I was knee-deep in the Russell Brunson “One Funnel Away Challenge” this past May and he said something that really got me thinking.

“A confused client always says no.”

Removing confusion and objections is an important responsibility of a real estate agent. Not because we need a sale, but because providing valuable information that our clients can’t obtain on their own is crucial to their comfort throughout the sale.

For instance, let’s say your buyer says they aren’t sure about the price given the condition of a home — and makes an incorrect assumption about value. It would make sense to send them comps of the area to prove whether that assumption is accurate or not. More knowledge removes their confusion, as well as the objection that it’s overvalued, and lends to confident decision making.

What happens when someone makes an informed, confident decision? 

The likelihood of buyer’s remorse is drastically reduced and their trust in you consistently ticks up. The more they trust you, the more they will refer you. See where this is going?

Exercise:

1. Write down the 10 most common objections/confusion spots within a transaction for both the buy side and the sell side. (20 total)

2. Out of those 10, is there one (if not more) that can be avoided through data or education?

3. Can this information be included in your buying or listing packs? Or, should you include a new step into your tour process or listing appointment verbiage? 

The exercises I’m giving you can see trivial and small. I’d like to think of them as baby steps to big steps in your business. Providing clarity throughout your client’s experience with you is essential to being a rockstar realtor.

After all, if you don’t give them that, the only thing they will give you … is “no.”

I’d love to hear what things you’ve implemented to arm your clients with the best experience so that they can make this big decision with clarity and confidence. Leave me a comment below.

If you’re interested in the Russell Brunson “One Funnel Away Challenge”, send me an email and I’ll get you sorted. You get a “mission” once a day for 30 days. It’s type 2 fun. (Brutal when you’re in it, but you’re so glad you tried it when you’re done.)

Until then, chin up, keep your feet moving … and burn the white flag.

sz

Copyright 2019 - Shelley Zavitz Realty