q DON’T INTRODUCE THINGS INTO THE CONVERSATION THAT CAN PAINT YOU INTO A CORNER

LIKE: HOW IS REALTOR.COM WORKING FOR YOU?

INSTEAD: TELL THEM HOW THE NEW REALTOR.COM CAN WORK FOR THEM

q DO NOT SELL THEM ON Their CONTACT INFO – IF THEY DO NOT THINK ANYONE CAN FIND THEM ANYWAY…

q YOU ARE NOT SELLING A TANGIBLE PRODUCT

q DO NOT THREATEN THEM – WITH LACK OF Something

q WIN THEM OVER WITH EMOTION

q IF SOMETHING MATTERS TO ONLY 10% OF YOUR PRESENTATIONS, THAT IS NOT ENOUGH STOP SAYING IT – BRING IT UP TO 50-75%

q SOUND LIKE SOMEONE YOU WOULD BUY FROM

TALK TOO FAST, SOUND TOO SLICK, TALK TO SLOW.. HOW LONG IS THIS GOING TO TAKE.. MEMORIZE WHAT YOU ARE SYING.. EVEN YOUR JOKES..

YOU SHOULD ALWAYS MEMORIZE WHAT YOU ARE SAYING

q ALWAYS HAVE YOUR 7 CARDS IN YOUR HAND AT ALL TIME

Ø ACE OF SPADES – USE IN THEIR MARKETING PROPOSAL/LISTING PRESENTATION

Ø KING OF SPADES – FEATURED HOME SPOT

Ø QUEEN OF SPADES - CHANNEL PARTNER ALLIANCES

Ø JACK OF SPADES - ATTITUDE, CLOSE, OVERCOME OBJECTION

Ø 10 – ALWAYS GIVE 110%

Ø BE SOMEONE YOU WOULD WANT TO TALK TO

Ø 9 - PLAN THE CALL – DO NOT BE UNPREPARED

Ø –8 - IF YOU DON’T FEEL LIKE MAKING THAT NEXT CALL – DON’T… STAND UP.. THINK – REFOCUS, TAKE A BREAK, DO SOMETHING ABOUT IT