|Be Fearless; Ask for the Order|
Do you struggle with leads? How about key listing or showing appointments? Conversion rates? Closing on contracts?
As the market shifts, the sales skills of the pros become more and more in demand. Strong negotiating and closing skills are ever important in today’s climate.
No longer can we simply make our clients feel “warm and fuzzy” about the experience. Character must be saddled with competence. As the DNA agent dies (those who did deals solely with those related to them), the pros gain market share. The foundations of fortunes are made in these markets.
The single most effecting sales skill to get more business is to be fearless about asking for the order. What would happen to your business if you got 10 new contacts a day by simply asking if they had an agent they currently are referring business to? It doesn’t even have to be via door knocking, FSBO contact or working expireds (although all of those are good and viable) but it can be as simple as asking those in line at Starbucks. How about with your current pipeline? What would it look like to simply ask each one of them to just take the next logical step in the process? Are you walking out of appointments without the signed contract? Did you really ask for the order or did you let the prospect take the lead?
Start with 10 new contacts a day for this week, then translate asking for the order at each of the next steps through the process and watch your business transform before your eyes.
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