Basic Selling Skills for New Real Estate Agents

1
Basic Selling Skillsfor New Real Estate Agents

• The industrys only real estate sales training
  system written to prepare a new agent to get a
  buyer prospect and what to say when they get one
  ..in less than six hours!

2
Course Objective

• To equip you with the basic skills needed to
  establish trust, discover needs, make a
  professional presentation and use urgency to
  close the sale,in six hours.

3
Three Reasons Why People Buy NOW!!!

• Need A lack of something required, necessary or
  essential.
• Urgency A necessity of pressing importance
  requiring speedy action.
• Greed An eager longing or desire for gain.

4
The Prospect Finds You

• The prospect calls you from your internet web
  site. You answer the phone.
• What do they want?
• ________________
• What do they not want? ___________________________
  ______

5
Understand The Times

• Buyer market
• Low offers
• Longer to make a decision
• Show more homes to fewer buyers
• No urgency many times

6
URGENCY
100 LBS
RESISTANCE
TRUST
I like this agent. I am going to listen to what
she has to say.
50 LBS
I believe she understands my needs, and I trust
her to find a home that meets them.
NEEDS
50 LBS
She showed me homes I liked and met my needs.
I can prevent a loss or I can gain a benefit by
acting now.
H E L P
H U R R Y
100 LBS
0 LBS
S A L E S A C C E P T A N C E