Info

The Realty Classroom Podcast by Danny Griffin

Are you looking to end the whirlwind adventure of being tossed around by your real estate agent job and instead start building a world-class real estate agent business? Then The Realty Classroom with Danny Griffin is the help you need.
RSS Feed
The Realty Classroom Podcast by Danny Griffin
2021
August
July
June
May
April
March
February
January


2020
December
November
October
September
August
July
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
November
October
September
August
July
June
May
April
March
February
January


2017
December
November
October


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Jan 6, 2018

Each week in The Realty Classroom, we conduct a live sales training session for our Mastermind Members and their teams. Although we incessantly practice inside sales role play, we recognize that agents experience a higher level of challenge when dealing with real leads and hearing their aggressive and sometimes negative reactions on the other end of the telephone line.

One of the things we picked up on was the "tone" of one caller and how it could tell us how to behave.  The seconds that it takes for a lead to say "hello" can offer a clue as to the mood you're encountering.  It's amazing how simply being a good listener can set you up for a greater chance at inside sales success. When you hear the one and match yours, you're demonstrating an act of empathy which helps you navigate your opening script.

I also want to point out that you must have a clean 3 beat script down who you are, why you're calling, and what you're offering. The simple point is that you have seconds to cut to the chase and tell them why you're interrupting their life.

Finishing your opening with a relevant, provocative question will allow them to vent and give you clues as to how you might personalize your solution for them.  For example, in the context of an expired lead, it's likely that they are agitated and frustrated and may feel the need to rough you up.

The key point is that when they start to vent or even attack you, you shouldn't pull back, rather lean in a bit by being confident in the strategies that you're offering to help them overcome. By doing so, you'll at least achieve a clear outcome and determine whether or not there will be an opportunity for follow up.

To summarize the key point: “Learn to diffuse the negative emotions of a lead by leaning in to confidently express your plan to help them"

0 Comments
Adding comments is not available at this time.