Being a realtor is the true sense of being on demand. With that comes the risk of always being in selling mode. How do you shift from selling to compelling, and what’s the 3-step process of becoming a friend to a client? On this episode, Shirlene Reeves shares her perspectives on making the sales process easier for you and the prospect.
Know the words your clients want to hear, step in with them, and become a friend before you sell. -Shirlene Reeves
Takeaways + Tactics
Shift out of the script: think of other people as friends and human beings, not prospects.
It’s important to discover your personality type in relation to sales, and use that to relate to other people’s personalities.
When you work with first-time buyers, anticipate the difficulties that will be caused by their inexperience.
At the start of the show, we discussed the power of compelling instead of selling, and Shirlene gave us her background and shared how she developed her course. She went on to share the sweet spot when it comes to who you should sell to. She also gave her insights on scripts and cold calls, and why they don’t always work. At the end of the show, she gave advice on preparing yourself to get interviewed on camera.
Shirlene also shared on;
Using public speaking as a way to market yourself Why scripts make you inauthentic How to interact with people on a personal level, not as prospects How to think bigger than yourself to get a referral How to limit rejection by becoming a friendAgents make the mistake of trying to sell everyone. - Shirlene Reeves
When you get into a script you’re no longer authentic, and you’re no longer a friend. -Shirlene Reeves
Working with heart is knowing exactly who you are in sales, taking what you learn about yourself, and moving it towards working with other people. Do this by taking “I” out of your day-to-day, and constantly pivoting conversations back to them. Being willing to have conversations and make it less about yourself eliminates rejection and limits objections. Become a friend before you try to sell.
Guest Bio-
Shirlene has been working with entrepreneurs and small business owners, with 20 employees or less, for over 30 years. She built her own nationwide business from zero to millions, with 23,000 independent contractors working by her side. As the CEO of Maximize Your Wealth Now, in business, finance, family and lifestyle, Shirlene educates small business owners and entrepreneurs on the intricacies of compelling clients to work with you and shares the secrets to her own business income success by omitting common sales tactics. Go to www.massivevisibilitymedia.com for more information.
