If your lead is searching for homes in a way that you know is wrong or not the best way, it’s your job to give them a better way.

The thing is, though, if you just come out and tell them what they are doing isn’t right, the lead will most likely get defensive and they might just shut down. You have to perfect the art of explaining to the lead a better way without telling them they are wrong.

See this in action in today’s role play video. 

Building rapport is critical on your sales calls. In order to set quality appointments and to get people to actually show up to those appointments, you have to have a personal connection.

That means speaking to the lead like a real human (not like a script), asking them questions about their specific situation, empathizing with them, relating to them, and proving to them that you can understand what they are going through.

Watch agents and ISAs work on building rapport in today’s role play video. 

What do you do when you’re on a call and the lead says they already have an agent they are working with?

This doesn’t have to stop you in your tracks. In fact, this presents you with an opportunity to understand what the lead is looking for in an agent and what they like and don’t like in an agent.

There are many directions you can take this type of call in. One way is to ask them questions to dig down and learn how they chose their agent the first time around. What did they like about their agent? What didn’t they like? Why didn’t their house sell the first time around?

Watch the group and the coach work through this type of call in today’s roleplay video.

It may be counterintuitive, but the more “awkward” questions you ask, the fewer awkward conversations you will end up having.

Be direct with the leads you are talking to.

Ask them why they are moving, why they want to move to wherever they plan on moving to, what they are trying to accomplish by selling their house themselves (if they are an FSBO), etc.

This will put the lead at ease because it proves to them that you are a real person, and not just reading off of a memorized script.

And it helps you because direct questions allow you to qualify leads and let you know if they are worth working with.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

One of the key skills to develop when on your calls is to be able to see behind the lead’s objections.

If they are saying they want to wait a year to see how the market changes, that typically just means they haven’t found the right home at the right price for them.

Your job is to see what the real problem is and help the lead see the whole picture of how they can overcome it with you.

This is how you “follow the no” and turn the objection into your ammunition to close and set the appointment. 

See it in action in today’s video.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

The biggest obstacle on any call is that the person you are talking to doesn’t know you.

Worse yet….

Their first instinct is often to view you as a salesperson just trying to make money off of them.

That’s why your most important job is to build some rapport with them. Show them you are a real human and that you are trying to help them out. Prove that you care about and understand their specific situation.

Then you can lead them to set an appointment with you.

See this in action in today’s roleplay video.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

Sometimes agents who you don’t even work with or know come back to haunt you….

Working with a crappy agent in the past can make people be very hesitant to work with an agent the next time around when they are buying a home.

Overcoming this objection comes down to empathy. Understand what they went through and then use that understanding to differentiate yourself from the past agent.

See overcoming this objection in action in today’s roleplay video.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

“I need to move, I need to sell my house, BUT I’ve got something crazy going on right now and it’s not a good time.”

Heard this objection from a lead before?

In today’s roleplay video the group learns the techniques and questions needed to overcome this objection.

In short:

Be human.
Show you care.
Demonstrate how you can solve their problem for them.

Watch the video to see overcoming this objection in action.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/