Last week, I introduced The Easy-Cool Prospect-to-Client Conversion Method. Here’s how it works in a real-world Open House situation:
Most people will reciprocate and tell you their names. Their level of enthusiasm will be your first clue towards determining their communication style.
Professionalism, Confidence, Friendliness, and Authenticity.
It’s not about merely possessing these attributes. It’s about finding the right level for each one and balancing them against each other. For example, a person can be overly friendly and totally unprofessional.
Note: Only do this if you’re proud of your marketing brochure. If it’s just “average,” then “average” will be the impression you leave.
So, Dan and Sue, how did you like the house?
Their answer should lead to other questions, such as:
What are some important “wants and needs” you have for your new home?
What are your preferred areas?
How long have you been looking?
If you struggle to ask these questions and you sound fake and salesy, you’re doing it wrong.
The answers, and more importantly, how they answer, will give you a huge amount of information to help you decide how to make your Prospect Pick-up Pitch.
Maintain eye contact with them, and do NOT try to juggle three different groups at once. (You’ll lose all three. Once you have the right skills, you will know which prospects you need to focus on.)
“Hey, I’m just thinking that I’ve got something that might be very helpful for you.”
(gets their attention).
“It’s free, and there’s absolutely no obligation whatsoever.”
(reduces resistance).
“Based on what you’ve told me, I can set you up on a system that will automatically send an email every time there’s a new listing that matches your exact search criteria.”
(sounds great).
“But here’s the really cool part. It will also automatically notify you whenever there is a price reduction or a sale, including the sale price.”
(even better).
“It only takes me a few minutes to set this up, and as I said, there is no obligation whatsoever.”
(further reduces any sense of commitment).
“Is this something that would be helpful for you?”
(of course, it is).
“OK. All I need is both your email addresses, and I can set that up for you later today!
Of course, making this pitch doesn’t actually turn a prospect into a client. This is only the first step in that process. But maybe that’s my point:
When you try too hard, you turn people off. When you do it the Easy-Cool way (one step at a time), people are drawn to you naturally.
Of course, you’re going to get all kinds of different responses to the pitch outlined above, but the main thing is to keep it Easy-Cool and come around to your Prospect Pick-up Pitch as naturally as possible. The better you get at it, the more successful you will become at converting prospects to clients.
Are you reading this and saying to yourself, “I’ve tried this, and it doesn’t work”?
THAT’S BECAUSE YOU’RE DOING IT WRONG.
The two biggest mistakes I see REALTORS® make are:
Agents tell me all the time they never have any luck picking up clients at Open Houses. And yet, other agents (including myself back when I did Open Houses regularly) have no problems getting all the clients we want, practically at will—the Easy-Cool way.
It’s got nothing to do with luck!
Admittedly, you won’t become an Easy-Cool Prospect Pick-up Artist by merely reading this ultra-simplified three-minute blog post. I mean, there’s a TON of hints about different skills you need to acquire inside this post. For example, the Agent Skills Master’s Program has an entire module devoted to item #4 alone (Relationship Selling).
But rather than feeling overwhelmed, just know this: ALL skills can be learned.
You don’t need a coach. You need skills. Once you have them, they stay with you forever.