Step #1: Establish rapport with YOUR realtors

YOUR realtors WILL be comfortable because we WILL get to understand their problems from their point of view! We WILL begin to establish a relationship!

Step #2: Build an Agreed Framework with YOUR realtors!

YOUR realtors should agree to play by some very simple but powerful rules.



Step #3: Find YOUR realtor's "Pain"

People buy emotionally and justify their decisions intellectually. Pain is the most potent emotion generator so concentrates on finding YOUR realtors "Pain". Not just surface pain, not just the underlying pain, but deep personal pain. We focus our strategy on getting information (pain), and not on giving information (unpaid consulting).

Step #4: Establish the realtors budget early on!

YOUR realtors WILL understand not only the cost of your product or service, but also the cost of inaction. YOUR realtors WILL volunteer their budget in order to arrive at the best solution to relieve their pain. If there really is no budget and no way to get one YOU will find out early in the process and we will concentrate YOUR resource on better realtors. If there IS pain and there IS a budget we WILL move YOUR realtors to Step #5.

Step #5: Define YOUR realtors decision-making process

We WILL meet with decision-makers. In order to decide to buy or not to buy does YOUR realtor:
Make decisions alone or get help from someone else?
Need to think things over or make a decision now?
Can this realtor make the decision to spend the money to get rid of the "Pain?"Define the "Pain", receive a financial commitment to remove it, understand the decision-making process, and get a clear understanding of what it takes to do business with YOUR realtor. Then move to the next step.

Step #6: Present the solution

This is not a features and benefits presentation! We will present YOUR solution to YOUR realtors pain! We will then move towards having the realtor close the sale, by carefully measuring their response, and understanding when they are ready.

Step #7: The Post-Sell Step

When we take business away from YOUR competitor we fully expect a predictable reaction. We WILL prepare YOUR realtor for that reaction. Many experienced salespeople do not complete this critical step properly only to lose YOUR newly won business.
CONVIENCE