Have you ever walked out of listing presentation baffled as to why the prospect didn’t choose YOU as their real estate agent?
Of course you have! Anyone in the sales world has had that experience.
Things seemed to be going perfectly, but when the time came…they didn’t move forward with you.
In this short video, I reveal the 5 reasons a prospect doesn’t turn into a client and how you can overcome these objections.
If you enjoy this video, I’d love it if you did me a favor and share this on your social network of choice.
P.S. A number of people have expressed the desire to have MORE outtakes of me messing up. My team is more than happy to oblige. You’ll find them at the end of this short clip! Enjoy laughing at me.
5 Reasons Prospects Won’t Move Forward
Have you ever finished a listing presentation? Or a bio-presentation, knowing in your heart that you nailed it, only to not have that person move forward with you as their realtor? Ever wondered why? Well typically speaking, there are five reasons somebody would not want to move forward with you as their real estate professional. What are those five reasons?
Reason #1: Likeability
You know what? You could’ve done everything absolutely right, but if they just didn’t like your personality, your style, your approach, or like you as a person, it doesn’t matter! Because at the end of the day, we work with people that we like, not just people that we think are going to do a good job.
Reason #2: Haven’t Established Trust and Rapport by Asking Good Questions
This doesn’t mean that you are not a trustworthy person, it just means that you haven’t shown them that you’re trustworthy. Now how do we establish trust? Generally speaking, it’s not by talking. Shocking right? We like to think that if somebody doesn’t trust us, we just need to convince them more and more that we’re the right person, and that you can trust us. Instead, the better way to establish trust or rapport is ask them a question, and then show them that you heard them with your ears, and not just observed what they were saying and then moved on.
You want to ask them questions, and then you kind of want to repeat back what they said to you in the form of another question. So if somebody says, “Hey I’m looking for a three bedroom, two bath house”, your response should be, “Oh really? A three bedroom, two bath house? I think we can help you with that”. You’re repeating back, letting them know that know that you heard and understood, and thereby establishing trust and rapport.
Reason #3: You Haven’t Found Their Need
This doesn’t mean that they necessarily have a need, but it does mean that if they do have a need, you haven’t discovered it, and you haven’t found a way to address their specific need. Now maybe they don’t have a need, or maybe it’s not the right time for them, but one of the best ways to do this, is going back to number two: Ask Better Questions.
“Why are you looking at moving right now? What’s your motive? Where are you looking to move to? Is it something urgent? Or is it just something that may be a “nice-to-have?” Find the real reason as to why they want to move, and that will give you a better feel of what they would like to move into, therefore matching them with the perfect house. See, if you haven’t found their need, if you haven’t discovered that or helped them discover that, you very likely will not get them to move forward.
Reason #4: There’s No Sense Of Urgency
Somebody may be getting transferred, but it may not be happening for two more years. So the urgency factor isn’t the same as their need factor. Again, coming back to asking better questions, also helps you establish the trust, determine the need, and determine the urgency.
Reason #5: Your Presentation Lacked Confidence
So you did a phenomenal presentation, but somewhere along the line, you didn’t establish the confidence in your personal ability. Look, sometimes, especially if you’re a newer agent, you have to sell around the lack of experience that maybe you have compared to some of the agents that they might be interviewing.
This comes down to establishing confidence in your personal ability. How do you do that? You need to realize that you have the ability to work harder, you have the ability to to draw from other people in the office, the ability to pull somebody else into the deal and maybe cut them in on it just to start building up that experience, and helping people understand that it’s not just who’ll be working on this- maybe it’s a broker who will step in.