Agents look for clarity, predictability and consistency, but they make their systems too complicated to execute. What does this mistake cost them? Why do objections require curiosity to figure out what’s truly behind them? On this episode, Wayne Salmans goes deep on effective script delivery, overcoming objections and the importance of simplicity in systems.
How do you keep growing the business without growing the complexity, the time you put in, and taking on more and more mental burden? -Matt Johnson
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Takeaways + Tactics
When you go into the listing appointment, enroll the seller into the conversation, and make watching the market one of your value propositions.
Dig deeper: the objection is never the objection, there’s always something else.
The reason agents face interruptions and objections in prospecting is a failure to mirror and match the client’s communication.
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At the start of the show, Wayne shared his life story, and we answered audience questions about dealing with objections. Next, we talked about the importance of enrolling the seller into the pricing conversation, and why you have to dig deeper when you get objections. We also shared on the power of mirroring and matching, as well as the powerful method Wayne used to find his big WHY. We discussed the biggest mistake agents make when it comes to their systems. Towards the end of the show, we talked about handling objections about your commission.
We also shared insights on;
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Delivering your script effectively with your body and tonality is going to be a game changer. -Greg McDaniel
Databases are important but agents make them so complicated no one can run them. -Wayne Salmans
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Succeeding with your database starts with building a system that is so simple you can actually execute it. It’s also important to stop booty calling your database, it feels weird because it should. Build consistent communication into your system in a simple way. You only need four reasons a year to call your database - invite them to events, check on their needs and touch base with them. This is how you can use your business to create a predictive future.
Guest Bio-
Wayne’s mission is to empower people to actively engage and participate in their own transformation and success. After building homes in Alaska for 5 years, Wayne began to pursue a career in Real Estate. Within just a few short years he joined the top 1% of realtors, and was voted one of 30 under 30 top Realtors in the nation by Realtor Magazine. As a successful developer, investor and builder Wayne has purchased and sold millions of dollars in residential and commercial real estate. Wayne is passionate about family, marketing, building wealth through real estate and serving in the community. Find him on Facebook https://www.facebook.com/waynesalmans.
