Location via proxy:   [ UP ]  
[Report a bug]   [Manage cookies]                
SlideShare a Scribd company logo

Conversion Strategies to Close More Deals | NAR 2019 Sherri Johnson

•Download as PPTX, PDF•
•
HomesPro from Homes.com
HomesPro from Homes.com

The document provides strategies for real estate agents to convert more leads into deals and close more sales. It recommends focusing on making appointments, using goal setting and accountability. Other tips include asking leading questions, using presumptive closes, resolving issues upfront, adding value through storytelling and guides, and communicating in person using persuasive scripts and body language. The overall aim is to minimize lost opportunities and maximize conversions at each stage of the sales process.

Related slideshows

Chp 8 Planning Sales Call ppt
Chp 8 Planning Sales Call pptChp 8 Planning Sales Call ppt
Chp 8 Planning Sales Call ppt
 
Sales presentation skills
Sales presentation skillsSales presentation skills
Sales presentation skills
 
5 Entrepreneurship Rules for Success
5 Entrepreneurship Rules for Success5 Entrepreneurship Rules for Success
5 Entrepreneurship Rules for Success
 
1 of 36
Conversion Strategies to Close More Deals with Sherri Johnson
Keynote Speaker & Real Estate Coach Sherri Johnson
You Are The CEO Of Your Company.
● Write Down & Review Goals Daily ● Focus - MAKING APPOINTMENTS ● Accountability Coach – (other than yourself) ● Use Daily Activity Sheet & Weekly Call Tracking ● Tracked & Measured Exponentially Improves Work On Your Business Not Just In It!
Who Has a Listing Appointment? You have a new listing this week… You just don’t know the address.
strat·e·gy /ˈstradəjē/, noun 1. a plan of action or policy designed to achieve a major or overall aim.
The Successful Sales Cycle How to convert your prospective contacts and past customers into closed commissions The Sales Conversion Process™ CONTACTS/ PAST CLIENT LEADS CLIENTS APPOINTMENTS WRITTEN CONTRACTS CLOSINGS $$$ COMMISSIONS
● 80/20 ● How I Work Best For You ● Lead Conversation with Questions ● Enthusiasm wins….every time ● Obviously….Problematic, Interesting ● IN YBFI Value Added Persuasive Scripts Tone 38% Body Language 55% Words 7% Communication
They Go to Someone Else Opportunities Aren’t Lost
1. Ask Leading Questions ● Control the conversation ● Natural progression Avoid: Over-Mirroring the client, following their lead Strategy ©2018 Sherri Johnson LLC
2. In your best financial interest. ● State risks and benefits ● Use as a statement or question ● Creates doubt / pain Avoid: Over-mirroring clients unreasonable plan ©2018 Sherri Johnson LLC Strategy
3. Presumptive Close. ● Working together, when I list ● I’m going to need a key. ● Thursday at 5 or Saturday at 10? Avoid: If, when, can Strategy
4. The Sandwich Theory ● Begin and end on a high note. ● Good, Bad, Good. Avoid: flat note or waiting Strategy
5. Pre-Negotiation ● Offers and Inspection repairs ● Rip the bandaid off now, not live ● Focus on the property, not personalities ● More offended by the... Avoid: Doing it in real time or not doing it Strategy
6. “The” Client vs. “My” Client ● Less adversarial ● Promotes separation of clients ● Let’s ask “the” client before we Avoid: Possessive Pronouns and Boxing Ring or the Court Room Strategy
7. Obviously... ● What we focus on E X P A N D S ● Non-offensive, non-insulting ● Minimize & Marginalize Avoid: Doing nothing & lost opportunity Strategy
8. Homebuyer Guide adds value. ● Value Driven Converting tool ● How I work best for you Avoid: Lost opportunity Strategy
9. Anecdotal Story Telling ● Your pace, your speed ● Extreme examples of home search Avoid: Waiting or Let me know when you want to... Strategy
10. Inspection Resolution Process ● Issues vs. Problems ● Proactive Solutions ● Not a second round of negotiation Avoid: Client controlling process Strategy
11. Add Value in Prospecting ● Formula for why your home isn’t sold ● Thursday at 5 or Saturday at 10 Avoid: Just featuring & benefiting Strategy
12. Communicate in Person ● Higher level of success rate ● 55% body language ● Less margin for error Avoid: Email & text Strategy
● Convert more leads ● Close MORE deals ● Keep more deals together ● Less stress and drama ● ADD Value ● Life/Work Balance ● Success Rate Increase Strategies the Create High Impact Results
● Minimize & Marginalize ● The Art of Storytelling ● Role v. Identity - The Client vs. MY Client ● Deal Maker vs. Sales Prevention ● Personal Relationships = Personal ● Start & end HIGH note - Sandwich Theory Value Added Persuasive Scripts Tone 38% Body Language 55% Words 7% Communication
Make $50,000 At Your Next Open House The Most Profitable 2-3 hours of Your Week!
Add Value to Convert Leads Communicate Value-Added Scripts
Save the Seller Time and Money
Help in Home Search Process
You May Have a Buyer for Their Home Before You List It
Offer a Homebuyer Guide or Information Packet
Included:
Local Connect ● Advertising within search results ● Click to Call on Mobile ● Potential Sellers Requesting a CMA
City Sponsor ● Combat banner blindness ● Always third spot ● Found with the search results. Right where the consumer is looking!
● Advertise your listings and your business ● Customizable call to action New City Sponsor
Custom Examples
Lead Concierge All phone and email leads screened and transferred to you. ● < 1 Minute average response time ● All your leads for one flat fee (limited time offer)
Simply Smarter Home Search

