Fri, July 23 2010 » Whizz-Bang Stuff » No Comments
Thu, July 29 2010 » Reality » No Comments
5 Unconscious Reasons You Don’t Prospect
If you remember, last week I told you that your call reluctance or prospecting reluctance wasn’t your fault even though most people tell you it is.
The basic truths you are about to discover will be so obvious to you that you’ll wonder why you haven’t noticed them before.
After you read the list, download our free e-book using the form on the left of this blog and you’ll recognize even more evidence proving what you already know!
5 Unconscious Reasons Call Reluctance Isn’t Your Fault
1. You were trained to get off the phone: Think back to when you were a teenager for just a moment. Do you recall your mom, dad, sister, or brother yelling at you to get off the phone?
Most agents remember this vividly. Our family didn’t realize it, but when they yelled this over and over and over, they were training us to want to get off the phone our entire life!
2. You were taught never to talk to strangers: During our most impressionable years, we were all directed over and over again never to talk to strangers. We teach our kids the same thing today!
3. There are laws against being on the phone: Now, I understand why we have these laws, but when we are told be a government authority that being on the phone in the car is against the law, we unconsciously process that being on the phone is illegal!
4. There is a stigma for being on the phone: Have you ever been on a bus, train, or at the movies and got a dirty look (or given one) for being on the phone? Don’t you hate that feeling? That is society’s way of telling us it’s “not right” to be on the phone.
5. It’s not our personality: The fact is that most of us don’t have a natural personality for prospecting. We don’t wake up looking forward to prospecting. It’s just like anything else. If you’re shy you don’t want to be around a bunch of type A personalities. If your funny, you don’t want to tell jokes in a serious crowd.
_____________________________________________________
When you discover that we’ve been trained (literally since birth) to want to get off the phone, you can release any guilt you have about not prospecting!
If you would like that experience, I encourage you to download our free e-book, The Power of Unconscious Prospecting, by completing the form below.
Tue, July 27 2010 » 4:30 a.m. Thinking, Mental Moments, Uncategorized » No Comments
What makes the difference?
I’ve been thinking a lot recently about what it is that makes the difference between the agents who do a ton of business and those who struggle. It seems to me that it would be easy to come up with any number of ‘reasons’, so see if any of these ring true for you:
- “I don’t have the money to market myself”
- “I’m too new in the business”
- “I’m scared to call people”
- “I don’t know enough people”
- “People don’t know about my company”
I bet that most agents have had these thoughts at some time in their past, and the success of their business has been determined by how much they buy into these ?reasons?.
I talk to agents who want to double their business in one year, and quickly find that no-one is giving them a reality check on what they have to do to accomplish such a lofty goal. I talk to agents who take 15 hours to make 200 cold calls (that’s dials, not conversations), and quickly find that no-one has helped them to see where they are going wrong. I see so very many examples of what I used to refer to as ‘professional students’, like the aging hippie who has spent his entire life going to university getting degree after degree and never putting them to use.
I don’t care which brand, or non-brand, you are with in your business; you are a brand of one, and all the education in the world ain’t gonna do you any good if you don’t get out there and use it. It’s got to be the right education though, hasn’t it?
Let me take an example here. Suppose I tell you that 75 – 95% of all of your client’s buying and listing decisions are unconsciously predetermined (which is a fact, by the way) – what good does that information do you? I guess it could be a useful ‘coffee pot’ factoid, but nothing more if you don’t go apply that knowledge.
Now, what if I told you that, with Zero Effort Selling for Realtors®, you can now learn to ethically persuade and influence your clients unconsciously so they will want to list and buy with you before your competition. That is, by the way, also a fact. I bet that some of the same false beliefs start popping into your mind, right – no money, no time, too difficult, etc. The thing is, it’s not difficult and it’s not too expensive, because it’s a certainty that you will keep losing business and commissions until you learn to persuade and influence your clients in the way they naturally buy – unconsciously.
Here’s just one small example of verbatim language techniques that lead conversations and plant suggestions:
“Once you list with Sally Salesperson you can rest assured that you made a great decision”.
Or
“Once you’ve listed your property with us, you’ll quickly discover that we can move your property in the quickest amount of time for the best price”.
How does that feel to you?
A WORD OF CAUTION HERE: Do not be a typical whiney real estate agent and change the words, either in form or in sequence. There are specific reasons for these words, for their sequencing, and changing things up because ‘it doesn’t feel right’ will remove the effectiveness of the language pattern.
The power behind the two sentences above is this: “Once” unconsciously implies they have not and are missing out or do not yet fully realize value, and the words ‘once’ and ‘always’ are universal qualifiers (word gymnastics). Also, the second part of the sentence implies that once they do the first part of the sentence they will get their desired outcome. The desired outcome pushes people to do the first part of the sentence so they can get the reward. The second part of the sentence also plants the suggestion of what you want them to do/expect/feel.
I could tell you that after you participate in the Effortless Selling webinar on August 9th that you will really begin to have a grasp on how important these language patterns are for your business, but I’m not. I’m going to let you discover that for yourself by signing up and participating. The more you learn this material, the more you’re going to want to participate in the Zero Effort Selling for Realtors program!
We really are Dedicated To Your Success.
Mon, July 26 2010 » 4:30 a.m. Thinking, Uncategorized » No Comments
Sales Call Reluctance Isn’t Your …
Just suppose for a moment that your office manager came into your office this morning and said “great news, everybody, I’ve discovered how to help you eliminate call reluctance!”
Usually they follow up with solutions to these problems they think you have:
- You just have to overcome the fear
- You have get more motivated
- You have practice scripts more often
- You need bigger goals
- You need to pay them for more training
- You’re afraid of success
BS ALERT! BS ALERT!
You might think his or her reasons are logical. But none of their solutions address the underlying itch…your unconscious brain!
Think about it. You’re hardworking, motivated, and you want to succeed.
Do you really think sales call reluctance is some defect of your character??
Science proves that it’s not, and you’ll soon discover the evidence.
Remember, it took no effort on your part to get reluctance so it takes no effort to get rid off it (but more on that soon)
Fri, July 23 2010 » 4:30 a.m. Thinking » No Comments