CHAPTER 2 An Overview of the 10 Steps
1. Show prospects how you helped other customers reach their goals. Customers don’t have the knowledge of real estate to determine which agents are good and which are not. Use case studies and testimonials to prove your effectiveness. 2. Learn how to make friends. People prefer to do business with people they like. Win people’s business by first winning their friendship. To develop this ability, practice listening attentively to people. Look for something about them that you admire and can compliment in a genuine way. Avoid focusing on possible areas of conflict or disagreement. 3. Discover exactly why you’re better, then tell customers. Learn to identify the skills that set you apart from your competition. Your customers want to hear about why you’re different. Make this an early highlight of conversation. 4. Learn how to be the confident pro your clients want to hire. Is lack of confidence holding you back? Sell yourself to you first. Start by reviewing the ways you’ve helped customers in the past. Then formulate a plan you can believe in.
5. Sharpen your presentation. You have the skills to be a champion communicator. Practice makes perfect.
6. Create your plan and present it to customers. What’s your
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