So many sales professionals are talking more than the prospect, and they don’t listen to what the prospect has to say.
Have you ever had a conversation with another person, and while you were talking, you could sense they weren’t really listening?
You win listings with your ears, not your mouth.
Here are three steps to winner more listings with your ears:
- Master the scripts so you stop thinking about what to say next.
- Listen to the client with total focus.
- Take notes on the Seller Sheet.
Take notes of their plans, motivation, their house, pain points… their goals and dreams… and the words they use.
When you take notes of what the prospect says, you can use the exact words that gets them ready to hire you.
I want to talk about three steps to the most high-touch strategy that will get more yeses, period, when it comes to getting people to say yes to you.
Today, I want to talk about a low-tech, high-touch strategy to help you win more listings and get more people to say yes to you, to get more listing appointments, to get more listings, period. It's probably one of the most basic and yet one of the most overlooked strategies in real estate, and it really opened my eyes and really just kind of came to the front of my thinking recently, when we had a sales guy come over to talk about getting new window treatments for our house.
We were going to be ordering new window treatments, like blinds and shades and all that kind of stuff, for our house, and so we brought over a blind company guy. He came in, and he's a sales guy. Right? His job is to sell us on new blinds for our house, and so we told him what we're looking for and what we want. He immediately goes, "I got the perfect thing," and he starts showing us this stuff. He's like, "Here's the ... There's this stuff, and here's this stuff," and I'm like, "Well, what we want is we want the power roller shades that will drop down. You push a button and want them completely out of sight, because we have pockets for that in our windows, above the windows." He's like, "Well, if we do that, it's going to cost you a lot more, because there's more fabric," and he's trying to tell us this and do this and all this.
I'm finally ... I'm just like, "I'm not really feeling excited about this conversation," and finally, it hits me what's happening. He isn't listening. That's what's happening. I'm like, "Dude, can you not open your ears and listen to what I'm saying and stop trying to sell me what you want to sell me and start listening to what I am interested in?" So many sales professionals nowadays are talking more than the prospect. They're talking more than the person they're talking to, and they don't listen to what the prospect has to say.
Now, if you've ever had a conversation, and I can imagine you have, it’s not even a business conversation, but you're just talking to somebody. You're talking to another person, and all of a sudden, you realize, while you're talking, that they're not even listening to what you're saying. Either their texting in their phone, or they're thinking off, thinking about something else or watching television, or they're so busy thinking about what they're going to say next that they don't even take the time to listen. How do you feel when that happens? Annoyed, irritated, angry, and like what you're saying doesn't matter at all.
Today, I want to talk about how to turn that around in a listing presentation when you're talking to somebody on the phone, at the door, or actually sitting down with them in listing appointment that is probably one of the most powerful ways to get people to trust you, to get them to like you, and to get them to say yes to you. It comes to this idea of listening to what they actually want and what matters to them. I want to talk about three steps to the most high-touch strategy that will get more yeses, period, when it comes to getting people to say yes to you.
Number one, the first step if you want to get more yeses and get more listings, is master the scripts, what you're going to say in a conversation, so you can stop thinking about what you're going to say next. All right? Master the scripts so you can stop thinking about what you're going to say next. It's important that you have a script. Okay? The best scripts on the planet are the The Book of YES, right here, The Book of YES: The Ultimate Real Estate Agent Conversation Guide. You can get a free copy of it at thebookofyes.com, and get that. I'm going to share with you in a second one of the things that's in here that's going to really help you.
But the key is, you can have great scripts, but if you don't master them, it sounds like you're using a script. If you're in your head, and you're thinking about what you're going to say next, you can't listen to anybody. If you're going to use a script, and you have to use a script, because you need to know what the right questions are to ask to engage them in a conversation and lead them to a decision, you got to master it, because otherwise, you're in your head or you're reading something, and it just doesn't sound authentic, and it doesn't ... You're thinking about it instead of thinking about them.
So number one, master the scripts. Okay? Master the scripts, and then, once you do that, now, I can stop thinking about, "Okay. What's the next question? Oh my goodness." You're looking at your script, or you're in your head trying to figure out what to say next, or, even worse, you end up winging it because you haven't mastered any conversations, and so now you're just going all over the place. You don't know how to lead them to a decision, and you don't know how to win the listing, because you're just talking. That's number one.
