to the showing?
Do you have the tools and resources to write an offer on the go?
Numbers are your friend!
Know before you go
Who is your next Top 5?
Give them a carrot
-Are you providing your buyer with something they haven’t seen?
-Am I actively hunting and farming for my buyers?
-Each time you reach out to pipeline, reassess where they are
-How many buyers that come in right now, are right now buyers?
-What would it look like to be a RAW buyer?
-What would have to change for you to be a RAW buyer?
-”Is there anything preventing you from buying?”
-”If it has xyz, can you be flexible on the rest?”
What are you doing to influence urgency every day?
HUNTING :
Off market calls
Texting co-op agents
Reach out to database, “Hey I need a favor, We are looking for xyz, who do you know?”
Social Media posts
Circle prospecting
Door knocking
Zillow FSBO alerts
Follow up calls with your lead, “What has changed?”
Timeblock for their showings
What does your avatar look like?
Know your ideal client and go after it
Who are you best at serving?
Our areas to service your referrals!