More Related Content

Conversion Strategies to Close More Deals | NAR 2019 Sherri Johnson

  • 1. Conversion Strategies to Close More Deals with Sherri Johnson
  • 2. Keynote Speaker & Real Estate Coach Sherri Johnson
  • 3. You Are The CEO Of Your Company.
  • 4. ● Write Down & Review Goals Daily ● Focus - MAKING APPOINTMENTS ● Accountability Coach – (other than yourself) ● Use Daily Activity Sheet & Weekly Call Tracking ● Tracked & Measured Exponentially Improves Work On Your Business Not Just In It!
  • 5. Who Has a Listing Appointment? You have a new listing this week… You just don’t know the address.
  • 6. strat·e·gy /ˈstradəjē/, noun 1. a plan of action or policy designed to achieve a major or overall aim.
  • 7. The Successful Sales Cycle How to convert your prospective contacts and past customers into closed commissions The Sales Conversion Process™ CONTACTS/ PAST CLIENT LEADS CLIENTS APPOINTMENTS WRITTEN CONTRACTS CLOSINGS $$$ COMMISSIONS
  • 8. ● 80/20 ● How I Work Best For You ● Lead Conversation with Questions ● Enthusiasm wins….every time ● Obviously….Problematic, Interesting ● IN YBFI Value Added Persuasive Scripts Tone 38% Body Language 55% Words 7% Communication
  • 9. They Go to Someone Else Opportunities Aren’t Lost
  • 10. 1. Ask Leading Questions ● Control the conversation ● Natural progression Avoid: Over-Mirroring the client, following their lead Strategy ©2018 Sherri Johnson LLC
  • 11. 2. In your best financial interest. ● State risks and benefits ● Use as a statement or question ● Creates doubt / pain Avoid: Over-mirroring clients unreasonable plan ©2018 Sherri Johnson LLC Strategy
  • 12. 3. Presumptive Close. ● Working together, when I list ● I’m going to need a key. ● Thursday at 5 or Saturday at 10? Avoid: If, when, can Strategy
  • 13. 4. The Sandwich Theory ● Begin and end on a high note. ● Good, Bad, Good. Avoid: flat note or waiting Strategy
  • 14. 5. Pre-Negotiation ● Offers and Inspection repairs ● Rip the bandaid off now, not live ● Focus on the property, not personalities ● More offended by the... Avoid: Doing it in real time or not doing it Strategy
  • 15. 6. “The” Client vs. “My” Client ● Less adversarial ● Promotes separation of clients ● Let’s ask “the” client before we Avoid: Possessive Pronouns and Boxing Ring or the Court Room Strategy
  • 16. 7. Obviously... ● What we focus on E X P A N D S ● Non-offensive, non-insulting ● Minimize & Marginalize Avoid: Doing nothing & lost opportunity Strategy
  • 17. 8. Homebuyer Guide adds value. ● Value Driven Converting tool ● How I work best for you Avoid: Lost opportunity Strategy
  • 18. 9. Anecdotal Story Telling ● Your pace, your speed ● Extreme examples of home search Avoid: Waiting or Let me know when you want to... Strategy
  • 19. 10. Inspection Resolution Process ● Issues vs. Problems ● Proactive Solutions ● Not a second round of negotiation Avoid: Client controlling process Strategy
  • 20. 11. Add Value in Prospecting ● Formula for why your home isn’t sold ● Thursday at 5 or Saturday at 10 Avoid: Just featuring & benefiting Strategy
  • 21. 12. Communicate in Person ● Higher level of success rate ● 55% body language ● Less margin for error Avoid: Email & text Strategy
  • 22. ● Convert more leads ● Close MORE deals ● Keep more deals together ● Less stress and drama ● ADD Value ● Life/Work Balance ● Success Rate Increase Strategies the Create High Impact Results
  • 23. ● Minimize & Marginalize ● The Art of Storytelling ● Role v. Identity - The Client vs. MY Client ● Deal Maker vs. Sales Prevention ● Personal Relationships = Personal ● Start & end HIGH note - Sandwich Theory Value Added Persuasive Scripts Tone 38% Body Language 55% Words 7% Communication
  • 24. Make $50,000 At Your Next Open House The Most Profitable 2-3 hours of Your Week!
  • 25. Add Value to Convert Leads Communicate Value-Added Scripts
  • 26. Save the Seller Time and Money
  • 27. Help in Home Search Process
  • 28. You May Have a Buyer for Their Home Before You List It
  • 29. Offer a Homebuyer Guide or Information Packet
  • 31. Local Connect ● Advertising within search results ● Click to Call on Mobile ● Potential Sellers Requesting a CMA
  • 32. City Sponsor ● Combat banner blindness ● Always third spot ● Found with the search results. Right where the consumer is looking!
  • 33. ● Advertise your listings and your business ● Customizable call to action New City Sponsor
  • 35. Lead Concierge All phone and email leads screened and transferred to you. ● < 1 Minute average response time ● All your leads for one flat fee (limited time offer)