Coach Phillipy Shows How The Sales Process Will Boost Your Real Estate Business – Part 2

Phillipy Consulting show

Summary: Sales is key in Real Estate, and understanding the Sales Process as a Realtor, Real Estate Agent or Mortgage Professional will help you build a successful business. The 8 Steps that are covered in this Coaching Session includes: Prospecting, Setting the Appointment, Establish the Relationship, Presenting, Handling Objections, Close the Sale, Ask for Referrals, and Following Up. Apply the sales process in your business and you will find that you will close more escrows, and increase your income.  Video of Post Downloadable Audio MP3 of Post Subscribe to Realtor Roundtable Podcast below   To learn more about how Keller Williams can help your real estate business, click HERE Transcript of Post Coach Phillipy Shows How The Sales Process Will Boost Your Real Estate Business – Part 2 Hey Everybody, Welcome to this week’s coaching video.  My name is Daren Phillipy, CEO of Phillipy Consulting.  And this week is part 2 of our discussion.  How the sales process will boost your real estate business. Last week was a really fun coaching session that I did. We got to listen to one of the world’s best door to door salesmen. Kenny. It was absolutely hilarious.  If you didn’t get a chance to listen to it, you have got to listen to part one of the sales process. Since I was so long winded last time, I was only able to cover the very first step of the 8 steps to the sales process.  Now that step is prospecting.  I spend a lot of time talking about the importance of prospecting, and making sure that you implement it into your business.  Prospecting is the blood life of your business.  SO now I am going to continue with the other 8 steps to the sales process. #2 Setting the appointment.  Setting the appointment is extremely important when it comes to the business because we spend all this time prospecting.  This is our first time we actually reach out and try to make contact with the clients or the prospects I should say.  I think the most important part of scheduling the appointment is creating a process.  One thing we want to do is as real estate professionals, we want to make it so our clients experience a very consistent way of our business. They way we present ourselves.  When we get a lead, what are we doing with that?  Do we send them an email; do we pick up the phone and call them?  Do we have a follow up thank you?  What are the steps what are the processes?  Do we put it into the computer right away?  Do we put it on a post it note?  What is our process when it comes to getting the lead and putting it in, and preparing ourselves for that call and scheduling it?  What is the purpose of when we are trying to schedule that call.  I think the most important thing we need to remember is, when it comes to scheduling appointment is we are not there trying to sell a house.  We are not there trying to close that loan or take that application right there.  Our number one goal of that phone call is to schedule the appointment.  Often times we get caught up because they start asking so many questions, and it is easy for us to jump right into it, and answer that question.  And answer that question.  How we are able to meet face to face.  It is very easy to say “no, I’m not really interested”  so what we want to do is if they start asking a ton of questions, or what about this or what about that, that is where “I want you to come on in.  So let’s schedule a time where we can talk about it.”   And then when you are face to face they are going to be able see who you are.  You will able to show them your personality, and they will be able to see that you aren’t just another voice on the other side of the phone.  Ok?  This is a very important thing to remember when it comes to scheduling appointments. #3. Establishing the relationship.  What do you think about Kenny?  Do you think that he established the relationship.  There was some definitely some things he wanted to portray.  He wanted to let you know that he was excited.  H[...]