Feb 22 (edited) • General discussion
Fridays Training Call: Overcoming Objections with Confidence 📲
TRAINING CALL RECAP!
On today's training call we emphasized the importance of building resilience and confidence in a competitive business environment. You have to develop a strong, assertive attitude and not be overly concerned about others' opinions. We highlighted the need for self-assurance and the ability to effectively communicate while facilitating others' goals, whether that is buying or selling real estate. Melody shared her own experiences of growth and development in the business world, and encouraged everyone on the call to adopt a similar mindset.
We emphasized the importance of approaching conversations as someone who wants to help, rather than a salesperson, even though we are sales people at the end of the day, and using scripts as a roadmap to facilitate this, while making them your own and sound natural.
I'd like to encourage you all to practice and internalize scripts to make them their own, and once you have done that you won't sound "salesy" as long as it comes from the heart and a place of truly wanting to help the other person.. Evangeline expressed interest in learning more about open house and door-to-door prospecting scripts so that is what we focused on.
We shared an open house script by Kitty Cole, highlighting its purpose of identifying real buyers and building rapport. We outlined the key steps in the script, including bringing active, pending, and sold listings in the city and the open house list with you during an open house.
In order to continue improving our sales approach, we need to emphasize the importance of timing and listening to potential clients! I always suggest that instead of immediately going for the close, we should focus on acquiring information, bringing value and building relationships, then asking for the business. I recommend adding contacts to a database or email list, like Constant Contact or Follow Up Boss, even if they're not currently interested in moving, to stay top of mind through regular communication about community events, local businesses, and market updates. Maintaining contact with people who aren't immediately looking to sell can lead to valuable connections and referrals in the future!
Also let's quickly clarify the difference between a CRM system (Customer Relationship Management) and a Newsletter system. While a CRM like Follow Up Boss serve's as a management system to call/text/email/make notes/kids names/anniversary dates/birthdays, a Newsletter different offers a slightly different purpose. CRM's are necessary for every Realtor's business, in-fact I love FUB and use it daily to make notes and track my clients, they often just lack the branding and customization options of a dedicated newsletter system. Here are the Email Newsletter Platforms I've used in the past.
Email Marketing Tools and Platforms:
- Flodesk
- Mailchimp
- Constant Contact
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Fridays Training Call: Overcoming Objections with Confidence 📲
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