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Involve all the Decision Makers or your Real Estate Presentations will be challenging

Posted by Key Yessaad on January 13, 2013 at 7:00 AM

The Appointment in Real Estate is the most important customer interaction you will have whether working with Buyers or Sellers; and many Real Estate Agents do a great job managing this process – Yet some keep committing a major sin; ‘Talking to the person who desires the appointment and is talkative; and not being aware if all the decision makers are attending and participating.’ Unless there is a compelling reason for not having all decision makers physically present; talking to one person will not always advance your chances of getting a listing or a Buyer’s Agreement. The purpose of an appointment is to walk away with a listing; or at least get 95% of that target – and even if you do a good job with the one present, you may not get a chance to compete because the concerns of the other person were not addressed by you, through no fault of yours. Use your thinking to solve this dilemma if one of the decision makers is not able to attend; Set up a Conference call and place your phone on speaker mode so they can interact; Use your computer and/or Webcam to bring them in if they happen to be in a different location so they can feel involved. However way you do it make sure you are talking to both the husband and the wife, or all the parties involved in the ownership in the first place – any other way and you are asking for heartache. 

 

 

 

Key Yessaad, Real Estate Business Coach and Internet Strategist – in 2013 Kevin Ahearn and Introduced an integrated Real Estate Training called i-FAStTRAC, a 10-Week 50-Hour course on the fundamentals of building your Real Estate Business, Prospecting, Lead Generation, and Internet Marketing with Advanced SEO Learning. Learn more at LiveInteractiveTraining.com.

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Categories: Thought of the Day, Real Estate Business, Real Estate Prospecting

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