Coaching content for agents and team leaders who want structure, not motivation. Real systems for building a business that scales. For agents who are good at selling but stuck on structure. Systems, structure and straight answers for building a business that runs on its own.
The second conversation about price is harder than the first, which is why so many agents put it off until the delay costs them. This post looks at why the conversation feels personal and at what makes it straightforward when it finally arrives.
Every agent gets asked something in an appointment that they cannot answer, and what happens in the next five seconds does more for the relationship than the answer itself would have. This post looks at the three usual responses and at what the client is actually testing.
Most agents can describe their listing presentation in detail and have no idea how much of the appointment they spend talking. This post is a way of measuring the balance in your next appointment and asking what the client was able to tell you in the time that remained.
By the time a seller sits down with you they have usually read something you wrote, and the appointment is where those two versions of you are compared. This post looks at what a mismatch between your marketing and your manner costs you in the room, and at which of the two a client tends to believe.
An appointment that ends with we will think about it is usually filed as a maybe, when it is more often a sign that something went unasked an hour earlier. This post looks at what gets left out, and at what a clear ending would actually sound like.
Agents rehearse the listing presentation for years and improvise the buyer consultation entirely, then wonder why buyers take months to commit to anything. This post looks at what a prepared buyer appointment would have to establish before anybody gets in a car.
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