Then, number two is, once you've done that, is number two, now listen to the client. Listen to what matters to them, and I want to tell you this is the biggest secret that most agents miss, and that is that you win listings with your ears, not with your mouth. I heard a friend of mine, Dan Lok, say that. He said you get people to say yes to you with your ears, not with your mouth. What that means is you listen to people, and when you listen to them, you're telling them they ... that they matter, they're important, and what's important to them is what's important to you. The third step in this, that goes right along with it, that is so incredibly powerful is to take notes on your seller sheet about what they're saying. Okay?
This is a cocktail. Number one, master what to say with the scripts. Okay? When you get the ... get your copy of The Book of YES, and a lot of you watching this already have a copy of The Book of YES, because it's been a bestseller on Amazon for like over two-and-a-half years now and continues to be. We sell tons of these, also to you guys, where we give them away free to many of you, so you've got your copy of that. Inside of it is a link that you'll go to get downloads, and one of the downloads you'll get is the seller sheet. The seller sheet is actually your lead sheet for the right questions to ask when you're pre-qualifying a seller before you go on a listing presentation, and once you're at the listing presentation, this is your lead sheet where you take all your notes about what's important to them, what their pain points are, what their motivation is, where they're ... notes about their house, what their house is like, and all of that, and what their goals are. All of that, you're writing as notes right here.
You do that first when you start talking to them on the phone in the prospecting appointment, or the lead follow-up, or the pre-qualifying one, but when you get to the listing appointment, you still have it in front of you. Now, here's what it does, is when you take notes on the seller sheet, they know that they're important to you, and so it forces you to listen better. It tells them that you're interested in what they're actually saying, so it is one of the most powerful demonstrations of respect, when they're talking and you're not only listening and saying, "Yeah. I ... Awesome," you're taking notes. Then, when you've done that on the phone, now you get there with them, and you're saying, "Now, the first thing I'd like to do is review your situation and what's important to you about making this move. Is that okay?" They go, "Well, then, sure. That's okay."
I'm going to now go back to my seller sheet that I've been using to take notes on ever since I started having a conversation with them, and I'm going to ask ... I'm going to review the stuff that they told me on the phone, and I'm reviewing their pain points, their motivation I've written down, as I'm walking through the house and they're ... I'm previewing the house, or they're giving me a tour of the house before the listing presentation actually starts. I'm carrying my seller sheet with me, and I'm taking notes about their house. As they go, like, "We just did this in this room, and we're thinking about repainting" or whatever, I'm making notes. Not only does it help me remember, it forces me to listen, but it also tells them that they're important to me, and I'm present, and I'm paying attention.
I'm telling you, when people know that you are listening to them, and what's important to them, and what matters to them, that is ... There's something very compelling about that. They trust you. They feel safe with you, because they believe and they know that what they're saying, their situation, their story, their motivation, and what they want, actually matters to you. Master the scripts, what to say and how to say it, so when you're with them, now, I can just be talking, and when I'm not talking, ask them a question. Now, I can be listening, because what's ... what am I supposed to say next is automatic, because I've got it memorized. I've got the script completely mastered so it just flows it next so that when I ask a question and they answer it, I'm listening to them.
Number two, pay attention to listening and paying attention to what's important to them, and then, number, three, write it down. Take notes, because it tells them that you're listening. It forces you to listen better, and it helps you remember what they said so the next time you're with them, you actually are demonstrating you know what's up with their situation, because, again, when people know that you care about them and their situation, it is massively powerful. Then, when they go ... If they have questions or objections later on, I can go back to their motivation, to their pain point, and literally, the words that they have spoken to me become the words that I can use, then, to help lead them to a decision to say yes to me. Totally low-tech. You don't need technology to win people, to get them to say yes to you. They need to know that you care, that their situation matters to you, and you are there to help them.
High-touch, low-tech wins the day with the seller sheet, mastering the scripts, and then listening with these. It is magic to get people to say yes. If the video's been helpful for you, make sure you give it a thumbs up. Subscribe to the channel if this is your first time here, and share this with other people that you know, other agents that you know this will help. If you have other thoughts or questions or comments, please post them down in the comments section below. The link to get your copy of The Book of YES, your free copy, all you do is pay shipping and handling, the link is in the description of the video below, and I look forward to seeing you on the next video.