The small amount of time we spend in the warm up phase of our listing appointment or our buyers appointment is disproportionate to the huge impact it can have on the sale. Remember that folks love to talk to folks who will let them talk about themselves! It is much more than just saying hello. It is the first few minutes you get to create a warm feeling of rapport and listen to them! After a few minutes of talking about their interests or maybe common interests, go into the who, what, when, where and whys of your call. During the opening, you make a lasting impression on whether or not folks will do business with you.
Remember that after your opening you are in the greatest danger of going in to why YOU are the greatest agent since real estate was invesnted as a career…….don’t do that! Stay on track and remember that in a sales presentation, after warming up and establishing rapport, talking about the customers needs is the most important thing……not why you are the greatest!
