We need to talk to a prospect every day. Do you remember the definition of a prospect? A prospect is someone that needs or wants your product or service, can afford it and will likely buy it from you or your competitor in the near future. Does that describe someone trying to sell their own house? They have their house for sale. They need the services of a Realtor. They will likely list with some Realtor within a few weeks. It is unlikely that the forsalebyowner will be successful selling his house on his own.
The odds are against him. Most forsalebyowners have a hard time being objective. When the buyer tells them that there drapes are ugly, they get offended. Most forsalebyowners have a severe lack of knowledge. They don't understand financing. Most forsalebyowners believe that a buyer is going to show up with a suitcase full of cash or a A plus credit rating. If you have been selling real estate long, you know it rarely happens that way. I could go on and on about the perils of being a forsalebyowner. The bottom line is it is tough. A forsalebyowner's likelihood of success is very low. Most people (80%) give up and list with a Realtor.
If that is true and it is true, what would you have to lose by going to see Mr. and Mrs. Forsalebyowner? You could admire their house. You could get to know them. You could get them to like you. You could bring them a gift like a refrigerator magnet. What would you have to lose? You would have nothing to lose unless you are so busy because your phone is ringing too much.
Forsalebyowners are prospects. Go back to the definition of a prospect. Does the definition mention that thet KNOW they need or want your product. No, that is not in the definition. I like to use this analogy in my live classes. If you were a life insurance salesperson, would this person be a prospect? Would a thirty year old man with two kids and a pregnant wife that is living payday to payday be a prospect for life insurance? What if he is so broke that he can hardly make his car payments and pay his cable bill? Would he be a prospect for life insurance? Does he need the product. He needs life insurance like a drowning man needs a life raft. Does he know that he needs life insurance? No, he needs a good salesperson to point out to him that he needs life insurance. He is a prospect for life insurance by any definition.
Forsalebyowners are the same way. They meet the criteria of a prospect by any definition. They need a Realtor. They have to afford it. What they are doing isn't working. They (80%) will list with a Realtor soon. It will probably be you if they know you. Call them. Go meet them. The only reason to NOT call aforsalebyowner is fear. Let's take the fear out of it.
Working forsalebyowner prospects requires a patient salesperson. It is like fishing. There is no hurry. Relax and enjoy the process. I have two videos for this. https://www.youtube.com/watch?v=XhzCdscDqxc If you need to know what to say on the phone, watch this video. If you need to know what to say when you go see them, watch the other video.
If there is a secret, the secret is just go see Mr. and Mrs. Forsalebyowner. Get them to like you. Do not over complicate this. You need to talk to prospects. Forsalebyowners are prospects. I don't know what else you are doing with your time. If it is not seeing prospects, call a forsalebyowner. Make an appointment. Go look at their house. Make them fall in love with you. There is no magic to this. Just dial the phone. That is the only magic. You need to talk to prospects . You need to talk to prospects. You need to talk to prospects. Do not let the sun come up and go down without you talking to a prospect.
Call a few forsalebyowner prospects. Just go visit with them. Look at their house. Admire their house. I told you what to say in the video. What else are you doing with your time? If nothing else, you will get practice talking to people. Learn to ask questions and learn to let them do most of the talking. Just visit with like you would visit with an old friend. There is no opportunity for rejection if you do this the way I told you in the video. After you look at their house, send them a "Thank You" card thanking them for showing you the house and assuring them if you find a prospect, you will be in touch. Add them to your "who you know" list. They are going to list with someone, it may as well be you.
www.RonClimer.com
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